Director of Sales Engineering, Data Centers
Johnson Controls · Burlington-Massachusetts-United States of America ·
- Seniority
- Senior
- Category
- Sales
- Experience
- 3+ years
Build your best future with the Johnson Controls team!
Who we are:
Johnson Controls is 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 – your next great opportunity is just a few clicks away!
What We Offer:
Competitive salary
Paid vacation/holidays/sick time
Comprehensive benefits package including 401K, medical, dental, and vision care.
On-the-job/cross-training opportunities
Encouraging and collaborative team environment
Dedication to safety through our Zero Harm policy
Thermal constraints limit AI infrastructure, semiconductor equipment, power electronics, and defense systems. JCI removes those constraints. Enabled by the Stack Forging™ process, JCI produces high-performance thermal components and cooling loop solutions — purpose-built for direct integration into AI, HPC, and mission-critical systems. JCI has built the industry's leading thermal management platform for the applications that demand it most.
As a Builder on the Stack Forging Thermal Solutions team at Johnson Controls, you'll join a team of sleeve-rollers who set a high bar for themselves and their co-workers. We foster a collaborative culture with no silos, where everyone is encouraged to think out loud. If you are passionate about your craft and don't give up until you've found a way, you will make an ideal Builder!
This role can be either remote or on-site at our Burlington, MA office.
What We Offer:
Competitive salary
Paid vacation/holidays/sick time
Comprehensive benefits package including 401K, medical, dental, and vision care.
On-the-job/cross-training opportunities
Encouraging and collaborative team environment
Dedication to safety through our Zero Harm policy
What You’ll Do
As the Director of Sales Engineering, you are responsible for the strategic direction and performance of the Stack Forging Thermal Solutions technical sales team. You will drive the adoption of our proprietary liquid-cooling technologies across the global Data Center Segment.
Team Leadership: Recruit, coach, and mentor a high-performing team of Technical Sales Executives. Drive a culture of accountability, technical excellence, and persistence.
Strategic Growth: Help to refine and execute on the go-to-market strategy for the Data Center segment, specifically targeting the deployment of high-density liquid-cooled infrastructure.
Sales Operations: Oversee pipeline management and forecasting accuracy. Ensure the team is effectively utilizing sales tools to track the long-cycle production process.
Executive Advocacy: Act as the senior point of contact for key accounts, supporting the team in navigating complex Master Supplier Agreements (MSAs) and large-scale production negotiations.
Market Intelligence: Stay ahead of chip TDP (Thermal Design Power) trends and competitor roadmaps to position JCI as the primary thermal management partner.
Cross-Functional Alignment: Bridge the gap between Sales, Solutions Delivery, and Product Development to ensure customer feedback informs our DLC innovation roadmap.
Who You Are
You're a sales leader who knows that technical credibility wins in this market. You build teams that engineers trust, navigate hyperscaler ecosystems with ease, and turn early design wins into production revenue.
Responsibilities
*Responsibilities are subject to change based on shifting business needs
Coaching by Example: Join team members in deep technical sessions with customer architects to demonstrate Stack Forging Thermal Solutions’ performance advantages.
Relationship Orchestration: Navigate the complex ecosystem of Hyperscalers, OEMs, and Chip Makers to ensure our solutions are specified early in the design cycle.
Sustainability Leadership: Champion the environmental benefits of DLC, helping customers meet ESG goals through reduced Power Usage Effectiveness (PUE) and water consumption.
Requirements Definition: Ensure that your team is trained and skilled at capturing technical and performance requirements and communicating them to our Solutions Delivery team to set us up for success.
Qualifications
Required Education: Bachelor’s, Master’s, or PhD in Business, Mechanical Engineering, Thermal Engineering, or a related technical field.
Leadership Experience: 3+ years of experience leading technical sales, with a track record of meeting or exceeding revenue targets.
Industry Expertise: Minimum 7+ years of experience bringing new technology to market in the Manufacturing space. Experience in the Data Center segment is also required.
Communication: Ability to translate complex technical concepts into compelling business cases for C-suite executives.
Preferred Qualifications
Established Network: Existing senior-level relationships within major Server OEMs (e.g., Dell, HP, Lenovo, Supermicro), Chip Manufacturers (e.g., NVIDIA, Intel, AMD) or Hyperscalers (e.g., Microsoft, Google, AWS)
Past Roles: Applications Engineering or Sales Engineering
Specialized Knowledge: Prior experience specifically with Direct Liquid Cooling (DLC) or high-density rack infrastructure.
Technical Proficiency: Understanding of heat transfer, HVAC, or data center thermal management.
HIRING SALARY RANGE: $112,000 - $187,000 (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. To support an efficient and fair hiring process, we may use technology assisted tools, including artificial intelligence (AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers. For details, please visit the About Us tab on the Johnson Controls Careers site at
Johnson Controls International plc. is an equal employment opportunity and affirmative action employer and 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. To view more information about your equal opportunity and non-discrimination rights as a candidate, visit EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit here.