Vertiv
Vice President Technical Business Development, Hyperscale
Vertiv, Seattle, Washington, us, 98127
Vice President Technical Business Development, Hyperscale
The Vice President, Technical Business Development - Hyperscale Accounts leads Vertiv’s technical pursuit with global strategic Hyperscale customers. The Technical Business Development team positions Vertiv as a trusted partner through deep product and solution expertise, industry leadership, and customer consultation to design solutions that meet our customers’ unique needs. The goal is to “get up and to the left” – engaging higher in the customer organization to the decision maker level and earlier in the process to position Vertiv as the basis of design. The incumbent will deliver voice‑of‑customer (VOC) directly into Business Units (BUs) and Product Lines to influence our product & solutions development roadmap.
Position Summary This role involves rapidly building rapport and technical credibility with customers; collaborating to position Vertiv solutions as the basis of design across power, thermal, whitespace and overall data center architectures to drive broad account penetration and share of wallet growth. The incumbent heads a team of technical business development domain experts with credible technical capability and strong communication and influence skills. Strong collaboration and partnership with the Hyperscale GSA leads, thermal chain, power train, whitespace and data center infrastructure solutions teams are critical to deliver a consistent and unified message to advance Vertiv’s market position. This position also requires a keen sense of urgency and market approach nimbleness. Hyperscale customers expect speed and technical competence to complement their internal data center engineering teams and executive level advocacy with Vertiv. The size of their projects moves the needle and their projects often demand customization at scale. Early engagement with the Product Line leads and Engineering to fast track new to industry and new to Vertiv solutions may require NPDI funnel tuning at a revolutionary pace.
Success Measures
Design Specification: Achievement of VRT product/solutions as customer basis‑of‑design across overall data center architecture.
Share‑of‑Wallet Penetration: Measurable orders & sales share gain for target Hyperscale customers.
Thought Leadership: Collaboration with Product Lines to develop reference designs and disseminate solutions thought leadership to customers, industry events, and market publications.
Account Strategy: Collaboration with GSA and NAM Sales counterparts to define and execute overall account‑level growth strategies.
Capability Maturity: Expansion of team capabilities; evolution of BU‑specific technical skills expanded to broad data center solution capabilities.
Responsibilities
Lead collaboration with strategic Hyperscale customers to influence and design data center architecture to position Vertiv’s portfolio as the basis of design.
Collaborate directly with strategic Hyperscale customers to design overall power, thermal, and whitespace architectures.
Ensure technical buyers understand Vertiv’s capabilities, coordinates solution alignment with product roadmaps, and drive innovative approaches to meet customer needs.
Drive alignment and collaboration across senior leadership, sales, product development and engineering to mature and disseminate thought leadership and reference designs.
Capture and communicate market needs, product gaps, and emerging trends to Product Lines and BUs; drive feedback loops to shape future products and solution strategies.
Represent Vertiv in trade shows, conferences, and industry publications to showcase technical thought leadership and build visibility into Vertiv’s strategic direction.
Lead and mentor a team of technical business development experts; foster collaboration, cross‑learning, and best‑practice sharing across the team and with global peers.
Minimum Qualifications
Bachelor’s degree in Electrical, Mechanical, or Systems Engineering or equivalent; advanced degree (MBA or equivalent) strongly preferred.
10+ years of progressive responsibility in technical business development, solution engineering, or pre‑sales leadership roles, with at least 5 years at a senior or executive level influencing enterprise customers and shaping solution strategy.
Recognized expertise in data center or mission‑critical infrastructure markets, with a demonstrable record of steering large‑scale architecture decisions and establishing basis‑of‑design at global or strategic accounts.
Demonstrated success translating technical strategies into revenue growth, market share expansion, or measurable P&L impact; experience collaborating directly with sales leadership to develop multi‑year account strategies.
Deep, hands‑on understanding of data center power, thermal, whitespace, and prefabricated/modular architectures, and ability to synthesize across domains to create integrated solutions.
Experience leading geographically dispersed teams, aligning with global Product Lines and Business Units, and influencing senior executives across engineering, product management, and sales organizations.
Established presence in industry forums, standards bodies, or trade publications; capable of representing Vertiv’s technical direction credibly at conferences and with analysts.
Exceptional ability to engage at the C‑suite level with customers and to articulate a compelling technical and commercial vision to both internal and external stakeholders.
Travel
Ability to travel up to 50% to strategic customers, regional teams, and global BU locations.
Core Principles
Safety
Integrity
Respect
Teamwork
Diversity & Inclusion
Strategic Priorities
Customer Focus
Operational Excellence
High‑Performance Culture
Innovation
Financial Strength
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
About Vertiv Vertiv is a $6.9 billion global critical infrastructure and data center technology company. We ensure customers’ vital applications run continuously by bringing together hardware, software, analytics and ongoing services. Our portfolio includes power, cooling and IT infrastructure solutions and services that extends from the cloud to the edge of the network. Headquartered in Columbus, Ohio, USA, Vertiv employs around 20,000 people and does business in more than 130 countries.
Compensation & Benefits Salary range in California: $202k–$270k per year, with a 30% sales incentive plan. Additional rewards include merit increases, annual bonus, and stock opportunities, as well as a comprehensive benefits program (medical, dental, vision, disability, PTO, holiday pay, and 401k). Similar ranges apply for Washington, Colorado, NYC, CT, NJ, MD, DC, IL, and other localities. Specific details will be provided during the hiring process.
