Technical Account Manager (TAM) – Data Centre Thermal Solutions

The TAM 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.

Key Responsibilities

- 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
- 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
- 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
- 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
- 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
- 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
- Align engineering, product, supply chain, and delivery teams
- Support seamless handover ensuring clarity on thermal system design and performance expectations
- 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

What we are looking for

- 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
- Solid 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

We welcome applications from all backgrounds. We are an equal opportunity employer.

#J-18808-Ljbffr

📌 Technical Sales Associate – Scientific Instruments (Melbourne)
🏢 HOBAN Recruitment
📍 Melbourne