Sr. Manager, Business Development

Johnson Controls•Burlington, MA

About The Position

Build your best future with the Johnson Controls team! Who we are: Johnson Controls is 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! As part of Johnson Controls, you will help define how next-generation data centers are cooled. Stack Forging Thermal Solution’s direct liquid cooling products enable high-performance, low-pressure-drop liquid cooling architectures that support the rapid rise of AI and high-density compute. This role includes business development, account leadership and partner / ecosystem strategy. You will drive adoption of direct liquid cooling across hyperscalers, chipmakers, and server OEMs while shaping how full-rack and system-level cooling is deployed. What we offer Competitive base salary with performance-based incentives tied to strategic account growth. Comprehensive benefits including 401K, medical, dental, and vision starting day one. Paid time off, holidays, and sick leave provided. Direct exposure to emerging AI infrastructure programs and next-generation cooling platforms. Opportunity to shape commercialization of Stack Forging Thermal Solutions’s Stack Forging technology within Johnson Controls’ global footprint.

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, OEMs, or silicon providers.
Ability to communicate complex technical concepts to both engineers and executives.

Nice To Haves

Master’s degree.
Experience 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

Market Development Leadership: 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.
Strategic Account Growth: 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.
Technology Positioning: Translate Stack Forging Thermal Solutions’s 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.
DLC System Expansion: 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.
Program Origination: Working with the Technical Sales team, Identify and secure early-stage design wins. Influence platform specifications and reference designs with OEM and hyperscale partners.
Cross-Functional Execution: Work closely with engineering, product, and JCI teams to align cold plates, CDUs, and facility-level systems into a unified thermal solution.
Commercial Structuring: Lead complex deal structures including MSAs, long-term supply agreements, and co-development programs tied to production scale.
Drive DLC Adoption: Persuasively sell Alloy’s Direct Liquid Cooling portfolio focusing on ROI, energy efficiency, and power density.
Strategic Relationship Management: Act as a trusted advisor to executive and technical stakeholders, anticipating their needs as they transition to Direct Liquid Cooling
Link Performance to Business Outcomes: 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.
Market Leadership: Deeply understand the evolving data center landscape, specifically the cooling requirements for AI and high-performance computing (HPC).
Internal Collaboration: Partner with JCI Cross-Domain Strategic Account Managers and the Technical sales team to integrate our DLC solutions into broader, complex facility infrastructure deals.
Pipeline Excellence: Utilize Salesforce to manage complex, long-cycle sales stages, ensuring accurate forecasting and momentum.
Team Leadership: Lead the opportunity team, coordinating between Technical Sales, Solutions engineering, JCI operations, and external partners to ensure seamless solution delivery.

Benefits

Competitive base salary with performance-based incentives tied to strategic account growth.
Comprehensive benefits including 401K, medical, dental, and vision starting day one.
Paid time off, holidays, and sick leave provided.
Direct exposure to emerging AI infrastructure programs and next-generation cooling platforms.
Opportunity to shape commercialization of Stack Forging Thermal Solutions’s Stack Forging technology within Johnson Controls’ global footprint.

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