Johnson Controls · Sydney
Sales & Businessposted 4w ago
Johnson Controls, a global leader in thermal management, mission-critical building systems, energy efficiency, and decarbonization, helps customers use energy more productively, reduce carbon emissions, and operate with the precision and resilience required in rapidly expanding industries such as data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education.
For more than 140 years, Johnson Controls has delivered performance where it really matters. Backed by advanced technology, lifecycle services and an industry-leading field organization, we elevate customer performance, turn goals into real-world results and help move society forward.
We have an exciting opportunity for a Technical Account Manager (TAM) – Data Centre Thermal Solutions. This role serves as the primary technical interface between Johnson Controls and key Data Centre customers across the Pacific region, with a specific focus on chilled water plants, precision cooling, and advanced thermal management solutions.
The TAM provides deep technical leadership across chiller systems, liquid cooling, and thermal plant architectures, while also taking ownership of technical pricing strategy and bid development for complex opportunities. This ensures solutions are not only technically robust but also commercially competitive and aligned with customer value expectations.
A core element of the role is supporting the Strategic Account Manager (SAM) to drive commercial growth. The TAM brings thermal engineering expertise, early-stage cooling design influence, and bid/pricing leadership that strengthens Johnson Controls’ commercial strategies and opens new business opportunities.
Operating within a matrixed organisation, the TAM aligns technical, commercial, and delivery stakeholders to ensure chiller and cooling plant solutions are positioned, designed, priced, and delivered to win in a competitive market.
Trusted Technical Advisor – Thermal Systems
Act as the trusted advisor for data centre cooling and thermal plant solutions, with a focus on chillers, CRAH/CRAC, and liquid cooling
Provide guidance on cooling strategies for hyperscale and high-density environments
Support customers in achieving resilience, redundancy, and energy efficiency targets
Solution Design & Architecture Governance
Lead the design of chilled water systems and central plant architecture
Develop integrated solutions covering chillers, pumps, heat rejection, and BMS integration
Own system performance, efficiency (PUE), and lifecycle optimisation
Identify and mitigate technical risks across capacity, redundancy, and control strategies
Early Engagement & Cooling Design Influence
Influence cooling plant design, chiller selection, and system architecture at pre-RFP stage
Lead Johnson Controls’ contribution to Basis of Design (BoD)
Position high-efficiency and next-gen cooling technologies within project designs
Pricing, Bid Management & Commercial Ownership
Own the technical pricing strategy for thermal solutions, including chilled water plants and liquid cooling systems
Lead and coordinate end-to-end bid development, ensuring alignment between engineering, procurement, and commercial teams
Develop accurate cost models, equipment selections, and solution configurations that balance performance, risk, and competitiveness
Drive value engineering to optimise cost while maintaining technical integrity and customer requirements
Ensure proposals clearly articulate total cost of ownership, energy efficiency savings, and lifecycle value
Support commercial negotiations by providing technical justification for scope, pricing, and solution differentiation
Maintain governance over bid quality, margin integrity, and risk management across all submissions
Opportunity & Technical Sales Support
Partner with SAMs on major pursuits from early-stage through award
Develop compelling technical and commercial value propositions
Support high-quality proposals with cooling system design, narratives, and performance insights
Market & Domain Expertise – Cooling
Maintain deep expertise in:
Chillers (air & water-cooled)
Free cooling and heat rejection
Liquid cooling (direct-to-chip, immersion)
Stay current with AI-driven high-density cooling demands and sustainability trends
Cross-Functional Collaboration
Align engineering, product, supply chain, and delivery teams
Support seamless handover ensuring clarity on thermal system design and performance expectations
Pipeline & Technical Governance
Build and qualify pipeline focused on cooling infrastructure opportunities
Ensure technical and commercial accuracy in CRM, pricing tools, and proposals
Maintain compliance with Johnson Controls governance standards
Bachelor’s degree in Mechanical Engineering (preferred) or related discipline
10+ years’ experience in HVAC/chiller systems and thermal plant solutions, ideally within data centres
Demonstrated experience in technical sales, bid management, and pricing of complex engineered solutions
Strong expertise in:
Chilled water systems and central plant design
Chiller selection and optimisation
Cooling strategies for high-density environments
Proven ability to develop competitive, technically sound, and commercially viable bids
Experience in cost modelling, value engineering, and margin management
Strong understanding of BMS/controls integration for thermal optimisation
Ability to influence consultants and customers at early design stages
Experience operating in matrix organisations across global stakeholders
Strong communication skills translating technical solutions into commercial value
High discipline in CRM and pipeline management (Salesforce preferred)
Self-driven, resilient, and effective in large, complex pursuit environments
If you are interested in this role, please click the Apply now button.
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Our dedication to diversity and inclusion starts with our values. We lead with integrity and purpose, focusing on the future and aligning with our customers’ vision for success. Our High-Performance Culture ensures that we have the best talent that is highly engaged and eager to innovate. Our D&I mission elevates each employee’s responsibility to contribute to our culture. It’s through these contributions that we’ll drive the mindsets and behaviours we need to power our customers’ missions. You have the power. You have the voice. You have the culture in your hands