Technical Sales Executive, Hyperscaler Segment
Johnson Controls
Job Title
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.
What We Offer
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 You Will Do
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.
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.
How You Will Do It
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 Alloy products are optimized for the unique power and space constraints of Hyperscale environments.
What We Look For
Required 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.
Preferred
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.
SALARY RANGE: $125,000 - $200,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis. This position includes a competitive benefits package. The posted salary range reflects the target compensation for this role. However, we recognize that exceptional candidates may bring unique skills and experiences that exceed the typical profile. If you believe your background warrants consideration beyond the stated range, we encourage you to apply. To support an efficient and fair hiring process, we may use technology assisted tools, including artificial intelligence (AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers.
Johnson Controls International plc. is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, genetic information, sexual orientation, gender identity, status as a qualified individual with a disability or any other characteristic protected by law. To view more information about your equal opportunity and non-discrimination rights as a candidate, visit EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit here.