Manager, Business Development

Build your best future with the Johnson Controls team!

Johnson Controls is a 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.

• Competitive salary
• Paid vacation/holidays/sick time
• Comprehensive benefits package including 401K, medical, dental, and vision care
• On‑job/cross‑training opportunities
• Encouraging and collaborative team environment
• Dedication to safety through our Zero Harm policy

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

This role includes business development, account leadership and partner / ecosystem strategy. You will drive adoption of direct liquid cooling across hyperscalers, chipmakers, and server OEMs while shaping how full‑rack and system‑level cooling is deployed.

Own and expand Stack Forging Thermal Solution’s presence in direct liquid cooling across hyperscalers, chip/semiconductor companies, and server OEMs. Focus on large‑scale AI and HPC deployments.

Build and lead executive relationships. Position Stack Forging Thermal Solutions as a primary thermal partner for next‑generation platforms, including CPUs, GPUs, other ASICs, and peripheral systems.

Translate Stack Forging Thermal Solutions’ Stack Forging microgeometry architecture into clear customer value. Emphasize lower pressure drop, higher thermal efficiency, and system‑level gains such as improved PUE and rack density.

Drive adoption beyond GPUs into full 100% DLC architectures, including peripherals such as VRMs, DIMMs, NICs, and storage. Position Stack Forging Thermal Solutions as a platform solution, not a component vendor.

Working with the Technical Sales team, identify and secure early‑stage design wins. Influence platform specifications and reference designs with OEM and hyperscale partners.

Work closely with engineering, product, and JCI teams to align cold plates, CDUs, and facility‑level systems into a unified thermal solution.

Lead complex deal structures, including MSAs, long‑term supply agreements, and co‑development programs tied to production scale.

You’re a quota‑focused dealmaker who thrives in long, technical sales cycles with hyperscalers and OEMs. You connect thermal performance to business outcomes and build trust at every level of the account.

• Drive DLC Adoption: Persuasively sell the Stack Forging Thermal Solutions portfolio, focusing on ROI, energy efficiency, and power density.
• Strategic Relationship Management: Act as a trusted advisor to executive and technical stakeholders, anticipating their needs as they transition to Direct Liquid Cooling.
• Link Performance to Business Outcomes: Tie Stack Forging Thermal Solutions’s products to measurable gains: reduced pumping power, improved thermal margins, higher compute density, and lower total cost of ownership.
• Market Leadership: Deeply understand the evolving data center landscape, specifically the cooling requirements for AI and high‑performance computing (HPC).
• Internal
  
  Collaboration:
  
  Partner with JCI Cross‑Domain Strategic Account Managers and the Technical Sales team to integrate our DLC solutions into broader, complex facility infrastructure deals.
• Pipeline Excellence: Utilize Salesforce to manage complex, long‑cycle sales stages, ensuring accurate forecasting and momentum.
• Team Leadership: Lead the opportunity team, coordinating between Technical Sales, Solutions engineering, JCI…