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:- 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
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