Sr. Director Technical Business Development- Chillers

Senior Director, Technical Business Development – Chillers

The Senior Director, Technical Business Development – Chillers leads Vertiv's technical engagement strategy for chiller solutions for some of Vertiv's largest and most dynamic customers. This role helps to position Vertiv as a trusted advisor and strategic partner by leveraging deep product and solution expertise, industry leadership, and consultative engagement to design chiller solutions that address customers' unique requirements.

The successful candidate will focus elevating "up and to the left"—engaging earlier in the project lifecycle and higher within customer organizations to influence decision makers and establish Vertiv solutions as the basis of design. The role also serves as a critical conduit for voice-of-customer (VOC) insights, translating customer needs directly to Business Units (BUs) and Product Lines to influence Vertiv's product and solution development roadmap.

This leader will rapidly build credibility and technical trust with customers while collaborating internally across Technical Business Development teams, account leaders, Thermal Chain Engineering, and the Whitespace and Data Center Systems teams. Together, they will deliver a consistent and unified message that advances Vertiv's leadership in the chiller market while driving deeper account penetration and increased share of wallet.

The role requires strong market awareness, urgency, and adaptability. Global strategic customers expect rapid response, technical depth, and executive-level partnership to complement their internal engineering organizations. Given the scale and impact of these customers' projects, solutions may require customization at scale. Early coordination with Product Line leadership and Engineering will be essential to accelerate the development of both new-to-Vertiv and new-to-industry solutions, potentially requiring adjustments to the NPDI pipeline to support innovation at a revolutionary—not just evolutionary—pace.

Success Measures

• Design Specification: Establishment of Vertiv chillers and thermal products and systems as customer basis-of-design across overall data center architectures.
• Share-of-Wallet Penetration: Drive measurable growth in chiller orders, revenue, and share of wallet across targeted accounts.
• Thought Leadership: Partner with Product Lines to develop chiller reference designs and advance systems-level thought leadership through customer engagements, industry events, and market publications.
• Account Strategy: Collaboration with sales counterparts to define and execute account-level growth strategies that expand Vertiv's presence with strategic customers.
• Capability Maturity: Expansion of extended chiller team capabilities; evolution of BU-specific technical skills expanded to broad data center chiller applications.

Responsibilities

Customer Systems Engagement:

• Lead technical collaboration with key customers to influence and design data center chiller architectures that position Vertiv solutions as the basis of design.
• Partner directly with customer engineering and design teams to develop optimized chiller and thermal system architectures.

Technical Product & Systems Expertise:

• Ensure technical buyers understand Vertiv's chiller capabilities, coordinates system alignment with product roadmaps, and drive innovative approaches to meet customer needs.
• Drive alignment across senior leadership, sales, product development, and engineering to develop and promote chiller reference architectures and systems-level thought leadership — One Vertiv.

Voice-of-Customer (VOC):

• Capture and communicate chiller market needs, product gaps, and emerging trends to Product Lines and BUs.
• Establish feedback loops to shape future product development and solution strategies.

Industry Engagement:

• Represent Vertiv in trade shows, conferences, and industry forums and publications to promote technical thought leadership in chiller and thermal system architectures.
• Build visibility into Vertiv's strategic direction and reinforce our position in the data center thermal market.

Team Leadership & Development:

• Collaborate closely with the broader Technical Business Development team and subject matter experts.
• Foster knowledge sharing, cross-functional collaboration, and best practices across regional teams and global counterparts.

Qualifications

• Bachelor's degree in Mechanical Engineering, Thermal Systems Engineering, Chiller Engineering, or a related discipline (or equivalent experience).
• 10+ years of progressive experience in chiller technical business development, mechanical systems engineering, or thermal infrastructure, including at least 5 years in a senior leadership role influencing customer architecture and strategy.
• Recognized expertise in data center or mission-critical cooling systems, with a track record of influencing large-scale infrastructure designs and establishing basis-of-design specifications with global or strategic customers.
• Demonstrated success translating technical strategy into measurable business outcomes such as revenue growth, market share expansion, or P&L impact.
• Deep technical knowledge of chiller technologies and associated thermal systems, including modular and prefabricated data center cooling architectures.
• Proven ability to work across globally distributed teams, influencing Product Lines, Business Units, engineering organizations, and senior sales leadership.
• Established presence in industry forums, standards bodies, or technical publications; able to represent Vertiv's technology strategy credibly with customers, partners, and analysts.
• Strong executive communication skills with the ability to engage customer C-suite leaders and articulate compelling technical and commercial value propositions.
• Willingness to travel to strategic customer locations, regional sales teams, and global BU and engineering centers.

Travel Time Required

• 20-40%

At Vertiv, we offer the stability of a global leader in a growing industry and the opportunity of a startup. We design, manufacture and service the mission-critical infrastructure technologies for vital applications in data centers, communication networks and commercial and industrial environments. With $10.0 billion in revenue, a strong customer base and global reach in nearly 70 countries, our move to establish a standalone business enables us to deliver greater value to our customers and create new opportunities for our people.

The successful candidate will embrace Vertiv's Core Principals & Behaviors to help execute our Strategic Priorities.

Our Core Principals: Safety. Integrity. Respect. Teamwork. Diversity & 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

Pay Transparency

The overall anticipated total compensation package for this role in CA and NOVA is between $321k to $428.5k per year, inclusive of base salary and eligibility for a monthly sales incentive plan. Since monthly incentive compensation is variable, performance-based, and not guaranteed, the estimated base salary range for this role in the CA and NOVA locality is between $257k to $342k per year; salary ranges for other geographic localities may vary. Certain roles are eligible for additional rewards, including merit increases, annual bonus and stock. These awards are allocated based on individual performance and are role based. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee's role. The role is eligible to participate in a comprehensive and competitive benefits program, including medical, dental, vision, disability, PTO, holiday pay, and 401k. Additional details about total compensation and benefits will be provided during the hiring process.

The overall anticipated total compensation package for this role in WA is between $321k to $428.5k per year, inclusive of base salary and eligibility for a monthly sales incentive plan. Since monthly incentive compensation is variable, performance-based, and not guaranteed, the estimated base salary range for this role in the WA locality is between $257k to $342k per year; salary ranges for other geographic localities may vary. Certain roles are eligible for additional rewards, including merit increases, annual bonus and stock. These awards are allocated based on individual performance and are role based. In addition, certain roles also have the opportunity to receive and/or participate in profit sharing, allowances, travel and/or car expenses, and earn sales incentives based on revenue or utilization depending on the terms of the employee's role and individual offer details. The role is eligible to participate in a comprehensive and competitive benefits program, including medical, dental, vision, disability, Flex PTO, holiday pay (9 days), and 40