Strategic Account Manager – Data Centres

Johnson Controls, Inc.; Melbourne; On-site; AUD 120,000 - 160,000; Full time

Job summary

Johnson Controls, Inc. is seeking a Strategic Account Manager – Data Centres to lead growth across hyperscale, colocation, and enterprise customers in the Pacific.

This role sits at the intersection of infrastructure, technology, and sustainability, overseeing high-value accounts from concept through delivery and lifecycle optimization. You will shape decisions on cooling, controls and sustainability, acting as a trusted advisor.

Qualifications

• Bachelor’s degree in Electrical, Mechanical, Controls, or related engineering discipline.
• 10+ years in technical or solution sales (BMS, controls, automation, HVAC, or integrated systems).
• Strong understanding of data centre environments—cooling, controls, resilience, and operations.
• Proven track record managing complex, high-value accounts within matrix organisations.
• Experience navigating long sales cycles and structured pipeline management (Salesforce preferred).

Responsibilities

• Own and expand key hyperscale, colo, and enterprise accounts.
• Develop and execute multi-year account strategies that drive share-of-wallet and long-term value.
• Shape early-stage customer decisions across cooling, controls, and sustainability.
• Engage at executive and technical levels as a trusted advisor, not just a vendor.
• Lead end-to-end deal strategy—from early positioning to contract award.
• Craft winning commercial and technical propositions in long-cycle environments.
• Bring together Thermal Solutions, HVAC, BMS/controls, security, and digital solutions into a cohesive value proposition.
• Position outcomes—resilience, efficiency, uptime, and total cost of ownership.
• Connect regional teams with global account strategies.
• Align sales, engineering, and delivery to ensure successful execution and customer outcomes.
• Engage customers on emerging trends—AI workloads, high-density cooling, and decarbonisation.
• Lead conversations on sustainability, digitalisation, and innovative commercial models.

Skills

Technical sales

Solution selling

Data center environments

Executive engagement

Long sales cycles

Education

Engineering degree

Tools

Salesforce

Job description

Johnson Controls, a global leader in thermal management, mission-critical building systems, energy efficiency, and decarbonization, helps customers use energy more productively, reduce carbon emissions, and operate with the precision and resilience required in rapidly expanding industries such as data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education.

For more than 140 years, Johnson Controls has delivered performance where it really matters. Backed by advanced technology, lifecycle services and an industry-leading field organization, we elevate customer performance, turn goals into real-world results and help move society forward.

Location: Sydney or Melbourne

Shape the Future of Digital Infrastructure

We’re looking for a Strategic Account Manager – Data Centres to lead growth across hyperscale, colocation, and enterprise customers in the Pacific.

This is not a traditional sales role. It’s a front-line strategic leadership position at the intersection of infrastructure, technology, and sustainability—where you will influence how next-generation data centres are designed, built, and operated.

You’ll own and develop a portfolio of high-value, complex accounts and play a key role in positioning us as a trusted partner in mission-critical environments—from early concept through to delivery and lifecycle optimisation.

What You’ll Do

Lead Strategic Growth

• Own and expand key hyperscale, colo, and enterprise accounts

• Develop and execute multi-year account strategies that drive share-of-wallet and long-term value

Influence Where It Matters Most

• Shape early-stage customer decisions across cooling, controls, and sustainability

• Engage at executive and technical levels as a trusted advisor, not just a vendor

Win Complex, High-Value Deals

• Lead end-to-end deal strategy—from early positioning to contract award

• Craft winning commercial and technical propositions in long-cycle environments

Drive Integrated Solutions

• Bring together Thermal Solutions, HVAC, BMS/controls, security, and digital solutions into a cohesive value proposition

• Position outcomes—resilience, efficiency, uptime, and total cost of ownership

Align and Orchestrate

• Connect regional teams with global account strategies

• Align sales, engineering, and delivery to ensure successful execution and customer outcomes

Stay Ahead of the Market

• Engage customers on emerging trends—AI workloads, high-density cooling, and decarbonisation

• Lead conversations on sustainability, digitalisation, and innovative commercial models

What You Bring

• Degree in Electrical, Mechanical, Controls, or related Engineering discipline

• 10+ years in technical or solution sales (BMS, controls, automation, HVAC, or integrated systems)

• Strong understanding of data centre environments—cooling, controls, resilience, and operations

• Proven track record managing complex, high-value accounts within matrix organisations

• Experience navigating long sales cycles and structured pipeline management (Salesforce preferred)

• Commercially astute, self-driven, and comfortable operating at executive level

Why This Role

• Work on some of the most critical infrastructure projects in the region

• Influence how data centres evolve in an AI-driven, energy-conscious world

• Be part of a globally connected organisation with real scale and capability

• Operate in a role that blends strategy, technical leadership, and commercial impact

Ready to make an impact?

If you’re motivated by complex challenges, strategic customer engagement, and shaping the future of data centre infrastructure—we’d love to hear from you.