Technical Business Development Manager, Thermal Management - Hyperscale

POSITION SUMMARY

Reporting to the Director of Technical Sales – Thermal Management, this role is

responsible for Technical Business Development activities and growth initiatives

for Vertiv Thermal Management Products in North America focused on Hyperscale

customers.  The Technical Business Development Manager is responsible for

driving growth through identifying new opportunities, fostering strategic

partnerships, and developing technical solutions while maintaining strong

relationships with key stakeholders. This role requires deep data center

knowledge, expertise in AC Thermal system implementation and the ability to

align product offerings with market demands.

RESPONSIBILITIES

* Build and maintain strong relationships with key decision-makers and senior

executives with existing clients and Vertiv key account directors

* Maintain strategic customer partnerships through technical discussions 

* Design and propose complex, tailored technical solutions that address

business needs and align with company goals

* Produce customer specific presentations that align with their strategy

* Provides technical review and response to Request for Proposals (RFP) for

Vertiv Thermal Management opportunities for assigned Hyperscale

accounts. Primary focus will be specification CDE review/completion, review

of electrical drawings submitted with RFP, assistance with initial equipment

configurations based on understanding of specification/drawing requirements,

and aid with completing project specific bid forms (when required).

* Lead coordination with internal teams such as engineering, SFA engineering,

technical sales, and sales teams to address barriers in opportunities to

orders process

* Represent the company and actively participate in key customer factory

visits. 

* Participate as needed in account planning efforts and engagement strategies

for key clients. 

* Support technical proposals, design documentation and project proposals to

aid the design process and delivery to customers. 

* Provide sales staff with technical assistance and support for technical

documentation and customer-facing presentations and engagements including

leading customer communications.

* Participate in New Product Development efforts.

* Provide industry feedback to product managers for product improvements and

roadmaps

* Travel as required to support assigned Hyperscale accounts to support

increasing share of wallet within the assigned accounts by supporting in

person meetings.

QUALIFICATIONS

* Bachelor’s degree in engineering, business or related field

* 5-8 years of experience in technical sales or business development roles 

* Technical knowledge of 3-phase AC Thermal products and applications

* Deep market dynamics and industry knowledge

* Experience working on large, complex RFQs

* Experience working with Sales Offices and Account Managers

* Salesmanship and self-confidence to deal with frequent, stressful customer

relationship issues

* Sales Presentation skills

* Ability to work independently with minimal supervision and drive initiatives

to completion

* Ability to multi-task and manage multiple projects simultaneously

* Assist in problem job / equipment reconciliation

* Provide a role model within the company for sales department functions

PHYSICAL & ENVIRONMENTAL DEMANDS

* No specific demands.

TIME TRAVEL REQUIRED

* No Specific demands

The successful candidate will embrace Vertiv’s Core Principals & Behaviors to

help execute our Strategic Priorities.  

OUR CORE PRINCIPLES:  Safety.  Integrity. Respect.  Teamwork.  Inclusion.

OUR STRATEGIC PRIORITIES

* Customer Focus

* Operational Excellence

* High-Performance Culture

* Innovation

* Financial Strength

OUR BEHAVIORS

* Own It

* Act With Urgency

* Foster a Customer-First Mindset

* Think Big and Execute

* Lead by Example

* Drive Continuous Improvement

* Learn and Seek Out Development

About Vertiv

Vertiv (NYSE: VRT) brings together hardware, software, analytics and ongoing

services to enable its customers’ vital applications to run continuously,

perform optimally and grow with their business needs.  Vertiv solves the most

important challenges facing today’s data centers, communication networks and

commercial and industrial facilities with a portfolio of Thermal, cooling and IT

infrastructure solutions and services that extend from the cloud to the edge of

the network. Headquartered in Westerville, Ohio, USA, Vertiv employs around

34,000 people and does business in more than 130 countries. Visit Vertiv.com to

learn more.   

Work Authorization

No calls or agencies please. Vertiv will only employ those who are legally

authorized to work in the United States. This is not a position for which

sponsorship will be provided. Individuals with temporary visas such as E, F-1,

H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or

in the future, are not eligible for hire.

Equal Opportunity Employer

Vertiv is an Equal Opportunity/Affirmative Action employer. We promote equal

opportunities for all with respect to hiring, terms of employment, mobility,

training, compensation, and occupational health, without discrimination as to

age, race, color, religion, creed, sex, pregnancy status (including childbirth,

breastfeeding, or related medical conditions), marital status, sexual

orientation, gender identity / expression (including transgender status or

sexual stereotypes), genetic information, citizenship status, national origin,

protected veteran status, political affiliation, or disability. If you have a

disability and are having difficulty accessing or using this website to apply

for a position, you can request help by sending an email to help.join@vertiv.com

[help.join@vertiv.com].