Work Authorization Vertiv will only employ those who are legally authorized to work in the United States. This position does not provide sponsorship.
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, marital status, sexual orientation, gender identity, genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability. If you have a disability, you can request help by emailing help.join@vertiv.com.
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Position Summary This role involves rapidly building rapport and technical credibility with customers; collaborating to position Vertiv solutions as the basis of design across power, thermal, whitespace and overall data center architectures to drive broad account penetration and share of wallet growth. The incumbent heads a team of technical business development domain experts with credible technical capability and strong communication and influence skills. Strong collaboration and partnership with the Hyperscale GSA leads, thermal chain, power train, whitespace and data center infrastructure solutions teams are critical to deliver a consistent and unified message to advance Vertiv’s market position. This position also requires a keen sense of urgency and market approach nimbleness. Hyperscale customers expect speed and technical competence to complement their internal data center engineering teams and executive level advocacy with Vertiv. The size of their projects moves the needle and their projects often demand customization at scale. Early engagement with the Product Line leads and Engineering to fast track new to industry and new to Vertiv solutions may require NPDI funnel tuning at a revolutionary pace.
Success Measures
Design Specification: Achievement of VRT product/solutions as customer basis‑of‑design across overall data center architecture.
Share‑of‑Wallet Penetration: Measurable orders & sales share gain for target Hyperscale customers.
Thought Leadership: Collaboration with Product Lines to develop reference designs and disseminate solutions thought leadership to customers, industry events, and market publications.
Account Strategy: Collaboration with GSA and NAM Sales counterparts to define and execute overall account‑level growth strategies.
Capability Maturity: Expansion of team capabilities; evolution of BU‑specific technical skills expanded to broad data center solution capabilities.
Responsibilities
Lead collaboration with strategic Hyperscale customers to influence and design data center architecture to position Vertiv’s portfolio as the basis of design.
Collaborate directly with strategic Hyperscale customers to design overall power, thermal, and whitespace architectures.
Ensure technical buyers understand Vertiv’s capabilities, coordinates solution alignment with product roadmaps, and drive innovative approaches to meet customer needs.
Drive alignment and collaboration across senior leadership, sales, product development and engineering to mature and disseminate thought leadership and reference designs.
Capture and communicate market needs, product gaps, and emerging trends to Product Lines and BUs; drive feedback loops to shape future products and solution strategies.
Represent Vertiv in trade shows, conferences, and industry publications to showcase technical thought leadership and build visibility into Vertiv’s strategic direction.
Lead and mentor a team of technical business development experts; foster collaboration, cross‑learning, and best‑practice sharing across the team and with global peers.
Minimum Qualifications
Bachelor’s degree in Electrical, Mechanical, or Systems Engineering or equivalent; advanced degree (MBA or equivalent) strongly preferred.
10+ years of progressive responsibility in technical business development, solution engineering, or pre‑sales leadership roles, with at least 5 years at a senior or executive level influencing enterprise customers and shaping solution strategy.
Recognized expertise in data center or mission‑critical infrastructure markets, with a demonstrable record of steering large‑scale architecture decisions and establishing basis‑of‑design at global or strategic accounts.
Demonstrated success translating technical strategies into revenue growth, market share expansion, or measurable P&L impact; experience collaborating directly with sales leadership to develop multi‑year account strategies.
Deep, hands‑on understanding of data center power, thermal, whitespace, and prefabricated/modular architectures, and ability to synthesize across domains to create integrated solutions.
Experience leading geographically dispersed teams, aligning with global Product Lines and Business Units, and influencing senior executives across engineering, product management, and sales organizations.
Established presence in industry forums, standards bodies, or trade publications; capable of representing Vertiv’s technical direction credibly at conferences and with analysts.
Exceptional ability to engage at the C‑suite level with customers and to articulate a compelling technical and commercial vision to both internal and external stakeholders.
Travel
Ability to travel up to 50% to strategic customers, regional teams, and global BU locations.
Core Principles
Safety
Integrity
Respect
Teamwork
Diversity & Inclusion
Strategic Priorities
Customer Focus
Operational Excellence
High‑Performance Culture
Innovation
Financial Strength
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
About Vertiv Vertiv is a $6.9 billion global critical infrastructure and data center technology company. We ensure customers’ vital applications run continuously by bringing together hardware, software, analytics and ongoing services. Our portfolio includes power, cooling and IT infrastructure solutions and services that extends from the cloud to the edge of the network. Headquartered in Columbus, Ohio, USA, Vertiv employs around 20,000 people and does business in more than 130 countries.
Compensation & Benefits Salary range in California: $202k–$270k per year, with a 30% sales incentive plan. Additional rewards include merit increases, annual bonus, and stock opportunities, as well as a comprehensive benefits program (medical, dental, vision, disability, PTO, holiday pay, and 401k). Similar ranges apply for Washington, Colorado, NYC, CT, NJ, MD, DC, IL, and other localities. Specific details will be provided during the hiring process.
Work Authorization Vertiv will only employ those who are legally authorized to work in the United States. This position does not provide sponsorship.
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, marital status, sexual orientation, gender identity, genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability. If you have a disability, you can request help by emailing help.join@vertiv.com.
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