Business Development Director

Johnson Controls, Inc.; Sunbury-on-Thames; Hybrid; GBP 90,000 - 130,000; Full time

Job summary

Johnson Controls is seeking a Business Development Director for the EMEA data centre market. You will lead engagement with major General Contractors, build executive relationships, and shape strategies to win multi-million-euro opportunities across hyperscale, colocation, and enterprise projects.

You will collaborate with sales, engineering, and operations teams to position the Data Centre Solutions portfolio and drive growth through strategic partnerships and best-in-class customer value

Qualifications

• Bachelor's degree in engineering, construction management, business, or related discipline.
• 10+ years of business development, strategic account management, sales leadership, project delivery, or commercial management in data centers or adjacent industries.
• Proven experience developing relationships with major General Contractors, EPC firms, or construction partners across EMEA.
• Strong understanding of data center development lifecycle, procurement processes, design-build methods, and contractor-led delivery models.
• Demonstrated success creating and converting large-scale project opportunities with multi-million-euro revenue potential.
• Ability to build executive relationships and influence stakeholders across complex organizations.

Responsibilities

• Develop regional growth strategy targeting leading General Contractors operating within the EMEA data centre market.
• Identify, qualify, and develop opportunities across hyperscale, colocation, enterprise, and AI-driven data centre projects.
• Build and maintain executive relationships with Data Centre Directors and other key decision-makers.
• Position Johnson Controls' data centre solutions portfolio during planning, procurement, and delivery phases.
• Increase market penetration within priority General Contractor accounts and strategic construction partners.
• Develop visibility into upcoming projects, customer investment plans, market trends, and competitor activity.
• Collaborate with sales, engineering, operations, solution development, and project delivery teams to create differentiated customer value propositions.
• Support commercial negotiations, framework agreements, and strategic partnership initiatives with target contractors.
• Maintain an accurate opportunity pipeline and CRM-based forecasts.
• Identify opportunities to expand share of wallet across multi-site programs.

Skills

Executive relationships

Strategic account management

Business development

Negotiation

Cross-functional leadership

CRM & pipeline management

Education

Bachelor's degree in Engineering or related field

Tools

CRM software

Job description

Johnson Controls is a global leader in smart, healthy, and sustainable buildings. Through our Data Centre Solutions (DCS) business, we support the world's leading hyperscale, colocation, enterprise, and AI-driven data centre operators with integrated solutions across cooling, controls, fire protection, security, building automation, digital services, and critical infrastructure.

As the EMEA data centre market experiences unprecedented growth driven by AI adoption, cloud computing expansion, and accelerating digital transformation, Johnson Controls is investing in strategic partnerships across the entire data centre ecosystem to strengthen our market position and deliver end-to-end solutions that help customers build and operate resilient, efficient, and sustainable facilities.

Role Overview

The Business Development Director – General Contractors (GCs) will lead Johnson Controls' engagement strategy with major data centre construction firms across EMEA. This role is responsible for developing executive-level relationships, influencing project outcomes early in the planning and design phases, and creating a strong pipeline of opportunities across the Johnson Controls Data Centre Solutions portfolio.

Success in this position will come from combining market insight, business development expertise, and a deep understanding of how General Contractors influence project delivery across hyperscale, colocation, enterprise, and AI data centre developments.

What you will do

• Develop and execute a regional growth strategy targeting leading General Contractors operating within the EMEA data centre market.

• Identify, qualify, and develop opportunities across hyperscale, colocation, enterprise, and emerging AI-driven data centre projects.

• Build and maintain executive relationships with Data Centre Directors, Construction Directors, Procurement Leaders, Commercial Directors, Project Executives, and other key decision-makers within major contractor organizations.

• Position Johnson Controls' data centre solutions portfolio, including cooling, controls, fire protection, security, building automation, digital services, and related infrastructure solutions during project planning, specification, procurement, and delivery phases.

• Increase market penetration within priority General Contractor accounts and strategic construction partners across the region.

• Develop visibility into upcoming projects, customer investment plans, market trends, competitor activity, procurement strategies, and construction pipelines.

• Collaborate closely with sales, engineering, operations, solution development, and project delivery teams to create differentiated customer value propositions.

• Support commercial negotiations, framework agreements, preferred supplier programs, and strategic partnership initiatives with target contractors.

• Maintain an accurate opportunity pipeline, account plans, and sales forecasts using CRM and business planning tools.

• Identify opportunities to expand Johnson Controls' share of wallet across customer portfolios, multi-site programs, and strategic accounts.

How You Will Do It

• You will own outcomes with accountability, safety, and integrity by following through on commitments, managing priorities effectively, and representing Johnson Controls professionally in every interaction.

• You will proactively engage customers and partners early in the project lifecycle to identify opportunities, influence specifications, and align internal resources to support customer success.

• You will continuously improve commercial effectiveness through market feedback, account reviews, pipeline analysis, and lessons learned.

• You will win as one team by fostering collaboration across sales, engineering, operations, product management, and project delivery teams to deliver integrated customer solutions.

• You will leverage market intelligence, executive engagement, and strategic account planning to identify and capture high-value opportunities.

• You will communicate effectively across technical, operational, and commercial stakeholder groups, translating customer objectives into actionable business strategies.

• You will maintain commercial rigor through disciplined CRM usage, forecast accuracy, opportunity management, and account governance.

Qualifications

• Bachelor's degree in Engineering, Construction Management, Business, or a related discipline.

• 10+ years of business development, strategic account management, sales leadership, project delivery, or commercial management experience within data centers, mission-critical infrastructure, building technologies, construction, or adjacent industries.

• Proven experience developing relationships with major General Contractors, EPC firms, or construction partners across EMEA.

• Strong understanding of the data center development lifecycle, procurement processes, design-build methodologies, and contractor-led delivery models.

• Demonstrated success creating and converting large-scale project opportunities with multi-million-euro revenue potential.

• Ability to build executive relationships and influence stakeholders across complex organizations and multi-party projects.

• Strong commercial, negotiation, and strategic partnership development skills.

• Experience operating across multiple countries and collaborating within a matrixed international organization.

Preferred Qualifications

• Established network within the EMEA data centre construction and contractor community.

• Experience with mission-critical infrastructure, mechanical systems, building automation, controls, fire protection, security systems, or related technologies.

• Knowledge of hyperscale, colocation, cloud, and AI data centre market dynamics.

• Experience supporting strategic framework agreements, preferred supplier programs, or enterprise account structures.

• Familiarity with sustainability, energy efficiency, and digital building technologies within data centre environments.

Why Join Us

At Johnson Controls, you will play a key role in shaping the future of data centre infrastructure across one of the fastest-growing markets in the world. You will work with industry-leading customers, contractors, and technology partners while leveraging the breadth of the Johnson Controls Data Centre Solutions portfolio to deliver innovative, sustainable, and mission-critical solutions.

This is an opportunity to influence strategic projects, build high-value partnerships, and help drive the next phase of growth for Johnson Controls across the EMEA data centre market.