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ROLE OVERVIEW

The Managing Director, Global Data Centers exists to own the strategic relationship with a designated hyperscaler and convert executive access into sustained growth, customer trust, and enterprise alignment. The role sets long-term account direction, aligns with senior customer leaders on data center strategy, technology roadmaps, future builds, and priorities, and ensures customer requirements inform Johnson Controls portfolio, commercial, sales, service, and parts decisions. Accountability spans account strategy, demand visibility, roadmap influence, commercial momentum, delivery coordination, and customer outcomes.

Outcomes are achieved through disciplined orchestration across a complex global matrix. The Managing Director builds executive relationships, shapes early pipeline and basis-of-design discussions, clarifies priorities and decision paths, and coordinates commercial, technical, operational, service, quality, and support resources. The role influences across functions and regions, drives escalation where needed, maintains transparent performance visibility, and works alongside teams to deliver commercial, delivery, and customer commitments with discipline, urgency, safety, integrity, and shared accountability.

KEY ACCOUNTABILITIES

Strategic Customer Leadership and Account Direction

• Own the executive relationship and account strategy for the assigned hyperscaler.
• Align customer and Johnson Controls stakeholders on long-term vision, data center priorities, technology direction, future builds, and engagement governance.
• Shape Johnson Controls' position as a trusted long-term partner while balancing customer advocacy, enterprise readiness, commercial opportunity, and delivery commitments.

Innovation Influence and Voice of Customer

• Provide structured customer insight to portfolio and product leaders, identifying product gaps, evolving requirements, and opportunities for differentiation.
• Support co-innovation with the customer and connect strategic priorities to scalable solution direction.
• Ensure product presentation and roadmap discussions reflect credible customer needs without overstating organizational readiness or commitments.

Demand Shaping, Pipeline and Forward Planning

• Translate early customer signals, basis-of-design direction, long-range plans, and project pipeline into actionable demand inputs.
• Partner across revenue and commercial operations to strengthen forecasting, capacity readiness, service and parts planning, and lifecycle support.
• Maintain visibility to opportunities, constraints, trade-offs, and decisions that affect account growth and execution.

Cross-Functional Orchestration and Delivery Accountability

• Coordinate commercial, technical, operational, quality, service, parts, and regional resources around account priorities and customer commitments.
• Clarify ownership, direct escalation, remove cross-functional barriers, and maintain momentum when issues span functions or geographies.
• Strengthen delivery reliability, solution quality, lifecycle coordination, and responsiveness through visible governance and disciplined follow-through.

Account Performance and Decision Visibility

• Maintain transparent account tracking across secured orders, revenue, margin and EBIT visibility, pipeline, win performance, delivery, innovation commitments, service performance, and relationship health.
• Use performance evidence to prioritize resources, inform account-level demand decisions, surface risks, and improve executive decision quality while sustaining accountability for commercial and customer outcomes.

Business System Leadership

• Translate account strategy into disciplined execution through clear priorities, governance, account reviews, KPI visibility, escalation pathways, and follow-through.
• Go to Gemba, use data and customer insight, surface problems early, and apply root-cause thinking to remove obstacles and improve forecasting, coordination, delivery, service, and lifecycle support.

Talent System Leadership

• Create clarity of ownership across the account team, connect work to customer and enterprise priorities, and strengthen shared accountability.
• Develop talent through coaching, feedback, continuous learning, and a growth mindset while building the collaborative capability needed to navigate change, remove silos, and deliver account outcomes across functions and geographies.

KNOWLEDGE & EXPERIENCE

Required

• Leadership experience in strategic account, global account, or enterprise customer-facing roles.
• Experience engaging senior customer stakeholders and shaping long-term account strategy.
• Experience coordinating cross-functional teams across commercial, technical, operational, or service environments.
• Demonstrated experience translating customer requirements into internal priorities and observable account outcomes.
• Knowledge of demand forecasting inputs, pipeline visibility, basis-of-design influence, escalation management, KPI visibility, cross-functional governance, and financial and operational drivers tied to growth, margin, delivery, and customer advocacy.

Preferred Qualifications

• Experience supporting hyperscaler, large strategic account, or mission-critical infrastructure customers.
• Experience influencing product roadmaps, solution direction, or structured voice-of-customer processes.
• Experience operating in a complex matrix organization with shared resources and indirect authority.
• Knowledge of commercial, technical, service, and lifecycle dependencies within large-account environments.
• Advanced education in business, engineering, operations, or a related discipline.

SUCCESS MEASURES

12-Month Expectations for Success (Role Scorecard - Year 1)

• Establish a clear hyperscaler account strategy, executive engagement model, stakeholder map, and governance cadence aligned to documented priorities and decision paths.
• Create an integrated account plan and performance baseline with credible visibility to pipeline, forecast, demand, capacity, delivery commitments, and material risks.
• Launch a prioritized customer insight and innovation agenda that connects evolving requirements to accountable portfolio, product, engineering, and commercial partners.
• Implement a cross-functional operating rhythm that improves ownership, escalation, follow-through, and visibility across delivery, service, quality, and customer commitments.
• Build a culture of shared accountability through clear ownership, transparent communication, coaching, feedback, and alignment to common account outcomes.

24-Month Expectations for Success (Role Scorecard - Year 2)

• Sustain a trusted executive partnership with stronger strategic access, shared forward priorities, and consistent alignment on future customer requirements.
• Demonstrate sustained commercial momentum and stronger account decision quality through improved demand visibility, coordinated resource choices, and disciplined follow-through.
• Establish a repeatable customer insight and co-innovation loop that advances scalable solution direction and strengthens Johnson Controls' strategic relevance.
• Achieve more consistent global execution with fewer recurring barriers, stronger lifecycle coordination, and demonstrable improvement in customer responsiveness and delivery reliability.
• Sustain a collaborative account leadership system with clear ownership, stronger cross-functional capability, continuous learning, and consistent follow-through on customer and commercial commitments.

Hiring Salary Range: $253,000 - $396,000 (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. 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