Sr. Director Technical Business Development- Chillers
Vertiv Corporation
Seattle, WA
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JOB DETAILS
JOB TYPE
Full-time, Employee
SKILLS
Business Development, Channel Strategies, Customer/Client Research, Leadership, Network Operations Center, Product Development, Product Engineering, Product Planning, Project Lifecycle, Publications, Requirements Management, Sales, Sales Strategy, System Architecture, Technical Leadership, Technical Strategy, Technical Support, Thought Leadership
LOCATION
Seattle, WA
POSTED
9 days ago
POSITION SUMMARY
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
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