Manager, Business Development

YDU JC Air Cond & Ref Inc.- Dubai; Burlington (MA); Hybrid; USD 100,000 - 167,000; Full time

Benefits offered by this job

Competitive salary

Paid vacation, holidays, and sick time

Comprehensive benefits package

On-job/cross-training opportunities

Job summary

YDU JC Air Cond & Ref Inc.- Dubai is seeking a candidate for a pivotal role in business development, focusing on technical sales of direct liquid cooling solutions. The position can be performed remotely or onsite at the Burlington, MA office. Ideal candidates will have over 10 years of experience in technical sales and business development.

This role requires expertise in market development and the promotion of sustainable cooling technologies. A competitive salary range of $100,000 to $167,000, coupled with a bonus plan, underscores the value placed on individual and team performance.

Qualifications

• 10+ years in business development, technical sales, or strategic account management.
• Experience scaling products from R&D to production in hardware or infrastructure environments.
• Ability to communicate complex technical concepts to engineers and executives.

Responsibilities

• Drive DLC adoption by selling the portfolio, focusing on ROI and energy efficiency.
• Act as a trusted advisor to stakeholders, anticipating needs for direct liquid cooling.
• Lead the opportunity team, coordinating between technical sales and external partners.

Skills

Business development

Technical sales

Account management

Communication of technical concepts

Education

Bachelor's degree in Science or related technical field

Master’s degree

Tools

Salesforce

Job description

Overview

Build your best future with the Johnson Controls team! We are a global leader in smart, healthy, and sustainable buildings. Our mission is to reimagine the performance of buildings to serve people, places, and the planet. Join a winning team that enables you to build a meaningful career and thrive in an empowering company culture.

What We Offer

• Competitive salary
• Paid vacation, holidays, and sick time
• Comprehensive benefits package including 401K, medical, dental, and vision care
• On‑job/cross‑training opportunities
• Encouraging and collaborative team environment
• Dedication to safety through our Zero Harm policy

Location

This role can be either remote or on‑site at our Burlington, MA office.

What You’ll Do

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. Responsibilities include: market development, strategic account growth, technology positioning, DLC system expansion, program origination, cross‑functional execution, and commercial structuring.

Who You Are

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.

Responsibilities

• Drive DLC adoption by persuasively selling the portfolio, focusing on ROI, energy efficiency, and power density.
• Act as a trusted advisor to executive and technical stakeholders, anticipating needs and transitioning to direct liquid cooling.
• Link performance to business outcomes by tying products to measurable gains: reduced pumping power, improved thermal margins, higher compute density, and lower total cost of ownership.
• Show market leadership by deeply understanding cooling requirements for AI and HPC.
• Collaborate internally with cross‑domain account managers and technical sales to integrate solutions into broader infrastructure deals.
• Utilize Salesforce to manage long‑cycle sales stages, ensuring accurate forecasting and momentum.
• Lead the opportunity team, coordinating between technical sales, solutions engineering, operations, and external partners.

Qualifications

• Required: Bachelor's degree in Science or related technical field.
• Required: 10+ years in business development, technical sales, or strategic account management.
• Required: Experience scaling products from R&D to production in hardware or infrastructure environments.
• Required: Experience engaging with hyperscalers, server OEMs, or silicon providers.
• Required: Ability to communicate complex technical concepts to engineers and executives.
• Preferred: Master’s degree.
• Preferred: Work within data center infrastructure, semiconductors, or thermal systems, or direct experience with liquid cooling.
• Preferred: Familiarity with AI and HPC infrastructure trends, including rising TDP and rack density constraints.
• Preferred: Proven understanding of thermal management or HVAC systems; specific exposure to liquid cooling technologies is highly preferred.
• Preferred: Existing relationships within hyperscalers, server OEMs, or chip manufacturers.

Salary & Bonus

Salary Range: $100,000 – $167,000 (subject to education, experience, and market data). The role includes a competitive bonus plan that considers individual, group, and corporate performance. A competitive benefits package is also provided.

Equal Employment Opportunity

Johnson Controls International plc. is an equal employment opportunity and affirmative action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, genetic information, sexual orientation, gender identity, status as a qualified individual with a disability, or any other characteristic protected by law. If you are an individual with a disability and require accommodation during the application process, please let us know.