Director of Sales Engineering, Data Centers

Johnson Controls • Burlington, MA

1d • $112,000 - $187,000 • Hybrid

About The Position

As the Director of Sales Engineering, you are responsible for the strategic direction and performance of the Stack Forging Thermal Solutions technical sales team. You will drive the adoption of our proprietary liquid-cooling technologies across the global Data Center Segment. This role can be either remote or on-site at our Burlington, MA office. 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 – your next great opportunity is just a few clicks away! JCI removes thermal constraints that limit AI infrastructure, semiconductor equipment, power electronics, and defense systems. Enabled by the Stack Forging™ process, JCI produces high-performance thermal components and cooling loop solutions — purpose-built for direct integration into AI, HPC, and mission-critical systems. JCI has built the industry's leading thermal management platform for the applications that demand it most. As a Builder on the Stack Forging Thermal Solutions team at Johnson Controls, you'll join a team of sleeve-rollers who set a high bar for themselves and their co-workers. We foster a collaborative culture with no silos, where everyone is encouraged to think out loud. If you are passionate about your craft and don't give up until you've found a way, you will make an ideal Builder!

Requirements

• Bachelor’s, Master’s, or PhD in Business, Mechanical Engineering, Thermal Engineering, or a related technical field.
• 3+ years of experience leading technical sales, with a track record of meeting or exceeding revenue targets.
• Minimum 7+ years of experience bringing new technology to market in the Manufacturing space.
• Experience in the Data Center segment is also required.
• Ability to translate complex technical concepts into compelling business cases for C-suite executives.

Nice To Haves

• Established Network: Existing senior-level relationships within major Server OEMs (e.g., Dell, HP, Lenovo, Supermicro), Chip Manufacturers (e.g., NVIDIA, Intel, AMD) or Hyperscalers (e.g., Microsoft, Google, AWS)
• Past Roles: Applications Engineering or Sales Engineering
• Specialized Knowledge: Prior experience specifically with Direct Liquid Cooling (DLC) or high-density rack infrastructure.
• Technical Proficiency: Understanding of heat transfer, HVAC, or data center thermal management.

Responsibilities

• Recruit, coach, and mentor a high-performing team of Technical Sales Executives.
• Drive a culture of accountability, technical excellence, and persistence.
• Help to refine and execute on the go-to-market strategy for the Data Center segment, specifically targeting the deployment of high-density liquid-cooled infrastructure.
• Oversee pipeline management and forecasting accuracy.
• Ensure the team is effectively utilizing sales tools to track the long-cycle production process.
• Act as the senior point of contact for key accounts, supporting the team in navigating complex Master Supplier Agreements (MSAs) and large-scale production negotiations.
• Stay ahead of chip TDP (Thermal Design Power) trends and competitor roadmaps to position JCI as the primary thermal management partner.
• Bridge the gap between Sales, Solutions Delivery, and Product Development to ensure customer feedback informs our DLC innovation roadmap.
• Join team members in deep technical sessions with customer architects to demonstrate Stack Forging Thermal Solutions’ performance advantages.
• Navigate the complex ecosystem of Hyperscalers, OEMs, and Chip Makers to ensure our solutions are specified early in the design cycle.
• Champion the environmental benefits of DLC, helping customers meet ESG goals through reduced Power Usage Effectiveness (PUE) and water consumption.
• Ensure that your team is trained and skilled at capturing technical and performance requirements and communicating them to our Solutions Delivery team to set us up for success.

Benefits

• 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
• Competitive Bonus plan that will take into account individual, group, and corporate performance.

What This Job Offers

• Job Type: Full-time
• Career Level: Director