Manager, Business Development

Johnson Controls is a global leader in smart, healthy, and sustainable buildings. The Stack Forging Thermal Solutions team is seeking a Builder/Business Development Lead to drive adoption of direct liquid cooling across hyperscalers, chipmakers, and server OEMs. This role can be remote or on‑site at our Burlington, MA office.

• Own and expand the presence of Stack Forging Thermal Solutions in direct liquid cooling across hyperscalers, semiconductor companies, and server OEMs, focusing on large‑scale AI and HPC deployments.
• Build and lead executive relationships to position Stack Forging Thermal Solutions as a primary thermal partner for next‑generation platforms, including CPUs, GPUs, ASICs, and peripheral systems.
• Translate Stack Forging microgeometry architecture into clear customer value, emphasizing 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, positioning the solutions as a platform rather than a component vendor.
• Work with the Technical Sales team to identify and secure early‑stage design wins, influencing platform specifications and reference designs with OEM and hyperscale partners.
• Collaborate 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.
• Pursue direct liquid cooling 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 their needs as they transition to direct liquid cooling.
• Link product performance to business outcomes, demonstrating reduced pumping power, improved thermal margins, higher compute density, and lower total cost of ownership.
• Deeply understand the evolving data center landscape, especially cooling requirements for AI and HPC.
• Partner with cross‑domain strategic account managers and the Technical Sales team to integrate DLC solutions into broader, complex facility infrastructure deals.
• Utilize Salesforce to manage complex, long‑cycle sales stages, ensuring accurate forecasting and momentum.
• Lead the opportunity team, coordinating between Technical Sales, Solutions Engineering, JCI operations, and external partners to ensure seamless solution delivery.

• Bachelor’s degree in Science or a related technical field.
• 10+ years in business development, technical sales, or strategic account management.
• Experience scaling products from R&D to production in hardware or infrastructure environments.
• Experience engaging with hyperscalers, server OEMs, or silicon providers.
• Ability to communicate complex technical concepts to both engineers and executives.
• Quota‑focused dealmaker who thrives in long, technical sales cycles.

• Master’s degree.
• Work within data center infrastructure, semiconductors, or thermal systems, and/or direct experience with liquid cooling technologies (cold plates, CDUs, or immersion systems).
• Familiarity with AI and HPC infrastructure trends, including rising TDP and rack density constraints.
• Proven understanding of thermal management or HVAC systems; specific exposure to liquid cooling technologies is highly preferred.
• Existing relationships within hyperscalers, server OEMs, or chip manufacturers.

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

SALARY RANGE: $100,000 – $167,000. Salary will be determined by education, experience, skills, and market data. The role offers a competitive bonus plan that accounts for individual, group, and corporate performance. Exceptional candidates with unique skills may exceed the typical profile.

To support an efficient and fair hiring process, we may use technology‑assisted tools, including artificial intelligence, to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers.