Technical Sales Executive, Hyperscaler Segment

Who We Are

As 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. Within ourStack Forging Thermal Solutionsdivision, we are advancingdirect liquid cooling (DLC)for the next generation of AI and high-density compute infrastructure, specifically designed to meet the massive scale of the world?s largest cloud providers.

What We Offer

• Competitive base salary and commission programtailored forhigh-growthhyperscale markets.

• Comprehensive benefits packageincluding 401K, medical, dental, and vision care ? Available day one.

• Work-Life Balance:Three weeks paid vacation, holidays, sick time, and three flex PTO days.

• Growth Environment:Access to JCI?s global resources with the agility of a specialized technology division.

• Extensive trainingon Stack Forging Thermal Solutions? proprietary DLC technologies and JCI?s broader HVAC and chiller ecosystem.

What You Will Do

Under general direction, youare responsible forthe sale of Stack Forging Thermal Solutions Direct Liquid Cooling (DLC) products to theHyperscalermarket segment. You will position Johnson Controls as the primary thermal partner for massive-scale AIclustersand high-density compute deployments.

• Execute the Sales Process:Cultivate and manage long-term relationships within theHyperscalerecosystem (Google, AWS, Meta, MSFT, etc.), seeking out and closing large-scale production opportunities for Alloy DLC products.

• Technical Advisory:SupportHyperscalerproduct architects and thermalengineers inintegrating Stack Forging Thermal Solutions technology into custom rack designs to achieve industry-leading PUE (Power Usage Effectiveness).

• Define Solution Requirements:Work with customers and prospects to collect performance and solution requirements and communicate these to Solutions Engineering and Product teams internally

• Pipeline Management:Maintainan accuratepipeline focused on the rapid transition from air-cooled to liquid-cooled "mega-facilities."

• Technical Leadership:Act as a trusted advisor toHyperscalerengineering teams,validatingthat our solutions deliver the thermal overheadrequiredfor next-gen silicon.

• Cross-Functional Collaboration:Partner with Business Development and Solutions Engineering to ensure seamless deployment across global regions.

• Strategic Negotiation:Support the negotiation of high-volume purchase agreements and Master Service Agreements (MSAs) for mass production.

How You Will Do It

• Persuasive Selling:Confidently articulate the total cost of ownership (TCO) and performance advantages of Stack Forging Thermal Solution?s DLC offerings at the rack and facility level.

• Relationship Building:ProactivelyaddressHyperscalerconcernsregardingrisingTDP (Thermal Design Power)and the physical constraints of traditional data center cooling.

• Strategic Targeting:Navigate complex Hyperscale organizations toidentifykey decision-makers in infrastructure procurement and hardware engineering.

• Solution Linking:Align Stack Forging Thermal Solution?s efficiency with customerESG goals, specifically targeting net-zero water and energy consumption targets.

• Advocacy:Act as the customer?s voice internally to ensure Alloy products areoptimizedfor the unique power and space constraints of Hyperscale environments.

What We Look For

• Required Education:Bachelor?s,Masters, or PhD in Mechanical Engineering, Thermal Engineering, ora relatedtechnical field.

• Experience:A minimum of 3 years of successful technical sales experience specifically within theHyperscale or Large-Scale Data Centersegments.

• Technical Literacy:Strong understanding of heat transfer fundamentals, fluid dynamics, and data center cooling loops (CDUs, secondary loops).

• Communication:Ability to bridge the gap between deep-dive thermal engineering discussions and executive-level ROI presentations.

Preferred

• Specialized Knowledge:Proventrack recordsellingDirect Liquid Cooling (DLC)or complex thermal management systems to the Hyperscale/HPC segment.

• Market Network:Existing high-level relationships within the"Big Six"Hyperscalers

• Advanced Experience:5+ years in the DataCenterthermal management space with a focus on liquid-to-chip technology.

SALARY RANGE: $125,000 - $200,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis. 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 ;b>