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Agent guide: [/agents.md](https://www.wearedevelopers.com/agents.md). --- # Director of Sales Engineering, Data Centers - **Company:** Johnson Controls - **Location:** Burlington, MA, United States - **Experience:** Experienced - **Contract:** Permanent contract - **Skills:** Amazon Web Services, Data Centers, Software Requirements Analysis - **Published:** September 15, 2026 - **Apply:** https://find.jobs/jobs-near-me/apply/ats-redirect/?id=2968487201-2 ## About the Role * 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. ## Description 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. ## Related Videos - [From Vibe Coding to Viable Code with Spec-Driven Development](https://www.wearedevelopers.com/videos/100216-from-vibe-coding-to-viable-code-with-spec-driven-development) - [Containers in the cloud - State of the Art in 2022](https://www.wearedevelopers.com/videos/410-containers-in-the-cloud-state-of-the-art-in-2022) - [The Sustainability Race: AI's Promises, Pitfalls and Potential](https://www.wearedevelopers.com/videos/100155-the-sustainability-race-ai-s-promises-pitfalls-and-potential) - [Remote Driving on Plant Grounds with State-of-the-Art Cloud Technologies](https://www.wearedevelopers.com/videos/251-remote-driving-on-plant-grounds-with-state-of-the-art-cloud-technologies) - [Reliable scalability: How Amazon.com scales on AWS](https://www.wearedevelopers.com/videos/983-reliable-scalability-how-amazon-com-scales-on-aws) - [Hack-Proof The Node.js runtime: The Mechanics and Defense of Path Traversal Attacks](https://www.wearedevelopers.com/videos/716-hack-proof-the-node-js-runtime-the-mechanics-and-defense-of-path-traversal-attacks) ## Related Articles - [Best US AI Conferences for CTOs in 2026: Build vs. Buy, Vendor Evaluation, and Peer Intelligence](https://www.wearedevelopers.com/magazine/736-best-us-ai-conferences-for-ctos-in-2026-build-vs-buy-vendor-evaluation-and-peer-intelligence) - [7 Cloud Computing Trends Coming in 2025 for Developers](https://www.wearedevelopers.com/magazine/412-7-cloud-computing-trends-coming-in-2025-for-developers) - [Highest Paying Tech Companies for Developers](https://www.wearedevelopers.com/magazine/220-highest-paying-tech-companies-for-developers) - [What’s the Difference between a Junior, Mid, and Senior Developer?](https://www.wearedevelopers.com/magazine/238-what-s-the-difference-between-a-junior-mid-and-senior-developer) - [Data Engineer Salary UK](https://www.wearedevelopers.com/magazine/253-data-engineer-salary-uk) - [Why Attend a Developer Event in 2026?](https://www.wearedevelopers.com/magazine/688-why-attend-a-developer-event-in-2026)