The Data Center Sales Representative will be responsible for driving sales of Johnson Controls’ fire and security solutions within the data center market. This role focuses on building strong relationships with hyperscale, colocation, and enterprise data center customers, identifying opportunities, and delivering tailored solutions that meet their fire and security needs. Position will report directly to the Director of Data Centers Sales for Fire and Security.

What you will do:

• Identify and develop new business opportunities within the data center market.

• Manage the full sales cycle from prospecting to closing deals.

• Build and maintain strong relationships with key decision-makers at hyperscale and colocation providers.

• Present and demonstrate Johnson Controls’ security solutions, including physical security systems and cloud-based platforms.

• Collaborate with internal teams (Product Management, Engineering, Operations) to ensure customer requirements are met.

• Prepare proposals, respond to RFPs, and negotiate contracts.

• Achieve or exceed assigned sales targets and KPIs.

How you will do it:

Applying expertise, consultative selling skills, positive relationships, sales pipeline, structured account penetration plan, and internal JCI resources, further develop existing and new relationships with designated targets to build and implement initial sales opportunities.

Develop account penetration plans which must include, but are not limited to competition within the account, business issues/struggles the customer is experiencing, satisfaction with current solutions, overall fire and security budget, opportunity size, and the number of locations as well as turning points, tasks and due dates. The plan and activities must also use internal resources and team members, both Corporate and within the Data Centers sales organization.

Build and maintain a sales pipeline with detailed information as to potential and qualified prospects. Identify key target executives within target accounts by position and by name with the goal of a specified number of face-to-face meetings by specified dates.

Provide senior leadership and the sales team with information relating to regulations, business issues, and industry information for utilization in the development of marketing and sales strategy. As a subject matter expert (SME), take a lead role in the preparation and delivery of customer presentations, and communications.

What We Look For:

 Required Qualifications:

• Bachelor’s degree or equivalent experience.

• 3+ years of sales experience, preferably in fire and security solutions or technology.

• Strong understanding of data center operations and fire and security requirements.

• Proven ability to manage complex sales cycles and negotiate with senior-level executives.

• Excellent communication and presentation skills.

• Willingness to travel up to 50%.

Preferred:

• Experience selling cloud-based or SaaS security solutions.

• Familiarity with hyperscale and colocation data center ecosystems.

HIRING SALARY RANGE: $110,000 - 130,000 (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 https://jobs.johnsoncontrols.com/about-us