Role Description 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 You’ll Do - Responsible for the sale of Stack Forging Thermal Solutions Direct Liquid Cooling (DLC) products to the Hyperscaler market segment. - Position Johnson Controls as the primary thermal partner for massive-scale AI clusters and high-density compute deployments. - Execute the Sales Process: - Cultivate and manage long-term relationships within the Hyperscaler ecosystem (Google, AWS, Meta, MSFT, etc.), seeking out and closing large-scale production opportunities for Stack Forging Thermal Solutions products. - Technical Advisory: - Support Hyperscaler product architects and thermal engineers in integrating 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 Delivery and Product teams internally. - Pipeline Management: - Maintain an accurate pipeline focused on the deployment of JCI technology into liquid-cooled "mega-facilities." - Technical Leadership: - Act as a trusted advisor to Hyperscaler engineering teams, validating that our solutions deliver the thermal performance required for next-gen silicon. - Cross-Functional Collaboration: - Partner with Business Development and Solutions Delivery 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. Qualifications - Required Education: Bachelor’s, Masters, or PhD in Mechanical Engineering, Thermal Engineering, or a related technical field. - Experience: A minimum of 3 years of successful technical sales experience specifically within the Hyperscale or Large-Scale Data Center segments. - Technical Literacy: Strong understanding of heat transfer and fluid dynamics fundamentals, 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 Qualifications - Specialized Knowledge: Proven track record selling Direct 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 Data Center thermal management space with a focus on liquid-to-chip technology. Salary Range $67,000 - $101,000 (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.