Manager, Business Development

Johnson Controls • Burlington, MA

46d • $100,000 - $167,000 • Hybrid

About The Position

Build your best future with the Johnson Controls team! 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!

Thermal constraints limit AI infrastructure, semiconductor equipment, power electronics, and defense systems. Johnson Controls removes those constraints. 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! This role can be either remote or on-site at our Burlington, MA office.

Requirements

• Bachelor’s degree in Science or 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 with hyperscalers and OEMs.
• Connects thermal performance to business outcomes and builds trust at every level of the account.

Nice To Haves

• Master’s degree.
• Work within data center infrastructure, semiconductors, or thermal systems and/or direct experience with liquid cooling, including 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.

Responsibilities

• Own and expand Stack Forging Thermal Solution’s presence in direct liquid cooling across hyperscalers, chip/semiconductor companies, and server OEMs. Focus on large-scale AI and HPC deployments.
• Build and lead executive relationships. Position Stack Forging Thermal Solutions as a primary thermal partner for next-generation platforms, including CPUs, GPUs, other ASICs, and peripheral systems.
• Translate Stack Forging Thermal Solutions’ Stack Forging microgeometry architecture into clear customer value. Emphasize 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. Position Stack Forging Thermal Solutions as a platform solution, not a component vendor.
• Working with the Technical Sales team, identify and secure early-stage design wins. Influence platform specifications and reference designs with OEM and hyperscale partners.
• Work 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.
• Persuasively sell the Stack Forging Thermal Solutions 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.
• Tie Stack Forging Thermal Solutions’s products to measurable gains: reduced pumping power, improved thermal margins, higher compute density, and lower total cost of ownership.
• Deeply understand the evolving data center landscape, specifically the cooling requirements for AI and high-performance computing (HPC).
• Partner with JCI Cross-Domain Strategic Account Managers and the Technical Sales team to integrate our 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.

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: Senior