Sr. Sales Engineer, Data Center

Overview

Johnson Controls is a global leader in smart, healthy, and sustainable buildings, supporting a multitude of industries worldwide. This role is part of the Stack Forging Thermal Solutions team, focusing on high-performance thermal components for AI, HPC, and defense systems.

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.

Note:

Responsibilities are subject to change based on shifting business needs.

• 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.

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

SALARY RANGE
: $67,000 - $101,000. This role offers a competitive bonus plan and includes a comprehensive benefits package. The posted salary range reflects the target compensation, but exceptional candidates may exceed the range.