Applied Thermal Controls Systems Offering Manager
Vertiv · London
- Who are we?
- At Vertiv, we’re on a mission to empower the people that will power the future. From a simple swipe to life-changing medicines, from push notifications to generative AI. We design, manufacture, and service the products and solutions that keep the world connected. With $6.9 billion in sales, a strong customer base and global reach spanning nearly 70 countries, we are uniquely positioned to deliver greater value to our customers and create new opportunities for our people.
- We are currently seeking an Applied Thermal Controls Systems Offering Manager to join our dynamic team in London, UK!
The Applied Thermal Controls Systems Offering Manager will define, grow and deliver Vertiv’s system-level thermal controls and optimization offerings globally, promoting the Vertiv Thermal Controls Value Proposition from the single unit up to the complete thermal chain. They will play a pivotal role in the Thermal Controls organization on growing and improving profitability. This includes developing a pricing model and strategy to differentiate the Thermal Controls business and create a solid economic product portfolio pipeline.
The Applied Thermal Controls Systems Offering Manager manages the entire offering life cycle, including the validated requirements, the defined business model and configuration capabilities for marketing, sales, production, service, and support. The scope covers the full thermal system: CDU systems, secondary fluid networks, pumps, chillers, heat rejection systems, heat reuse applications and plant-level optimization, including solutions such as the Chilled Water Manager and Optimizer, the Secondary Fluid Network Manager and future system-level thermal control platforms.
Beyond portfolio and roadmap responsibilities, the Offering Manager will support the design of customer plants and systems on strategic opportunities, translating customer requirements, specifications and site constraints into a consistent system and controls solution, and making sure that each opportunity is properly scoped, costed, documented and aligned with the standard offering. He or she will also contribute to the definition of the control systems for Vertiv reference designs and to the optimization of the complete thermal chain.
He or she will work closely with product managers, solution architects, application engineering, controls development and business teams to create and maintain a product backlog according to business value, or ROI, to understand competition and strategically position system-level thermal controls as a key differentiator for the overall Vertiv value.
What kind of work will you be doing?
Offering & Portfolio Management
Understand System Thermal Controls market demands & trends working with clients, consultants, contractors, Vertiv Key Accounts, Application Engineers, and Product Offering Managers to make the strategy relevant to Vertiv Thermal across global markets.
Organize the requirements for the full lifecycle of system-level Thermal Controls offerings, including strategic planning, product launch, post-launch activities, and tactical execution including:
- Business case development: thoroughly research and create business cases inclusive of revenue production and revenue support.
- Competitive analysis, including system-level and plant-level control solutions.
- Go-to-Market definition in cooperation with global offering team, contribute to the global portfolio product strategy.
- Offering definition and development, including standard system architectures, configuration options and orderable items.
- Define and maintain offering roadmap
- Offering collateral development
- Pricing
- Delivery readiness, including handover to commissioning and service.
- Promotion and sales enablement
- Support application engineering and/or sales teams on offerings go-to-market collateral preparation.
- Conduct client workshops and enablement sessions to sales and delivery team members.
- Support press and analyst activities as required.
Collaborate with Controls Application Managers and Controls Development to translate high-level product goals into actionable software development epics, gather and prioritize controls requirements. Clearly define and document user stories, acceptance criteria, and feature specifications. Embed in other product LoB offering teams to contribute to their market product specifications, requests for engineering resource, and general requirements for Thermal products.
Prioritize development tasks based on business value, customer impact, and technical dependencies.
Establish and communicate an innovative Strategy and Roadmap for Portfolio/Offering Management to follow and for the Vertiv Controls Thermal Business.
Customer System & Plant Design Support
Support the design of customer thermal plants and systems on strategic opportunities, from early concept to final solution definition, in cooperation with Solution Architects, Sales and Application Engineering.
- Analyze customer specifications, sequence of operation documents, P&IDs, system architectures, equipment lists and project requirements.
- Contribute to the definition of the system architecture and control philosophy, including how the controls solution interfaces with CDU systems, secondary fluid networks, pumps, chillers, heat rejection equipment, heat reuse systems and higher-level supervisory platforms (BMS/EPMS/SCADA).
- Support the definition of the required hardware and software scope, including control hardware, I/O architecture, communication interfaces, HMI/SCADA requirements, software modules and integration points.
- Advise customers and consultants on system-level design choices that improve energy efficiency, resiliency, control stability and serviceability.
- Define clear scope boundaries, responsibilities, assumptions, exclusions and risks for each opportunity, protecting both the customer outcome and Vertiv execution.
