Job Description:

Role Overview:

The ideal candidate will bring deep expertise in Data Center Cooling, HVAC, Precision Cooling, Chillers, and emerging Liquid Cooling technologies, combined with strong commercial acumen and experience managing large enterprise, colocation, and hyperscale customer relationships.

This is a high-visibility leadership role requiring strategic thinking, customer engagement, pricing excellence, team leadership, and cross-functional collaboration.

Key Responsibilities:

Commercial Leadership:

- Own annual Order Intake, Revenue, Gross Margin, and Product Mix targets for the Thermal Management business.

- Develop and execute market growth strategies across Colocation, Hyperscale, Enterprise IT, BFSI, Telecom, and Industrial sectors.

- Drive business growth across Precision Cooling, Chillers, Free Cooling, High-Density Cooling, and Liquid Cooling solutions.

- Ensure forecast accuracy, pipeline health, and disciplined sales operating cadence.

Pricing & Strategic Deal Management:

- Define and govern pricing frameworks, discount structures, and commercial policies.

- Lead commercial negotiations for strategic and large-scale opportunities.

- Drive value-based selling using TCO, energy efficiency, sustainability, and lifecycle cost models.

- Implement pricing analytics, win-loss analysis, and competitive benchmarking.

Application Engineering Leadership:

- Lead and develop the Application Engineering team responsible for solution design, sizing, technical proposals, and pre-sales support.

- Build capabilities in Liquid Cooling, High-Density Data Center Cooling, CFD analysis, airflow management, and hybrid cooling architectures.

- Establish technical quality standards and improve proposal turnaround times and design accuracy.

- Track engineering productivity, hit rates, technical loss analysis, and customer responsiveness.

Go-to-Market Leadership:

- Partner closely with Sales, Services, Channels, Strategic Accounts, Marketing, Product Management, and Operations teams.

- Drive consultant, EPC, PMC, and design-influencer engagement to increase specification-led business.

- Support integrated solution selling across Thermal, Power, Services, and Digital Infrastructure offerings.

- Participate in customer events, executive briefings, industry forums, and technical seminars.

Customer & Market Development:

- Build strong relationships with CXOs, CTOs, Data Center Operators, Colocation Providers, Hyperscalers, Consultants, and EPC organizations.

- Lead strategic pursuits and high-value opportunities.

- Provide Voice of Customer insights to product management and R&D teams.

- Monitor market trends, energy-efficiency regulations, refrigerant transitions, and sustainability requirements.

Operational Excellence:

- Drive disciplined business reviews covering pipeline, forecast accuracy, pricing realization, margins, and engineering productivity.

- Collaborate with Supply Chain and Operations teams to ensure execution excellence.

- Build a high-performance culture focused on accountability, customer success, and continuous improvement.

Candidate Profile:

Education:

- B.E. / B.Tech in Mechanical Engineering or Electrical Engineering.

- MBA or Management Qualification preferred.

Experience:

18-22 years of experience in Sales, Business Development, Commercial Leadership, or Business Management roles within:

- HVAC

- Data Center Cooling

- Precision Air Conditioning

- Thermal Management

- Critical Infrastructure

- Chillers

- Mission-Critical Facilities

Minimum 68 years in senior leadership roles with direct ownership of:

- Revenue

- Order Intake

- Gross Margin

- P&L Management

Preferred Industry Exposure:

- Data Centers

- Colocation Providers

- Hyperscalers

- Enterprise IT Infrastructure

- Mission-Critical Facilities

- Industrial Cooling Solutions

Technical Expertise:

Strong understanding of:

- Precision Cooling

- CRAC / CRAH Systems

- Chillers

- Free Cooling Technologies

- Liquid Cooling Solutions

- Coolant Distribution Units (CDU)

- Rear Door Heat Exchangers (RDHx)

- High-Density Cooling

- Airflow Management

- Energy Efficiency Solutions