Role & responsibilities

A. Market & Customer Mapping

- Develop a comprehensive map of the Indian Data Center ecosystem covering hyperscale and colocation operators, enterprise Data Centers, developers, EPC companies, MEP/design consultants, cooling-system OEMs, system integrators, technology providers and other relevant participants.
- Track announced and upcoming Data Center projects and capacity additions across India.
- Identify key decision makers, influencers, technical stakeholders and procurement stakeholders within target organizations.
- Develop account-wise intelligence on customer requirements, existing suppliers, technologies being used and future expansion plans.

B. Customer Discovery & Voice of Customer
- Engage with prospective customers to understand their current and future Data Center Cooling requirements.
- Develop a structured Voice of Customer process covering cooling architecture, heat-load requirements, energy efficiency, reliability/redundancy, space constraints, water and power considerations, localization, sustainability, service and commercial expectations.
- Understand emerging customer requirements arising from higher-density computing, AI workloads and changing thermal-management architectures.
- Identify customer pain points and areas where TTR can potentially create a differentiated value proposition.
- Translate customer feedback into structured inputs for Engineering, R&D; and the Project Head.

C. Opportunity Identification & Pipeline Development
- Identify potential business opportunities for TTR across the Data Center Cooling value chain.
- Develop and maintain a structured prospect pipeline covering customer, project, location, scale, cooling technology, potential TTR solution, estimated opportunity value, project stage, decision makers, competition and next actions.
- Identify early opportunities where TTR can participate through existing or modified products.
- Identify potential pilot projects / Proof of Concept opportunities with prospective customers.
- Support development of anchor customers for the proposed business.
- Track opportunities from identification through technical discussions, RFQ and commercial development.

D.



Solution Development with Engineering The Business Development Manager will act as the critical interface between the customer and TTR's technical teams.
- Convert customer requirements into clearly defined product / solution requirements.
- Work closely with Engineering/R&D; to evaluate technical feasibility.
- Facilitate technical discussions between customers and TTR Engineering teams.
- Support development of concept solutions and customer-specific proposals.
- Provide competitor and market inputs to support product development.
- Assist in defining specifications, performance expectations and commercial positioning of proposed solutions.
- Move beyond simply asking 'What can we sell?' to understanding 'What does the customer need, and what should TTR develop to address that need?'

E. Ecosystem & Partnership Development
- Identify potential technology and business partners relevant to Data Center Cooling.
- Develop relationships with cooling technology companies, HVAC / thermal-management companies, Data Center consultants, EPC companies, system integrators, component manufacturers and technology start-ups.
- Identify opportunities for technology collaboration, licensing, joint development or strategic partnerships.
- Provide market inputs to the Project Head for Build / Buy / Partner decisions.
- Explore opportunities for joint customer engagement with selected partners.

F. Competitive Intelligence
- Track major domestic and international Data Center Cooling solution providers.
- Understand competitor product portfolio, technology, customer base, value proposition, pricing approach, partnerships and manufacturing/localization strategy.
- Monitor emerging cooling technologies and changes in customer preferences.




- Provide periodic competitive intelligence to the Project Head and Engineering teams.

G. Business Case & Strategy Support
- Support the Project Head with market-validated inputs on addressable customer opportunities, customer requirements, product demand, pricing, competitive positioning, potential volumes, qualification timelines, sales cycles, market-entry barriers and customer acquisition strategy.
- Participate in development of the go-to-market strategy, account strategy and revenue build-up assumptions.

H. Customer Acquisition & Commercial Development
- Develop target-account plans for identified customers as the business moves from exploration to execution.
- Generate enquiries and RFQs and coordinate technical and commercial proposal development.
- Lead commercial discussions in coordination with internal stakeholders.
- Support customer qualification and vendor-registration processes.
- Coordinate prototypes, trials, demonstrations and PoCs.
- Support contract and commercial negotiations.
- Drive conversion of identified opportunities into orders.

I. Business Development Governance
- Maintain a structured Business Development review covering market developments, customer meetings, opportunity pipeline, RFQs, pilot projects, customer concerns, competition, technology developments, partnership opportunities and key actions.
- Present periodic updates to the Project Head and participate in management reviews of the Data Center Cooling project.

Preferred candidate profile

8-15 years of relevant experience, preferably in B2B technical / solution-oriented business development, with exposure to one or more of the following:

- Data Center infrastructure / Data Center Cooling / HVAC.
- Chillers / cooling towers / thermal-management systems / heat exchangers / liquid cooling.
- Mission-critical infrastructure / industrial cooling.
- Building-management / energy-management solutions.
- Data Center EPC / MEP.
- Industrial B2B technology solutions.
- Direct experience of selling or developing solutions for Data Center operators, developers, EPC companies or MEP consultants would be highly desirable.

📌 Business Development Manager _ Data Center Cooling Business (Pune)
🏢 Tata AutoComp
📍 Pune