Principal Technical Sales Trainer

Johnson Controls•Glendale, AZ

12d•Hybrid

About The Position

This role is for an expert in HVAC technical sales or sales management who wants to pass on their knowledge to the next generation of talent. Johnson Controls is a global leader in smart, healthy and sustainable buildings, aiming to reimagine building performance for people, places, and the planet. The company offers opportunities for development through meaningful work and learning, with a focus on employee wellbeing. Johnson Controls provides an empowering company culture where employees' voices and ideas are heard.

Requirements

15+ years of frontline experience in technical sales, solutions selling, sales leadership, or sales engineering within a defined domain (e.g., HVAC, Fire, Security, Controls, SaaS).
Bachelor’s degree in business, Engineering, or related field; master’s preferred.
Demonstrated success selling or supporting complex, consultative, and technically differentiated solutions.
Experience influencing or enabling sales strategy, not only executing transactional sales.
Deep technical mastery in the HVAC domain and the ability to translate complex concepts into practical selling behavior.
Strong consultative selling and executive-level communication skills.
Recognized credibility with field sellers, leaders, and SMEs.
Proven ability to facilitate advanced adult learning experiences for experienced sellers.
Strong case-based, scenario-driven, and coaching-oriented facilitation style.
Strong stakeholder partnership, business acumen, and comfort operating in ambiguity.
Collaborative mindset and commitment to continuous improvement.
Travel as required to support high-impact, in-person delivery for the domain. (Up to 45% travel)

Responsibilities

Deliver advanced, high-stakes sales training within a defined the HVAC technical domain.
Facilitate sales learning experiences that require judgment, nuance, and lived domain expertise, including complex solution positioning, technical trade-offs, and executive-level customer engagement.
Model “what great looks like” through real deal examples, field-tested scenarios, and advanced role-based simulations.
Translate HVAC domain-specific sales strategies, product positioning, and solution differentiation into field-ready enablement.
Partner with Sales and Product leaders to align training with evolving market dynamics, customer expectations, and competitive pressures.
Enable sellers to balance technical depth with commercial outcomes, improving confidence and credibility in complex sales motions.
Serve as a recognized internal SME for the assigned domain, supporting advanced curriculum design, scenario realism, technical accuracy and field applicability.
Provide expert input and quality review for programs developed by the Sales Learning team.
Mentor and upskill other facilitators and partners on advanced domain-specific content and delivery techniques.
Maintain strong relationships with field sellers and leaders to stay current on emerging deal challenges, technical objections and capability gaps.
Use field insight to continuously refine training delivery and inform broader learning priorities.
Collaborate closely with L&D peers to strengthen the overall quality, credibility, and impact of the Sales Learning ecosystem.
Contribute to a culture of excellence, realism, and field-driven learning.