Manager of Business Development, Johnson Controls

• You're a quota-focused dealmaker who thrives in long, technical sales cycles with hyperscalers and OEMs. You connect thermal performance to business outcomes and build trust at every level of the account
• Required Education: Bachelor’s degree in Science or related technical field
• Experience: 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, Server OEMs, or silicon providers
• Ability to communicate complex technical concepts to both engineers and executives

Desirable

• Thermal constraints limit AI infrastructure, semiconductor equipment, power electronics, and defense systems
• Johnson Controls removes those constraints
• Enabled by the Stack Forging™ process, JCI produces high-performance thermal components and cooling loop solutions — purpose-built for direct integration into AI, HPC, and mission-critical systems
• JCI has built the industry's leading thermal management platform for the applications that demand it most
• 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 are 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
• 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
• 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’ 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 the Stack Forging Thermal Solutions 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