Sr Director, Partnership Programs

Johnson Controls • Glendale, CA

1d

About The Position

Johnson Controls Data Center Solutions is seeking an accomplished Sr. Director of Strategic Partnerships to shape, scale, and elevate our partnership ecosystem in one of the fastest‑growing technology markets. In this highly visible role, you will architect partnership strategies that unlock new revenue streams, expand our market footprint, and position Johnson Controls as the partner of choice for data center cooling and critical infrastructure solutions. This is an opportunity for a seasoned leader who thrives at the intersection of strategy, innovation, and relationship building. You bring deep domain expertise in data center or adjacent technical environments, proven success cultivating executive relationships, and a track record of driving significant growth through partners. What You'll Do: Partnership Strategy & Program Development Develop and execute a forward-looking partnership strategy that aligns with corporate growth priorities and our data center product roadmap. Identify, evaluate, and prioritize opportunities across the full ecosystem—colocation providers, hyperscalers, OEMs, software vendors, integrators, and channel partners. Build scalable, modern partner program frameworks including tiering, incentives, co-investment models, and joint GTM motions. Craft differentiated value propositions that clearly articulate why partners win with Johnson Controls. Executive Relationship Management & Business Development Establish and maintain trusted relationships with C-suite and senior leaders across the partner landscape. Lead complex negotiations for strategic alliances, joint ventures, and long-term growth agreements. Serve as executive sponsor for high-impact partners, ensuring shared accountability and measurable outcomes. Represent Johnson Controls at industry events and executive forums to strengthen brand visibility and expand our influence. Program Operations & Performance Management Create the governance, operating rhythms, and cross-functional alignment needed to support a world-class partnership ecosystem. Define and track KPIs across revenue impact, pipeline creation, velocity, and partner satisfaction. Build, lead, and mentor a high-performing partnerships organization. Partner closely with Sales, Marketing, Product, and Customer Success to ensure seamless partner integration and joint execution. Market & Ecosystem Intelligence Stay ahead of emerging trends including shifts in infrastructure design, sustainability, cooling innovation, AI/ML workload demands, and regulatory dynamics. Monitor competitor partnership strategies and identify areas for differentiation. Translate partner and market insights into actionable recommendations for Product and Engineering.

Requirements

• 10+ years of experience in strategic partnerships, alliances, business development, or channel leadership, with 5+ years leading teams or major programs.
• Proven success building and scaling partner programs that directly drive revenue and market expansion.
• Deep experience within the data center ecosystem including infra providers, cloud platforms, networking, power, cooling, or related fields.
• Strong track record negotiating complex, high-value partnerships with large enterprise or Fortune 500 organizations.
• Outstanding executive presence, communication skills, and the ability to influence senior stakeholders.
• Strong strategic mindset with experience developing business cases, financial models, and ROI frameworks.
• Expertise in modern go-to-market motions, channel economics, and partner enablement.
• Highly collaborative and effective in matrixed environments.
• Results-driven with a bias for action and a history of outperforming growth targets.
• Bachelor’s degree required.

Nice To Haves

• Experience working with hyperscalers (AWS, Azure, Google Cloud) and their partnership models.
• Background in emerging data center technologies: liquid cooling, sustainable infrastructure, AI-optimized compute.
• Global partnership experience and familiarity with international data center markets.
• Existing industry relationships and strong ecosystem credibility.
• MBA or advanced degree preferred.

Responsibilities

• Develop and execute a forward-looking partnership strategy that aligns with corporate growth priorities and our data center product roadmap.
• Identify, evaluate, and prioritize opportunities across the full ecosystem—colocation providers, hyperscalers, OEMs, software vendors, integrators, and channel partners.
• Build scalable, modern partner program frameworks including tiering, incentives, co-investment models, and joint GTM motions.
• Craft differentiated value propositions that clearly articulate why partners win with Johnson Controls.
• Establish and maintain trusted relationships with C-suite and senior leaders across the partner landscape.
• Lead complex negotiations for strategic alliances, joint ventures, and long-term growth agreements.
• Serve as executive sponsor for high-impact partners, ensuring shared accountability and measurable outcomes.
• Represent Johnson Controls at industry events and executive forums to strengthen brand visibility and expand our influence.
• Create the governance, operating rhythms, and cross-functional alignment needed to support a world-class partnership ecosystem.
• Define and track KPIs across revenue impact, pipeline creation, velocity, and partner satisfaction.
• Build, lead, and mentor a high-performing partnerships organization.
• Partner closely with Sales, Marketing, Product, and Customer Success to ensure seamless partner integration and joint execution.
• Stay ahead of emerging trends including shifts in infrastructure design, sustainability, cooling innovation, AI/ML workload demands, and regulatory dynamics.
• Monitor competitor partnership strategies and identify areas for differentiation.
• Translate partner and market insights into actionable recommendations for Product and Engineering.

Benefits

• This role offers a competitive Bonus plan that will take into account individual, group, and corporate performance.
• This position includes a competitive benefits package.

What This Job Offers

• Job Type: Full-time
• Career Level: Director