Manager, Business Development

About the role

This role includes business development, account leadership, and partner/ecosystem strategy. You will drive adoption of direct liquid cooling across hyperscalers, chipmakers, and server OEMs while shaping how full-rack and system-level cooling is deployed. This position can be either remote or on-site at our Burlington, MA office.

Responsibilities

• Market Development Leadership: Own and expand Stack Forging Thermal Solution’s presence in direct liquid cooling across hyperscalers, chip/semiconductor companies, and server OEMs. Focus on large-scale AI and HPC deployments.
• Strategic Account Growth: Build and lead executive relationships. Position Stack Forging Thermal Solutions as a primary thermal partner for next-generation platforms, including CPUs, GPUs, other ASICs, and peripheral systems.
• Technology Positioning: Translate Stack Forging Thermal Solutions’ Stack Forging microgeometry architecture into clear customer value. Emphasize lower pressure drop, higher thermal efficiency, and system-level gains such as improved PUE and rack density.
• DLC System Expansion: Drive adoption beyond GPUs into full 100% DLC architectures, including peripherals such as VRMs, DIMMs, NICs, and storage. Position Stack Forging Thermal Solutions as a platform solution, not a component vendor.
• Program Origination: Working with the Technical Sales team, identify and secure early-stage design wins. Influence platform specifications and reference designs with OEM and hyperscale partners.
• Cross-Functional Execution: Work closely with engineering, product, and JCI teams to align cold plates, CDUs, and facility-level systems into a unified thermal solution.
• Commercial Structuring: Lead complex deal structures, including MSAs, long-term supply agreements, and co-development programs tied to production scale.
• Drive DLC Adoption: Persuasively sell the Stack Forging Thermal Solutions portfolio, focusing on ROI, energy efficiency, and power density.
• Strategic Relationship Management: Act as a trusted advisor to executive and technical stakeholders, anticipating their needs as they transition to Direct Liquid Cooling.
• Link Performance to Business Outcomes: Tie Stack Forging Thermal Solutions’s products to measurable gains: reduced pumping power, improved thermal margins, higher compute density, and lower total cost of ownership.
• Market Leadership: Deeply understand the evolving data center landscape, specifically the cooling requirements for AI and high-performance computing (HPC).
• Internal Collaboration: Partner with JCI Cross-Domain Strategic Account Managers and the Technical Sales team to integrate our DLC solutions into broader, complex facility infrastructure deals.
• Pipeline Excellence: Utilize Salesforce to manage complex, long-cycle sales stages, ensuring accurate forecasting and momentum.
• Team Leadership: Lead the opportunity team, coordinating between Technical Sales, Solutions engineering, JCI operations, and external partners to ensure seamless solution delivery.

Requirements

• Bachelor’s degree in Science or related technical field.
• 10+ years in business development, technical sales, or strategic account management.
• Experience scaling products from R&D-to-production in hardware or infrastructure environments.
• Experience engaging with hyperscalers, Server OEMs, or silicon providers.
• Ability to communicate complex technical concepts to both engineers and executives.

Preferred Qualifications

• Master’s degree.
• Work within data center infrastructure, semiconductors, or thermal systems and/or direct experience with liquid cooling, including cold plates, CDUs, or immersion systems.
• Familiarity with AI and HPC infrastructure trends, including rising TDP and rack density constraints.
• Proven understanding of Thermal Management or HVAC systems; specific exposure to liquid cooling technologies is highly preferred.
• Existing relationships within hyperscalers, server OEMs, or chip manufacturers.

Benefits

• Competitive salary
• Paid vacation, holidays, and sick time
• Comprehensive benefits package including 401K, medical, dental, and vision care
• On-the-job and cross-training opportunities
• Encouraging and collaborative team environment
• Dedication to safety through our Zero Harm policy

Pay

Salary range: $100,000 - $167,000 (determined by education, experience, knowledge, skills, abilities, internal equity, and market alignment). This role offers a competitive bonus plan based on individual, group, and corporate performance.