Job DescriptionPOSITION SUMMARYThe Business Development Manager, Thermal Services will drive revenue growth and strategic partnerships with leading Original Equipment Manufacturers (HPE, Dell, Lenovo, Supermicro, etc.) in the high-performance liquid cooling market. This dual-focused role combines strategic OEM business development and identifying thermal services opportunities while building engineering relationships with technical services leadership across the full OEM engagement lifecycle. You'll develop new business by positioning Vertiv's liquid cooling portfolio as the preferred thermal management solution for next-generation OEM server platforms while ensuring successful implementation, integration support, and ongoing service delivery of Direct-to-Chip cooling, CDU (Coolant Distribution Unit) solutions, and hybrid cooling architectures. Collaborate with OEM engineering teams, Thermal Engineering and Product Management.
RESPONSIBILITIESOEM Thermal Services Business Development & Partnership Management (50%)- Identify and develop strategic thermal services opportunities with OEM manufacturers (HPE, Dell, Lenovo, Supermicro) focusing on multi-year service agreements, commissioning contracts, fluid management programs, and maintenance partnerships for liquid-cooled AI/ML and HPC server platforms
- Build robust pipeline of OEM thermal services including deployment support contracts, thermal validation services, training certifications, field service partnerships, and performance optimization engagements
- Establish service-focused relationships with OEM service organizations, thermal engineering teams, and supply chain leaders to become preferred thermal services partner for liquid-cooled platform deployments
- Conduct service requirement workshops with OEM teams to understand deployment challenges, field service capabilities, training needs, and develop comprehensive thermal services proposals including service value propositions, uptime improvement models, and ROI justifications
- Lead service sales cycles from initial engagement through pilot programs and enterprise service agreements, negotiating service pricing, SLA commitments, geographic coverage, response times, and performance metrics
- Track OEM server roadmaps and service delivery models to proactively position Vertiv thermal services for upcoming platform launches and identify opportunities to embed services into OEM warranty programs, extended service contracts, and managed services solutions
OEM Technical Services & Integration Support (50%)- Design, quote, and deliver end-to-end thermal services programs including system commissioning, thermal performance validation, fluid quality management, preventive maintenance schedules, emergency repair services, performance monitoring, and optimization programs for OEM liquid-cooled server deployments
- Manage fluid lifecycle services including coolant specification and procurement, initial system fill, routine fluid testing (pH, conductivity, inhibitor levels, metals analysis), fluid replacement programs, and proper disposal services ensuring optimal thermal performance and corrosion protection
- Deliver preventive maintenance programs including scheduled CDU inspections, pump performance monitoring, filter replacements, thermal interface material assessments, leak detection system checks, and annual thermal performance audits
- Create comprehensive service documentation including commissioning reports, fluid analysis records, maintenance logs, performance trend analysis, and optimization recommendations for OEM customers and internal tracking
- Establish service delivery standards and quality metrics including commissioning checklists, acceptance criteria, fluid quality specifications, response time commitments, and customer satisfaction measurements
- Act as technical escalation point for complex thermal service issues including performance degradation, coolant contamination, leak events, thermal runaway conditions, and system failures requiring root cause analysis and corrective action plans
- Coordinate field service delivery resources including scheduling service technicians, managing spare parts inventory, coordinating third-party fluid management partners (Chemtec, Dow, etc.), and ensuring timely execution of service commitments
QUALIFICATIONSRequired- 8+ years of experience combining OEM business development, technical sales, or strategic account management with thermal engineering, application engineering, or technical services in server infrastructure, cooling systems, or data center thermal management.
- Degree in Engineering, Business Management, Business Administration, or related field (or equivalent combination of education and experience).
- Proven track record of OEM partnership development with demonstrated ability to secure design wins, navigate complex OEM organizations, and build relationships with server manufacturers.
- Basic knowledge of heat transfer principles, cold plate design, coolant properties, pump systems, thermal interface materials, and server-level thermal management
- Understanding of AI/ML accelerator platforms (NVIDIA H100/H200/GB200, AMD MI300, Intel Gaudi), GPU thermal requirements, and high-performance computing cooling challenges
- Strong project management abilities to coordinate cross-functional teams, manage complex timelines, and deliver on OEM development commitments
Preferred- Engineering degree (Mechanical, Thermal, or related discipline) or equivalent technical background
- Experience with OEM product development lifecycle, NPI (New Product Introduction) processes, and manufacturing qualification procedures
- Knowledge of data center facility integration including facility water-side systems, secondary loop architectures, and building infrastructure constraints
- Existing relationships with thermal engineering or product management teams at HPE, Dell, Lenovo, Supermicro, or other server OEMs
- Technical certifications in thermal management, data center design (ASHRAE, Uptime Institute), or related fields
TRAVEL- 50% (including customer data center site visits, commissioning support, and industry conferences)
