Manager, Business Development

Johnson Controls is a global leader in smart, healthy, and sustainable buildings. The Manager, Business Development role involves driving adoption of direct liquid cooling solutions across various sectors, focusing on strategic account growth and market development leadership.

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

Requirements:

• Bachelor's degree in Science or related technical field
• 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
• 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