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The Business Development Director will lead Johnson Controls’ engagement with MEP consultancies across EMEA. Responsibilities include developing strategic engagement plans, building relationships with technical stakeholders, influencing data center specifications, leading technical workshops, identifying growth opportunities, monitoring markets and competitors, representing the company at industry events, collaborating cross-functionally, and managing CRM pipelines, forecasting, and strategic accounts.
Johnson Controls is a global leader in smart, healthy, and sustainable buildings. Through our Data Centres Solutions (DCS) business, we support hyperscale, colocation, enterprise, and AI-driven data centre customers with integrated infrastructure solutions that enhance reliability, efficiency, scalability, and sustainability. As investment in digital infrastructure accelerates across EMEA, we are strengthening our engagement with the MEP consulting community that influences the design, specification, and delivery of next-generation data centresRole OverviewThe Business Development Director - MEP Consultants will develop and lead Johnson Controls' engagement strategy with leading MEP consultancies and engineering firms across EMEA. This role is responsible for building strategic relationships, influencing project specifications, and positioning Johnson Controls as a preferred partner for integrated data centre solutions.Success will come from engaging consultants early in the project lifecycle and converting specification influence into long-term growth opportunities.What you will do
- Develop and execute a strategic engagement plan for leading MEP consultancies across EMEA.
- Build relationships with Mechanical Directors, Electrical Directors, Data Center Practice Leaders, Technical Directors, Design Engineers, and Sustainability Leads.
- Influence project specifications, standards, and technology selection during the design and planning phases.
- Position Johnson Controls' Data Center Solutions portfolio, including cooling, controls, building automation, fire protection, security, and digital solutions.
- Lead technical workshops, design reviews, and educational sessions to strengthen consultant engagement.
- Identify opportunities across hyperscale, colocation, enterprise, and AI-focused data center developments.
- Monitor market trends, emerging technologies, and competitor activity to identify growth opportunities.
- Represent Johnson Controls at industry events, conferences, and professional forums.
- Partner with Sales, Engineering, Product Management, and Operations teams to support strategic pursuits and customer opportunities.
- Maintain an accurate pipeline, CRM records, and forecasting process.
- Build trusted advisor relationships with key consulting partners.
- Engage early in project development to influence design decisions and specifications.
- Use market intelligence and customer feedback to shape strategy and drive growth.
- Collaborate across functions to deliver integrated solutions and exceptional customer outcomes.
- Maintain strong commercial discipline through effective pipeline and account management.
- Bachelor's degree in Engineering, Building Services, Business, or a related field.
- 10+ years' experience in business development, technical sales, consulting engineering, account management, or data center infrastructure.
- Strong understanding of data center design, MEP consultancy environments, and specification-selling.
- Proven ability to influence technical stakeholders and develop strategic relationships.
- Excellent communication, presentation, and commercial skills.
- Ability to work across EMEA and travel as required.
- Established network within leading MEP consultancies serving the data center industry.
- Experience within hyperscale, colocation, enterprise, or AI data center environments.
- Knowledge of cooling, controls, building automation, fire, security, or broader mission-critical infrastructure solutions.
- Understanding of sustainability, energy efficiency, and operational resilience strategies.
What you need to know about the Bristol Tech Scene
Along with Gloucester, Swindon and Bath, Bristol is part of the "Silicon Gorge" tech hub, a region in the U.K. renowned for its high-tech and research-driven industries, with a particular emphasis on sustainability and reducing environmental impact. As the European Green Capital, Bristol is home to 25,000 cleantech companies, including Baker Hughes and unicorn Ovo Energy. The city has committed to achieving net-zero emissions within the next decade.
