Business Development Manager, Thermal Services (Remote)
Position Summary
The Business Development Manager, OEM 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.
Responsibilities
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
Qualifications
5+ 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
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