- Support project economics, budgetary estimates, cost build-up, pricing inputs and margin analysis.
- Identify upselling opportunities related to advanced control features, optimization, monitoring, analytics, energy efficiency and lifecycle services.
- Support preparation of technical proposals, architecture descriptions, compliance responses and customer-facing documentation.
Reference Designs & Thermal Chain Optimization
- Contribute to the definition of the control systems for Vertiv reference designs, including control architecture, sequence of operation, hardware and software scope, and interfaces with the other infrastructure layers.
- Ensure that reference design control solutions are aligned with the standard offering, roadmap and platform capabilities, so they can be repeated and scaled across customer projects.
- Contribute to the definition of thermal chain optimization strategies, from CDU and secondary fluid networks to chillers, heat rejection and heat reuse, with focus on energy efficiency, resiliency and control stability.
- Translate optimization concepts into offering features, configuration options and measurable customer value (e.g. energy savings, PUE/WUE improvement, increased capacity).
- Work with Engineering, Solution Architects and Business Unit teams to validate reference designs and optimization strategies, and to collect field data and results to support the value proposition.
Broader System-Level Perspective
- Extend the offering view from the single unit to the complete thermal chain and data center infrastructure, identifying synergies between thermal, power and monitoring/management layers.
- Collaborate with Platform Engineering and Business Unit teams to align project needs with standard platform capabilities and future roadmap, reducing custom engineering and increasing repeatability.
- Capture lessons learned from customer projects, commissioning and service, and turn them into roadmap priorities and offering improvements.
Market Leadership & Customer Engagement
- Provide subject matter expertise and market direction for assigned offerings and general data center industry. Be the overall champion / thought leader for the global system-level Thermal Controls offering; demonstrate credibility internally with peers and directors and externally with clients, at conferences, publish white papers.
- Act as a sales escalation point for complex customer opportunities.
- Attend tradeshows, visit customers, meet with partners and LVO’s to ensure an accurate voice of customer is heard in all product plans.
- Pioneer select initiatives that improve competitiveness across the Thermal Controls Line of business.
What will make you successful?
- At least 10 years in technical product/services marketing, offering management, solution architecture, application engineering, strategic planning or directly related experience.
- Experience in HVAC controls, liquid cooling controls, BMS, chiller plant controls, data center infrastructure, industrial automation or mission-critical thermal systems.
- Strong understanding of hydronic and liquid cooling systems, including CDU systems, secondary loops, pumps, valves, chillers, heat rejection equipment, buffer tanks and heat reuse applications.
- Ability to interpret customer specifications, P&IDs, control diagrams, sequence of operation documents and control architectures.
- Good understanding of PLCs, SCADA, HMI, industrial networks and communication protocols.
- Deep marketing experience with strong VoC knowledge
- Strong knowledge of relevant customer segments
- Technical expertise to translate customer needs/pain points into system solutions, commercial scope and project deliverables.
- Strong written/oral communication, especially in communicating customer needs
- Strong relationship management skills
- Very strong research and analytical skills.
- Effectively communicates technical information and complex ideas to both technical and non-technical stakeholders.
- Master or Bachelor’s Degree in Engineering or related technical degree.
- Fluent written and verbal English.
- Must be willing to travel globally, as and when required, both for customer facing and internal project reason, in the average of 1 week per quarter.
Preferred Qualifications:
- MBA and prior consulting, strategic planning or product marketing.
- Experience with chilled water plant management, liquid cooling systems, secondary fluid networks or data center thermal infrastructure.
- Experience with system-level controls, supervisory control platforms, optimization layers, energy management or analytics.
- Familiarity with Ignition, Unify, Codesys, Modbus TCP, BACnet, MQTT or similar technologies.
- Knowledge of energy optimization, plant sequencing, control stability, heat reuse strategies and lifecycle service opportunities.
- Experience supporting global projects across multiple regions.
If YOU are the person we are looking for, feel free to apply and let's start drafting your future career in a healthy and growing environment!
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
- 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.
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We are currently seeking an Applied Thermal Controls Systems Offering Manager to join our dynamic team in London, UK! The Applied Thermal Controls Systems Offering Manager will define, grow and deliver Vertiv’s system-level thermal controls and optimization offerings globally, promoting the Vertiv Thermal Controls Value Proposition from the single unit up to the complete thermal chain. They will play a pivotal role in the Thermal Controls organization on growing and improving profitability. This includes developing a pricing model and strategy to differentiate the Thermal Controls business and create a solid economic product portfolio pipeline.