Technical Sales Associate – Scientific Instruments

Hoban Recruitment; Melbourne; On-site; AUD 150,000 - 190,000; Full time

Job summary

Johnson Controls is seeking a Technical Account Manager for Data Centre Thermal Solutions in Melbourne. You will be the primary technical interface across the Pacific region, focusing on chilled water plants, precision cooling, and advanced thermal management.

You will own technical pricing, bid development, and lifecycle value while coordinating engineering, procurement, and commercial teams. Ideal candidates have 10+ years in HVAC/chiller systems for data centres, strong cost modelling and

Qualifications

• Bachelor’s degree in Mechanical Engineering or related discipline.
• 10+ years’ experience in HVAC/chiller systems and thermal plant solutions, preferably in data centres.
• Experience in technical sales, bid management, and pricing of complex engineered solutions.
• Strong expertise in chilled water systems and central plant design, chiller selection and optimisation.
• Experience with cost modelling, value engineering, and margin management.
• Knowledge of BMS/controls integration for thermal optimisation.
• Ability to influence consultants and customers at early design stages.
• Experience operating in matrix organisations across global stakeholders.
• Strong communication skills translating technical solutions into commercial value.
• CRM and pipeline management experience (Salesforce preferred).

Responsibilities

• Act as the trusted advisor for data centre cooling and thermal plant solutions.
• Provide guidance on cooling strategies for hyperscale and high-density environments.
• Support customers in resilience, redundancy, and energy efficiency targets.
• Lead design of chilled water systems and central plant architecture.
• Develop integrated solutions covering chillers, pumps, heat rejection, and BMS integration.
• Own system performance, efficiency, and lifecycle optimisation.
• Identify and mitigate technical risks across capacity, redundancy, and control strategies.
• Influence design and system architecture at early design stages.
• Lead and coordinate end-to-end bid development with engineering, procurement, and commercial teams.
• Develop cost models and solution configurations balancing performance and risk.
• Drive value engineering to optimise cost while meeting requirements.
• Ensure proposals articulate total cost of ownership and energy savings.
• Support commercial negotiations with technical justification for scope and differentiation.
• Maintain governance over bid quality, margins, and risk across submissions.
• Collaborate with SAMs on major pursuits from early stage to award.
• Develop compelling technical and commercial value propositions.
• Support high-quality proposals with cooling system design, narratives, and performance insights.
• Stay current with AI-driven high-density cooling and sustainability trends.
• Align engineering, product, supply chain, and delivery teams.
• Ensure clear handover on thermal design and performance expectations.
• Build and qualify pipeline focused on cooling infrastructure opportunities.
• Maintain accuracy in CRM, pricing tools, and proposals.
• Maintain governance with Johnson Controls standards.

Skills

HVAC/thermal systems

Technical sales

Bid management

Pricing of engineered solutions

Chilled water systems design

BMS/controls integration

CRM/pipeline management

Stakeholder influence

Cross-functional collaboration

Education

Bachelor’s degree in Mechanical Engineering

Job description

Technical Account Manager (TAM) – Data Centre Thermal Solutions

The TAM serves as the primary technical interface between Johnson Controls and key Data Centre customers across the Pacific region, with a specific focus on chilled water plants, precision cooling, and advanced thermal management solutions.

Key Responsibilities

• Act as the trusted advisor for data centre cooling and thermal plant solutions, with a focus on chillers, CRAH/CRAC, and liquid cooling
• Provide guidance on cooling strategies for hyperscale and high-density environments
• Support customers in achieving resilience, redundancy, and energy efficiency targets
• Lead the design of chilled water systems and central plant architecture
• Develop integrated solutions covering chillers, pumps, heat rejection, and BMS integration
• Own system performance, efficiency (PUE), and lifecycle optimisation
• Identify and mitigate technical risks across capacity, redundancy, and control strategies
• Influence cooling plant design, chiller selection, and system architecture at pre‑RFP stage
• Lead Johnson Controls’ contribution to Basis of Design (BoD)
• Position high‑efficiency and next‑gen cooling technologies within project designs
• Own the technical pricing strategy for thermal solutions, including chilled water plants and liquid cooling systems
• Lead and coordinate end‑to‑end bid development, ensuring alignment between engineering, procurement, and commercial teams
• Develop accurate cost models, equipment selections, and solution configurations that balance performance, risk, and competitiveness
• Drive value engineering to optimise cost while maintaining technical integrity and customer requirements
• Ensure proposals clearly articulate total cost of ownership, energy efficiency savings, and lifecycle value
• Support commercial negotiations by providing technical justification for scope, pricing, and solution differentiation
• Maintain governance over bid quality, margin integrity, and risk management across all submissions
• Partner with SAMs on major pursuits from early-stage through award
• Develop compelling technical and commercial value propositions
• Support high-quality proposals with cooling system design, narratives, and performance insights
• Maintain deep expertise in: Chillers (air & water‑cooled), Free cooling and heat rejection, Liquid cooling (direct‑to‑chip, immersion)
• Stay current with AI‑driven high-density cooling demands and sustainability trends
• Align engineering, product, supply chain, and delivery teams
• Support seamless handover ensuring clarity on thermal system design and performance expectations
• Build and qualify pipeline focused on cooling infrastructure opportunities
• Ensure technical and commercial accuracy in CRM, pricing tools, and proposals
• Maintain compliance with Johnson Controls governance standards

What we are looking for

• Bachelor’s degree in Mechanical Engineering (preferred) or related discipline
• 10+ years’ experience in HVAC/chiller systems and thermal plant solutions, ideally within data centres
• Demonstrated experience in technical sales, bid management, and pricing of complex engineered solutions
• Strong expertise in: Chilled water systems and central plant design, Chiller selection and optimisation, Cooling strategies for high-density environments
• Proven ability to develop competitive, technically sound, and commercially viable bids
• Experience in cost modelling, value engineering, and margin management
• Strong understanding of BMS/controls integration for thermal optimisation
• Ability to influence consultants and customers at early design stages
• Experience operating in matrix organisations across global stakeholders
• Strong communication skills translating technical solutions into commercial value
• High discipline in CRM and pipeline management (Salesforce preferred)
• Self‑driven, resilient, and effective in large, complex pursuit environments

We welcome applications from all backgrounds. We are an equal opportunity employer.