Sr. Sales Engineer, Data Center

Johnson Controls • Burlington, MA

1d • $67,000 - $101,000 • Hybrid

About The Position

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're 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. Under general direction, you are responsible for the sale of Stack Forging Thermal Solutions Direct Liquid Cooling (DLC) products to the Hyperscaler market segment. You will position Johnson Controls as the primary thermal partner for massive-scale AI clusters and high-density compute deployments. This is a quota carrying role. You're a quota-focused technical seller who earns trust with hyperscaler engineers by speaking their language. You know heat transfer, you know data centers, and you know how to move a deal from design win to mass production.

Requirements

• Bachelor’s, Masters, or PhD in Mechanical Engineering, Thermal Engineering, or a related technical field.
• A minimum of 3 years of successful technical sales experience specifically within the Hyperscale or Large-Scale Data Center segments.
• Strong understanding of heat transfer and fluid dynamics fundamentals, and data center cooling loops (CDUs, secondary loops).
• Ability to bridge the gap between deep-dive thermal engineering discussions and executive-level ROI presentations.

Nice To Haves

• Proven track record selling Direct Liquid Cooling (DLC) or complex thermal management systems to the Hyperscale/HPC segment.
• Existing high-level relationships within the "Big Six" Hyperscalers.
• 5+ years in the Data Center thermal management space with a focus on liquid-to-chip technology.

Responsibilities

• Execute the Sales Process: Cultivate and manage long-term relationships within the Hyperscaler ecosystem (Google, AWS, Meta, MSFT, etc.), seeking out and closing large-scale production opportunities for Stack Forging Thermal Solutions products.
• Technical Advisory: Support Hyperscaler product architects and thermal engineers in integrating Stack Forging Thermal Solutions technology into custom rack designs to achieve industry-leading PUE (Power Usage Effectiveness).
• Define Solution Requirements: Work with customers and prospects to collect performance and solution requirements and communicate these to Solutions Delivery and Product teams internally.
• Pipeline Management: Maintain an accurate pipeline focused on the deployment of JCI technology into liquid-cooled "mega-facilities."
• Technical Leadership: Act as a trusted advisor to Hyperscaler engineering teams, validating that our solutions deliver the thermal performance required for next-gen silicon.
• Cross-Functional Collaboration: Partner with Business Development and Solutions Delivery to ensure seamless deployment across global regions.
• Strategic Negotiation: Support the negotiation of high-volume purchase agreements and Master Service Agreements (MSAs) for mass production.
• Persuasive Selling: Confidently articulate the total cost of ownership (TCO) and performance advantages of Stack Forging Thermal Solution’s DLC offerings at the rack and facility level.
• Relationship Building: Proactively address Hyperscaler concerns regarding rising TDP (Thermal Design Power) and the physical constraints of traditional data center cooling.
• Strategic Targeting: Navigate complex Hyperscale organizations to identify key decision-makers in infrastructure procurement and hardware engineering.
• Solution Linking: Align Stack Forging Thermal Solution’s efficiency with customer ESG goals, specifically targeting net-zero water and energy consumption targets.
• Advocacy: Act as the customer’s voice internally to ensure Stack Forging Thermal Solutions products are aligned with the unique power and space constraints of Hyperscale environments.

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
• Education Level: Ph.D. or professional degree