Job DescriptionPOSITION SUMMARYThe Technical Business Development Manager - Cold Plate leads Vertiv's technical and commercial engagement strategy for cold plate and server-side liquid cooling solutions with strategic and high-growth customers. This role positions Vertiv as a trusted advisor by combining deep liquid cooling expertise with consultative customer engagement to shape solutions that address customer architecture, performance, and business requirements.
The successful candidate will focus on engaging earlier in the project lifecycle and higher within customer organizations to influence decision makers, shape requirements, and increase the likelihood that Vertiv solutions become the basis of design. The role also serves as a key conduit for voice-of-customer insights, translating customer needs, market signals, and solution gaps to Product Lines and Business Units to inform Vertiv's product and solution roadmap.
This position requires strong collaboration across sales, product, engineering, and technical business development teams to drive account growth, deepen customer relationships, and strengthen Vertiv's leadership in liquid cooling for AI and high-density compute environments.
SUCCESS MEASURES- Basis-of-Design Influence: Increase customer adoption of Vertiv cold plate and liquid cooling solutions as preferred or basis-of-design architectures.
- Pipeline Growth: Drive measurable growth in qualified opportunities, strategic pursuits, and revenue associated with cold plate and liquid cooling solutions.
- Account Strategy: Partner with sales and account teams to define and execute account-level growth plans that expand Vertiv's share of wallet.
- Voice-of-Customer Impact: Capture and translate customer requirements, market needs, and product gaps into actionable input for Product Lines and Business Units.
- Thought Leadership: Strengthen Vertiv's market position through customer engagement, technical credibility, and participation in strategic industry discussions where appropriate.
RESPONSIBILITIES- Lead technical and commercial engagement with strategic customers to influence cold plate and liquid cooling architectures and position Vertiv solutions as the basis of design.
- Engage early in the project lifecycle with customer engineering, design, and decision-making teams to shape requirements and identify opportunities for Vertiv's liquid cooling portfolio.
- Develop strong relationships with customers, partners, account teams, and internal stakeholders to advance strategic pursuits and expand Vertiv's share of wallet.
- Translate technical capabilities into clear customer value propositions, growth strategies, and business cases that support pipeline development and revenue growth.
- Partner closely with Product Lines, Business Units, engineering, and sales leadership to align customer needs with product roadmaps, solution development, and commercialization priorities.
- Capture and communicate voice-of-customer insights, emerging market trends, and product gaps to help shape future cold plate and liquid cooling offerings.
- Support strategic pursuits, RFP/RFQ responses, executive briefings, and customer presentations by articulating both the technical and commercial value of Vertiv's solutions.
- Represent Vertiv in customer discussions, internal strategy sessions, and selected industry engagements to reinforce Vertiv's leadership in liquid cooling for AI and high-density compute environments.
QUALIFICATIONS- Bachelor's degree in Mechanical Engineering, Electrical Engineering, Thermal Systems Engineering, Business, or a related technical field.
- 7+ years of experience in technical business development, technical sales, product strategy, or solution leadership within the data center, thermal management, or liquid cooling industry.
- Strong knowledge of liquid cooling technologies, including cold plates, CDUs, and secondary fluid networks, with the ability to connect technical capabilities to customer business needs.
- Demonstrated success influencing customer decisions, shaping strategic opportunities, and translating technical strategy into measurable business outcomes such as revenue growth or share expansion.
- Ability to work effectively across Product Lines, Business Units, engineering organizations, and sales teams in a highly matrixed environment.
- Strong executive communication and presentation skills, with the ability to engage both technical and commercial audiences.
PHYSICAL & ENVIRONMENTAL DEMANDS- No special physical requirements
TIME TRAVEL REQUIRED 
