Location: San Francisco Bay Area, CA | Remote / Home-Based
Travel: Domestic travel required
Employment Type: Full-Time
About the Role
We are seeking an experienced Business Development Manager to drive the growth of our data center thermal management business in North America.
This role will focus on developing strategic relationships with hyperscale data centers, AI infrastructure companies, server/OEM partners, system integrators, and other key players across the data center ecosystem.
The ideal candidate combines strong business development capabilities with hands-on knowledge of data center cooling technologies, particularly liquid cooling and advanced heat-transfer solutions. This is a highly entrepreneurial position for someone comfortable independently developing a market, building customer relationships, and driving opportunities from initial engagement through commercial execution.
Key Responsibilities
Business Development & Market Expansion
- Develop new business opportunities within the North American data center and AI infrastructure market.
- Identify and engage hyperscalers, OEMs, system integrators, data center operators, and other strategic customers.
- Build and manage a strong pipeline of new accounts, projects, and partnership opportunities.
- Independently drive the full business development cycle, from prospecting and initial engagement to technical discussions, commercial negotiations, and project conversion.
Key Account Management
- Develop and maintain relationships with key customer stakeholders across engineering, procurement, supply chain, infrastructure, and business teams.
- Identify opportunities for account expansion, new programs, product upgrades, and additional applications.
- Establish long-term customer relationships that support recurring and scalable revenue.
Solution & Technical Selling
- Promote thermal management products and solutions for next-generation data center and high-performance computing applications.
- Work with technical and engineering teams to understand customer requirements and develop appropriate thermal solutions.
- Support customer discussions involving liquid cooling, cold plate technologies, heat exchangers, air cooling, and related thermal management architectures.
- Translate customer technical requirements into actionable commercial opportunities.
Market Intelligence & Partnerships
- Monitor developments in AI infrastructure, high-density computing, liquid cooling, and data center technologies.
- Identify potential channel, technology, and ecosystem partners in the North American market.
- Provide market feedback regarding customer requirements, competitive landscape, technology trends, and emerging opportunities.
Industry Engagement
- Represent the company at relevant data center, AI infrastructure, thermal management, and technology industry events.
- Participate in customer visits, technical seminars, conferences, and trade shows as needed.
Qualifications
- 5+ years of experience within the data center, electronics, thermal management, or related infrastructure industry.
- 3+ years of sales or business development experience in North America.
- Direct experience selling data center thermal management, liquid cooling, cold plates, heat exchangers, cooling systems, or closely related infrastructure solutions.
- Strong understanding of data center cooling technologies and the differences between liquid and air cooling architectures.
- Demonstrated success developing new customers and building business opportunities from the ground up.
- Experience managing complex B2B sales cycles involving technical and commercial stakeholders.
- Strong communication, presentation, negotiation, and relationship-management skills.
- Ability to work independently in a remote, entrepreneurial environment.
- Willingness to travel for customer meetings, industry events, and business development activities.
- Bachelor's degree in Mechanical Engineering, Thermal/Fluid Sciences, Electrical Engineering, Electronics, Business, or a related discipline preferred. Equivalent industry experience will also be considered.
Preferred Experience
- Existing relationships within the North American AI infrastructure, hyperscale data center, OEM, server, system integration, or colocation ecosystem.
- Experience supporting major cloud service providers, AI computing companies, or large-scale data center customers.
- Experience with high-density computing and next-generation liquid cooling applications.
- Established relationships with engineering, procurement, supply chain, or infrastructure decision-makers.
- Previous experience launching or expanding a product line or business territory in North America.
- Experience working in a global or cross-border organization is a plus.
What We're Looking For
This position is particularly well suited for a hunter-oriented business development professional who understands both the technical and commercial sides of the data center cooling market.
The successful candidate should be comfortable operating with a high degree of autonomy, developing new relationships from scratch, navigating technical customer organizations, and turning early-stage opportunities into long-term strategic accounts.
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