Manager, Business Development

Johnson Controls, Inc.; Burlington (MA); Hybrid; USD 100,000 - 167,000; Full time

Benefits offered by this job

Competitive salary

Paid vacation/holidays/sick time

Comprehensive benefits package including 401K, medical, dental, and vision care

Job summary

Johnson Controls, Inc. is looking for a business development leader in Burlington, MA, with a focus on driving adoption of direct liquid cooling across hyperscalers and server OEMs. This role requires 10+ years of experience in technical sales or strategic account management.

Join a team that prioritizes employee wellbeing, offering comprehensive benefits and a competitive salary ranging from $100,000 to $167,000. The position provides opportunities for both remote and on-site work arrangements.

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.
• Experience engaging with hyperscalers, Server OEMs, or silicon providers.

Responsibilities

• Drive adoption of Stack Forging Thermal Solutions portfolio.
• Act as a trusted advisor to executive and technical stakeholders.
• Utilize Salesforce to manage complex sales stages.

Skills

Business development

Technical sales

Strategic account management

Communication

Education

Bachelor’s degree in Science or related technical field

Master’s degree

Job description

Build your best future with the Johnson Controls team!

Who we are:

Johnson Controls is 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 your best future! Our teams are uniquely positioned to support a multitude of industries across the globe. You will have the opportunity to develop yourself through meaningful work projects and learning opportunities. We strive to provide our employees with an experience focused on supporting their physical, financial, and emotional wellbeing. Become a member of the Johnson Controls family and thrive in an empowering company culture where your voice and ideas will be heard.

What We Offer:

• Competitive salary
• Paid vacation/holidays/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

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.

Market Development Leadership

Own and expand Stack Forging Thermal Solution’s presence in direct liquid cooling across hyperscalers, chip/semiconductor companies, and server OEMs. Focus on large‑scale AI and HPC deployments.

Strategic Account Growth

Build and lead executive relationships. Position Stack Forging Thermal Solutions as a primary thermal partner for next‑generation platforms, including CPUs, GPUs, other ASICs, and peripheral systems.

Technology Positioning

Translate Stack Forging Thermal Solutions’ Stack Forging microgeometry architecture into clear customer value. Emphasize lower pressure drop, higher thermal efficiency, and system‑level gains such as improved PUE and rack density.

DLC System Expansion

Drive adoption beyond GPUs into full 100% DLC architectures, including peripherals such as VRMs, DIMMs, NICs, and storage. Position Stack Forging Thermal Solutions as a platform solution, not a component vendor.

Program Origination

Working with the Technical Sales team, identify and secure early‑stage design wins. Influence platform specifications and reference designs with OEM and hyperscale partners.

Cross‑Functional Execution

Work closely with engineering, product, and JCI teams to align cold plates, CDUs, and facility‑level systems into a unified thermal solution.

Commercial Structuring

Lead complex deal structures, including MSAs, long‑term supply agreements, and co‑development programs tied to production scale.

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: Persuasively sell the Stack Forging Thermal Solutions portfolio, focusing on ROI, energy efficiency, and power density.
• Strategic Relationship Management: Act as a trusted advisor to executive and technical stakeholders, anticipating their needs as they transition to Direct Liquid Cooling.
• Link Performance to Business Outcomes: Tie Stack Forging Thermal Solutions’s products to measurable gains: reduced pumping power, improved thermal margins, higher compute density, and lower total cost of ownership.
• Market Leadership: Deeply understand the evolving data center landscape, specifically the cooling requirements for AI and high‑performance computing (HPC).
• Internal Collaboration: Partner with JCI Cross‑Domain Strategic Account Managers and the Technical Sales team to integrate our DLC solutions into broader, complex facility infrastructure deals.
• Pipeline Excellence: Utilize Salesforce to manage complex, long‑cycle sales stages, ensuring accurate forecasting and momentum.
• Team Leadership: Lead the opportunity team, coordinating between Technical Sales, Solutions engineering, JCI operations, and external partners to ensure seamless solution delivery.

Qualifications

• Required Education: Bachelor’s degree in Science or related technical field.
• Experience: 10+ years in business development, technical sales, or strategic account management.
• Experience scaling products from R&D to production in hardware or infrastructure environments.
• Experience engaging with hyperscalers, Server OEMs, or silicon providers.
• Ability to communicate complex technical concepts to both engineers and executives.

Preferred Qualifications

• Education: Master’s degree.
• Work within data center infrastructure, semiconductors, or thermal systems and/or direct experience with liquid cooling, including cold plates, CDUs, or immersion systems.
• Familiarity with AI and HPC infrastructure trends, including rising TDP and rack density constraints.
• Proven understanding of Thermal Management or HVAC systems; specific exposure to liquid cooling technologies is highly preferred.
• Existing relationships within hyperscalers, server OEMs, or chip manufacturers.

SALARY RANGE

$100,000 - $167,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role offers a competitive bonus plan that will take into account individual, group, and corporate performance. This position includes a competitive benefits package. The posted salary range reflects the target compensation for this role. However, we recognize that exceptional candidates may bring unique skills and experiences that exceed the typical profile. If you believe your background warrants consideration beyond the stated range, we encourage you to apply.