Technical Sales Engineer - Data Centres

Johnson Controls; City of Melbourne; On-site; AUD 170,000 - 210,000; Full time

Job summary

Johnson Controls in Melbourne, VIC, seeks a Technical Account Manager for Data Centre Thermal Solutions to lead technical engagements with key customers, shaping cooling architectures, and driving value through robust bids.

You will own technical pricing, coordinate cross-functional bid development, and partner with SAMs to grow opportunities across the Pacific region, focusing on chillers and liquid cooling systems.

Qualifications

• Bachelor’s degree in Mechanical Engineering 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.

Responsibilities

• Act as trusted advisor for data centre cooling and thermal plant solutions (chillers, CRAH/CRAC, liquid cooling).
• Influence design and BoD at pre-RFP stage and lead technical pricing strategy for thermal solutions.

Skills

HVAC/chiller systems

Technical sales

Pricing & bid management

CRM & pipeline management

Education

Bachelor's degree in Mechanical Engineering

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.

We have an exciting opportunity for a Technical Account Manager (TAM) – Data Centre Thermal Solutions. This role 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.

The TAM provides deep technical leadership across chiller systems, liquid cooling, and thermal plant architectures, while also taking ownership of technical pricing strategy and bid development for complex opportunities. This ensures solutions are not only technically robust but also commercially competitive and aligned with customer value expectations.

A core element of the role is supporting the Strategic Account Manager (SAM) to drive commercial growth. The TAM brings thermal engineering expertise, early-stage cooling design influence, and bid/pricing leadership that strengthens Johnson Controls' commercial strategies and opens new business opportunities.

Operating within a matrixed organisation, the TAM aligns technical, commercial, and delivery stakeholders to ensure chiller and cooling plant solutions are positioned, designed, priced, and delivered to win in a competitive market.

Key Responsibilities

Trusted Technical Advisor – Thermal Systems

• 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

Early Engagement & Cooling Design Influence

• 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

Opportunity & Technical Sales Support

• 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

Market & Domain Expertise – Cooling

• 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

Cross‑Functional Collaboration

• Align engineering, product, supply chain, and delivery teams
• Support seamless handover ensuring clarity on thermal system design and performance expectations

Pipeline & Technical Governance

• 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

JCI's Diversity & Inclusion

Our dedication to diversity and inclusion starts with our values. We lead with integrity and purpose, focusing on the future and aligning with our customers' vision for success. Our High‑Performance Culture ensures that we have the best talent that is highly engaged and eager to innovate. Our D&I mission elevates each employee's responsibility to contribute to our culture. It's through these contributions that we'll drive the mindsets and behaviours we need to power our customers' missions. You have the power. You have the voice. You have the culture in your hands

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Technical Sales Engineer - Data Centres Melbourne, VIC, AU