Manager, Business Development

Overview

Build your best future with the Johnson Controls team! We are 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 a meaningful career and thrive in an empowering company culture.

• Competitive salary
• Paid vacation, holidays, and 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.

Responsibilities include:

market development, strategic account growth, technology positioning, DLC system expansion, program origination, cross‑functional execution, and commercial structuring.

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 by persuasively selling the portfolio, focusing on ROI, energy efficiency, and power density.
• Act as a trusted advisor to executive and technical stakeholders, anticipating needs and transitioning to direct liquid cooling.
• Link performance to business outcomes by tying products to measurable gains: reduced pumping power, improved thermal margins, higher compute density, and lower total cost of ownership.
• Show market leadership by deeply understanding cooling requirements for AI and HPC.
• Collaborate internally with cross‑domain account managers and technical sales to integrate solutions into broader infrastructure deals.
• Utilize Salesforce to manage long‑cycle sales stages, ensuring accurate forecasting and momentum.
• Lead the opportunity team, coordinating between technical sales, solutions engineering, operations, and external partners.

• Required: Bachelor's degree in Science or related technical field.
• Required: 10+ years in business development, technical sales, or strategic account management.
• Required: Experience scaling products from R&D to production in hardware or infrastructure environments.
• Required: Experience engaging with hyperscalers, server OEMs, or silicon providers.
• Required: Ability to communicate complex technical concepts to engineers and executives.
• Preferred: Master’s degree.
• Preferred: Work within data center infrastructure, semiconductors, or thermal systems, or direct experience with liquid cooling.
• Preferred: Familiarity with AI and HPC infrastructure trends, including rising TDP and rack density constraints.
• Preferred: Proven understanding of thermal management or HVAC systems; specific exposure to liquid cooling technologies is highly preferred.
• Preferred: Existing relationships within hyperscalers, server OEMs, or chip manufacturers.

Salary Range: $100,000 – $167,000 (subject to education, experience, and market data). The role includes a competitive bonus plan that considers individual, group, and corporate performance. A competitive benefits package is also provided.

Johnson Controls International plc. is an equal employment opportunity and affirmative action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, genetic information, sexual orientation, gender identity, status as a qualified individual with a disability, or any other characteristic protected by law. If you are an individual with a disability and require accommodation during the application process, please let us know.