Sr. Sales Engineer, Data Center

Builder On The Stack Forging Thermal Solutions Team

Johnson Controls is global leader in smart, healthy, and sustainable buildings. Our mission is to reimagine the performance of buildings to serve people, places, and the planet. Join a winning team that enables you to build your best future! Our teams are uniquely positioned to support a multitude of industries across the globe. You will have the opportunity to develop yourself through meaningful work projects and learning opportunities.

We strive to provide our employees with an experience focused on supporting their physical, financial, and emotional wellbeing. Become a member of the Johnson Controls family and thrive in an empowering company culture where your voice and ideas will be heard – your next great opportunity is just a few clicks away!

This role can be either remote or on-site at our Burlington, MA office.

Under general direction, you are responsible for the sale of Stack Forging Thermal Solutions Direct Liquid Cooling (DLC) products to the Hyperscaler market segment. You will position Johnson Controls as the primary thermal partner for massive-scale AI clusters and high-density compute deployments. This is a quota carrying role.

Execute the Sales Process:
Cultivate and manage long-term relationships within the Hyperscaler ecosystem (Google, AWS, Meta, MSFT, etc.), seeking out and closing large-scale production opportunities for Stack Forging Thermal Solutions products.

Technical Advisory:
Support Hyperscaler product architects and thermal engineers in integrating Stack Forging Thermal Solutions technology into custom rack designs to achieve industry-leading PUE (Power Usage Effectiveness).

Define Solution Requirements:
Work with customers and prospects to collect performance and solution requirements and communicate these to Solutions Delivery and Product teams internally

Pipeline Management:
Maintain an accurate pipeline focused on the deployment of JCI technology into liquid-cooled "mega-facilities."

Technical Leadership:
Act as a trusted advisor to Hyperscaler engineering teams, validating that our solutions deliver the thermal performance required for next-gen silicon.

Cross-Functional Collaboration:

Partner with Business Development and Solutions Delivery to ensure seamless deployment across global regions.

Strategic Negotiation:
Support the negotiation of high-volume purchase agreements and Master Service Agreements (MSAs) for mass production.

You're a quota-focused technical seller who earns trust with hyperscaler engineers by speaking their language. You know heat transfer, you know data centers, and you know how to move a deal from design win to mass production.

Persuasive Selling:
Confidently articulate the total cost of ownership (TCO) and performance advantages of Stack Forging Thermal Solution's DLC offerings at the rack and facility level.

Relationship Building:
Proactively address Hyperscaler concerns regarding rising TDP (Thermal Design Power) and the physical constraints of traditional data center cooling.

Strategic Targeting:
Navigate complex Hyperscale organizations to identify key decision-makers in infrastructure procurement and hardware engineering.

Solution Linking:
Align Stack Forging Thermal Solution's efficiency with customer ESG goals, specifically targeting net-zero water and energy consumption targets.

Advocacy:
Act as the customer's voice internally to ensure Stack Forging Thermal Solutions products are aligned with the unique power and space constraints of Hyperscale environments.

Required

Education:

Bachelor's, Masters, or PhD in Mechanical Engineering, Thermal Engineering, or a related technical field.

Experience:

A minimum of 3 years of successful technical sales experience specifically within the Hyperscale or Large-Scale Data Center segments.

Technical Literacy:
Strong understanding of heat transfer and fluid dynamics fundamentals, and data center cooling loops (CDUs, secondary loops).

Communication:
Ability to bridge the gap between deep-dive thermal engineering discussions and executive-level ROI presentations.

Specialized Knowledge:
Proven track record selling Direct Liquid Cooling (DLC) or complex thermal management systems to the Hyperscale/HPC segment.

Market Network:
Existing high-level relationships within the "Big Six" Hyperscalers

Advanced

Experience:

5+ years in the Data Center thermal management space with a focus on liquid-to-chip technology.

SALARY RANGE: $67,000 - $101,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role offers a competitive Bonus plan that will take into account individual, group, and corporate performance. This position includes a competitive benefits package. The posted salary range reflects the target compensation for this role.

However, we recognize that exceptional candidates may bring unique skills and experiences that exceed the typical profile. If you believe your background…