Sr. Manager, Technical Sales – Hyperscale & Chillers
Vertiv · Westerville
POSITION SUMMARY
- The Sr. Manager, Technical Sales – Hyperscale & Chillers leads and provides strategic direction to the technical sales team focused on supporting Global Strategic Accounts (GSA), with a primary emphasis on hyperscale customers and chiller-based thermal solutions across Vertiv's North America Sales organization. This role is responsible for developing and executing strategies that position Vertiv as a leader in large-scale, hyperscale land air-cooled chiller deployments, while ensuring strong technical alignment with customer requirements. The Sr Manager drives technical sales excellence throughout the full sales cycle, advances customer education on chiller and central plant solutions, and partners closely with Account Directors to win and expand within key hyperscale accounts. This role works closely with the Director, Technical Sales – Thermal to define sales goals, accelerate growth in hyperscale markets, and influence broader organizational strategy related to chiller systems, plant design, and high-density cooling applications.
RESPONSIBILITIES
- Lead, mentor, and manage a team of GSA-focused Technical Sales Engineers specializing in chiller systems and hyperscale deployments, fostering a high-performance, customer-focused culture.
- Partner closely with Account Directors and Sales teams to provide expert technical guidance on Vertiv’s Thermal Solutions throughout the entire sales cycle, from opportunity identification through project close.
- Drive engagement within hyperscale accounts by ensuring early involvement in design discussions, basis-of-design development, and capacity planning.
- Monitor GSA hyperscale and chiller sales performance, identifying gaps and implementing targeted action plans to improve penetration, win rates, and technical positioning.
- Elevate the technical competency of the team through ongoing training focused on Vertiv’s Thermal Solutions
- Provide continued education to hyperscale customers, consulting engineers, and partners on Vertiv’s chiller portfolio, system-level integration, and scalable cooling strategies.
- Collaborate with Offering Management, Engineering, and Product teams to influence chiller product development, roadmap priorities, and feature enhancements based on hyperscale customer needs and field feedback.
- Support and participate in factory witness tests, design reviews, and major project milestones for large-scale chiller deployments.
- Participate in account planning and engagement strategies for hyperscale GSAs, ensuring alignment with long-term growth initiatives and strategic customer objectives.
- Represent Vertiv in key hyperscale customer engagements, executive meetings, industry conferences, and technical seminars.
- Stay current on industry trends, including hyperscale data center growth, liquid cooling adoption, sustainability requirements, and high-efficiency chiller technologies.
- Provide structured feedback to product management on competitive positioning, system performance expectations, and evolving hyperscale requirements.
- Optimize deployment of technical sales resources to maximize impact across high-value hyperscale opportunities.
- Partner with Sales Motion leaders and regional teams to expand Vertiv’s footprint in hyperscale, large colocation, and chiller-driven cooling applications.
QUALIFICATIONS
- Bachelor’s degree in engineering, business, or related field (or equivalent experience).
- 10-12 years of relevant industry experience, including strong exposure to thermal systems, chiller applications, or central plant design, with prior sales or customer-facing experience preferred.
- Proven leadership experience managing high-performing technical or application engineering teams.
- Deep technical knowledge of chillers, heat rejection systems, and large-scale data center cooling applications.
- Strong understanding of hyperscale data center design, capacity scaling, and cooling infrastructure requirements.
- Demonstrated success influencing large enterprises or hyperscale accounts and consulting engineering firms.
- Experience supporting complex, high-value projects involving multiple stakeholders and long sales cycles.
- Ability to develop and execute strategic technical sales plans aligned with account growth.
- Strong communication and presentation skills, with the ability to translate complex thermal concepts into customer-focused solutions.
- Excellent problem-solving skills, particularly in system-level cooling challenges.
- Direct experience in chiller sales, application engineering, or central plant design preferred.
- Experience working with or supporting hyperscale data center customers (e.g., cloud providers, large colocation providers) preferred.
- Familiarity with Vertiv’s thermal portfolio, including chillers, CDUs, and integrated system solutions preferred.
- Experience managing budgets and resource planning preferred.
- Established relationships within the data center, hyperscale, or mission-critical infrastructure markets preferred.
PHYSICAL & ENVIRONMENTAL DEMANDS
- Standard office environment.
TIME TRAVEL REQUIRED
- Up to 50% travel, with an emphasis on hyperscale customer engagements, key site visits, and factory activities.
The successful candidate will embrace Vertiv’s Core Principals & Behaviors to help execute our Strategic Priorities.
OUR CORE PRINCIPALS: Safety. Integrity. Respect. Teamwork. Inclusion.
OUR STRATEGIC PRIORITIES
• High-Performance Culture• Customer Focus
• Operational Excellence
• Innovation
• Financial Strength
VERTIV 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
- Promote transparent & open communication
About Vertiv
Vertiv (NYSE: VRT) brings together hardware, software, analytics and ongoing services to enable its customers’ vital applications to run continuously, perform optimally and grow with their business needs. Vertiv solves the most important challenges facing today’s data centers, communication networks and commercial and industrial facilities with a portfolio of power, cooling and IT infrastructure solutions and services that extend from the cloud to the edge of the network. Headquartered in Westerville, Ohio, USA, Vertiv employs around 34,000 people and does business in more than 130 countries. Visit Vertiv.com to learn more.
Work Authorization
No calls or agencies please. Vertiv will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or in the future, are not eligible for hire.
Equal Opportunity Employer
Vertiv is an Equal Opportunity/Affirmative Action employer. We promote equal opportunities for all with respect to hiring, terms of employment, mobility, training, compensation, and occupational health, without discrimination as to age, race, color, religion, creed, sex, pregnancy status (including childbirth, breastfeeding, or related medical conditions), marital status, sexual orientation, gender identity / expression (including transgender status or sexual stereotypes), genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability. If you have a disability and are having difficulty accessing or using this website to apply for a position, you can request help by sending an email to help.join@vertiv.com.
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