Job description

POSITION SUMMARY The Director, Technical Business Development Server Liquid Systems is responsible for leading Vertiv's customer growth strategy, technical engagement model, and execution governance for the Server Liquid Systems business. This leader owns the intersection of business development, customer strategy, and program execution, ensuring Vertiv not only wins strategic opportunities but also successfully delivers on customer commitments. The role oversees Technical Business Development Managers and Execution Leaders, driving alignment across Sales, Product Management, Engineering, Operations, and key customer stakeholders. This leader engages with key decision-makers at hyperscale, cloud, OEM, ODM, and AI infrastructure customers to influence technology roadmaps and help customers solve problems with heat issues at the silicon and server level. This role plays a key part of engagement at the silicon and server industry to understand the heat challenges at the chip and sever level to solve those customer challenges while translating requirements to support full thermal solutions for end customers and influence and guide the roadmap for products across the entire thermal chain. In addition to driving commercial growth, the Director establishes execution discipline across strategic programs by ensuring customer commitments, product development activities, manufacturing readiness, and deployment plans remain aligned throughout the lifecycle of the opportunity. SUCCESS MEASURES • Business Growth and Market Influence: Increased adoption of Vertiv server liquid solutions as customer preferred or basis-of-design architecture. Growth in pipeline, bookings, revenue, and share-of-wallet with strategic accounts. Expansion of executive-level customer relationships across hyperscale, cloud, AI, and OEM markets. • Customer and Strategic Leadership: Establishment of Vertiv as a trusted advisor for liquid cooling strategy. Effective translation of customer requirements into product and solution roadmaps. Strong voice-of-customer processes that influence future product investments • Execution Excellence: On-time delivery of key customer milestones from concept through production deployment. Improved cross-functional alignment across Product Management, Engineering, Sales, Operations, and Supply Chain. Early identification and mitigation of commercial, technical, and execution risks. High customer satisfaction and confidence during critical growth and deployment programs. • Team Leadership: Development of a high-performing Technical Business Development and Program Execution organization. Clear accountability, prioritization, and performance management across direct reports. Strong succession planning and organizational capability development. RESPONSIBILITIES • Lead Vertiv's technical business development strategy for Cold Plate and liquid cooling solutions. Develop and execute growth strategies for strategic accounts and target market segments. Engage with executive-level/C-suite and technical customer stakeholders to influence cooling architecture decisions and long-term technology direction. • Drive account planning activities and strategic growth initiatives in partnership with regional Sales leadership. • Partner closely with Prod Management, Engineering, Operations, Supply Chain, Finance to drive prioritization for execution of customer opportunities • Ensure that that commercial/customer opportunities translate smoothly into execution and delivery activities. • Serve as the senior customer-facing leader for strategic pursuits and executive engagements. Capture and communicate customer needs, competitive threats, market trends, and emerging technology requirements. Influence Vertiv's product and solution roadmaps through structured VOC processes. • Support executive briefings, customer workshops, and industry events. • Provide leadership and governance across all strategic customer programs. Oversee BD & Execution Leaders responsible for program delivery, deployment readiness, and customer milestone management. • Establish escalation processes and execution reviews to ensure customer commitments are successfully achieved. • Balance customer expectations with business capabilities, resource availability, and operational readiness. • Lead, coach, and develop Technical Business Development Managers and Execution Leaders and establish key metrics for the organization. Build organizational capabilities aligned with rapid growth within AI and liquid cooling markets. Foster a culture of accountability, customer focus, collaboration, and continuous improvement. QUALIFICATIONS • Bachelor's degree in Engineering, Business, Thermal Systems, Mechanical Engineering, Electrical Engineering, or related field. • Master's degree or MBA preferred. • 12+ years of experience in technical business development, product strategy, program management, engineering leadership, or related roles. • 5+ years of people leadership experience managing technical, commercial, or program-focused teams. • Experience within data center infrastructure, thermal management, liquid cooling, server technologies, or related industries. • Demonstrated success leading strategic customer relationships and influencing complex technical buying decisions. • Strong understanding of liquid cooling technologies including cold plates, CDUs, fluid networks, and data center infrastructure. • Proven experience driving large-scale customer programs from opportunity development through deployment. • Exceptional executive communication, presentation, and stakeholder management skills. • Ability to operate effectively in a highly matrixed global organization.. PHYSICAL & ENVIRONMENTAL DEMANDS • No special physical requirements TIME TRAVEL REQUIRED • 30-50% PAY TRANSPARENCY The overall anticipated total compensation package for this role in CA is between $253k to $337k per year inclusive of base salary and eligibility for a monthly sales incentive plan. Since monthly incentive compensation is variable, performance-based, and not guaranteed, the estimated base salary range for this role in the CA locality is between $177k to $235k per year and in salary ranges for other geographic localities may vary. Certain roles are eligible for additional rewards, including merit increases, annual bonus and stock. These awards are allocated based on individual performance and are role based. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role. The role is eligible to participate in a comprehensive and competitive benefits program, including medical, dental, vision, disability, PTO, holiday pay, and 401k. Additional details about total compensation and benefits will be provided during the hiring process. The Director, Technical Business Development Server Liquid Systems is responsible for leading Vertiv's customer growth strategy, technical engagement model, and execution governance for the Server Liquid Systems business. This leader owns the intersection of business development, customer strategy, and program execution, ensuring Vertiv not only wins strategic opportunities but also successfully delivers on customer commitments. The role oversees Technical Business Development Managers and Execution Leaders, driving alignment across Sales, Product Management, Engineering, Operations, and key customer stakeholders. This leader engages with key decision-makers at hyperscale, cloud, OEM, ODM, and AI infrastructure customers to influence technology roadmaps and help customers solve problems with heat issues at the silicon and server level.

Requirements

Must-haves

Drive account planning activities and strategic growth initiatives in partnership with regional Sales leadership.
Partner closely with Prod Management, Engineering, Operations, Supply Chain, Finance to drive prioritization for execution of customer opportunities
Ensure that that commercial/customer opportunities translate smoothly into execution and delivery activities.
Support executive briefings, customer workshops, and industry events.
Provide leadership and governance across all strategic customer programs. Oversee BD & Execution Leaders responsible for program delivery, deployment readiness, and customer milestone management.
Establish escalation processes and execution reviews to ensure customer commitments are successfully achieved.
Balance customer expectations with business capabilities, resource availability, and operational readiness.
Bachelor's degree in Engineering, Business, Thermal Systems, Mechanical Engineering, Electrical Engineering, or related field.
12+ years of experience in technical business development, product strategy, program management, engineering leadership, or related roles.
5+ years of people leadership experience managing technical, commercial, or program-focused teams.
Experience within data center infrastructure, thermal management, liquid cooling, server technologies, or related industries.
Demonstrated success leading strategic customer relationships and influencing complex technical buying decisions.
Strong understanding of liquid cooling technologies including cold plates, CDUs, fluid networks, and data center infrastructure.
Proven experience driving large-scale customer programs from opportunity development through deployment.
Exceptional executive communication, presentation, and stakeholder management skills.
Ability to operate effectively in a highly matrixed global organization..
No special physical requirements

Nice-to-haves

Master's degree or MBA preferred.

Application prep

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Keywords to mirror

Platform: oracle-cloud
Effort: medium

Benefits

Benefits detected in the listing.

Dental

Vision

401k

Pto