Technical Sales Executive, Hyperscaler Segment

Johnson Controls • Burlington, MA

1d

About The Position

As 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. Within our Stack Forging Thermal Solutions division, we are advancing direct liquid cooling (DLC) for the next generation of AI and high-density compute infrastructure, specifically designed to meet the massive scale of the world’s largest cloud providers. 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.

Requirements

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

Nice To Haves

• Specialized Knowledge: Proven track record selling Direct Liquid Cooling (DLC) or complex thermal management systems to the Hyperscale/HPC segment.
• Market Network: Existing high-level relationships within the "Big Six" Hyperscalers
• Advanced Experience: 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 Alloy DLC 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 Engineering and Product teams internally
• Pipeline Management: Maintain an accurate pipeline focused on the rapid transition from air-cooled to liquid-cooled "mega-facilities."
• Technical Leadership: Act as a trusted advisor to Hyperscaler engineering teams, validating that our solutions deliver the thermal overhead required for next-gen silicon.
• Cross-Functional Collaboration: Partner with Business Development and Solutions Engineering 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.

Benefits

• Competitive base salary and commission program tailored for high-growth hyperscale markets.
• Comprehensive benefits package including 401K, medical, dental, and vision care – Available day one.
• Work-Life Balance: Three weeks paid vacation, holidays, sick time, and three flex PTO days.
• Growth Environment: Access to JCI’s global resources with the agility of a specialized technology division.
• Extensive training on Stack Forging Thermal Solutions’ proprietary DLC technologies and JCI’s broader HVAC and chiller ecosystem.

What This Job Offers

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