Director of Sales – Security and Fire, Data Centers

Johnson Controls • Glendale, AZ

12d

About The Position

Director of Sales – Security and Fire, Data Centers The Director of Sales – Security and Fire for Global Data Center Solutions (GDCS) will be responsible for driving growth and strategic initiatives within the security and fire safety domains tailored specifically to the data center market across North and South America. You will lead the sales strategy for physical security, fire detection, and suppression solutions, focusing on hyperscale, colocation operators, and mission-critical data center environments. This role will oversee sales performance for key and target strategic accounts, elevating the customer experience while positioning Johnson Controls as the trusted partner in securing and safeguarding critical data center infrastructure.

Requirements

• Minimum 10 years of progressive technical/sales leadership experience in security, fire safety, or critical infrastructure sales, preferably within large-scale or mission-critical environments.
• Proven track record in driving sales growth in security and fire safety solutions within the data center market.
• Strong technical knowledge of physical security systems (access control, video surveillance, perimeter/intrusion detection) and fire detection and suppression technologies.
• Demonstrated success managing complex sales cycles and strategic or global accounts.
• Excellent leadership skills with experience managing and mentoring sales teams in a matrixed, global organization.
• Ability to travel regularly within the defined region (up to 60%).
• Bachelor’s degree required; MBA preferred.

Nice To Haves

• Experience working directly with data center operators, hyperscalers, or large colocation providers.
• Familiarity with Johnson Controls products, ERP, Salesforce CRM, and other enterprise-level sales tools.
• Expertise in emerging security trends, intelligent video analytics, AI-based monitoring, and compliance standards (e.g., SOC 2, ISO 27001).

Responsibilities

• Contribute to and execute a sales strategy for the data center security and fire safety domains, aligning with customer business targets and ensuring sales targets are met or exceeded.
• Lead a high-performing team of security and fire sales professionals, specializing in data center solutions.
• Provide mentorship on technical aspects to ensure effective customer engagement and solution delivery.
• Identify and capitalize on growth opportunities within Americas, expanding market share with existing clients and identifying new data center operators, especially within hyperscale and colocation spaces.
• Establish sales targets, forecast revenue, and monitor performance.
• Drive alignment with GDCS leadership to ensure consistent growth and penetration of the security and fire safety portfolio.
• Build and mentor a team of technical sales professionals with deep knowledge of security integrated systems (access control, video surveillance, perimeter/intrusion detection and drone technology) and fire safety solutions, ensuring they meet client-specific needs across the data center vertical.
• Drive top-line secured growth by expanding security and fire safety solutions within the data center vertical.
• Ensure a portfolio strategy for each strategic customer account, expanding deeper and wider across existing and new accounts.
• Develop strong relationships with key decision-makers at both the operational and executive levels across major data center operators.
• Develop strong relationships with general or electrical contractors within the data center space.
• Cultivate and maintain strategic partnerships with OEMs and technology providers within the security ecosystem, ensuring robust, future-ready solutions for data center operators.
• Lead and support negotiations on contracts, pricing strategies, and service-level agreements (SLAs) to ensure alignment with global and regional requirements.

Benefits

• This position includes a competitive benefits package.
• For details, please visit the Employee Benefits tab on our main careers page at https://www.johnsoncontrols.com/careers

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 5,001-10,000 employees