Principal Technical Sales Trainer - HVAC

Job Description

Are you an expert in HVAC technical sales or sales management and ready for something a little different? Would you enjoy passing your knowledge along to the next generation of talent? This role may be for you!  

Build your best future with the Johnson Controls team

As a global leader in smart, healthy and sustainable buildings, our mission is to reimagine the performance of buildings to serve people, places and the planet.  Join a winning team that enables you to build your best future! Our teams are uniquely positioned to support a multitude of industries across the globe. You will have the opportunity to develop yourself through meaningful work projects and learning opportunities. We strive to provide our employees with an experience focused on supporting their physical, financial, and emotional wellbeing. Become a member of the Johnson Controls family and thrive in an empowering company culture where your voice and ideas will be heard – your next great opportunity is just a few clicks away!  

What we offer:

• Competitive salary  
• Paid vacation/holidays/sick time  
• Comprehensive benefits package including 401K, medical, dental, and vision care  
• On the job/cross training opportunities  
• Encouraging and collaborative team environment  
• Dedication to safety through our Zero Harm policy  

What will you do:  

We’re looking for a  Principal Technical Sales Trainer – Sales Learning – HVAC who is a recognized technical sales expert and can teach what “great” looks like - not just explain it. This role is designed for a late-career frontline seller or sales leader with deep HVAC domain expertise and advanced sales strategy experience who brings credibility, judgment, and real-world perspective to advanced seller enablement. 

The Principal Technical Sales Trainer leads the delivery of highly sophisticated, domain-specific technical and sales strategy training aligned to the needs of Johnson Controls sellers operating in complex, high-value selling environments. This role is distinguished by the criticality and depth of the training delivered, requiring both deep technical mastery and extensive frontline selling experience. Working closely with Sales Leadership, Product SMEs, and Learning & Development, the Principal Technical Sales Trainer elevates seller readiness for complex solutions, supports strategic selling motions, and serves as a trusted internal SME to ensure field-facing programs reflect real-world selling conditions and technical rigor. 

How will you do it:  

• Deliver advanced, high-stakes sales training within a defined the HVAC technical domain 
• Facilitate sales learning experiences that require judgment, nuance, and lived domain expertise, including complex solution positioning, technical trade-offs, and executive-level customer engagement. 
• Model “what great looks like” through real deal examples, field-tested scenarios, and advanced role-based simulations. 
• Translate HVAC domain-specific sales strategies, product positioning, and solution differentiation into field-ready enablement. 
• Partner with Sales and Product leaders to align training with evolving market dynamics, customer expectations, and competitive pressures. 
• Enable sellers to balance technical depth with commercial outcomes, improving confidence and credibility in complex sales motions. 
• Serve as a recognized internal SME for the assigned domain, supporting: Advanced curriculum design, scenario realism, technical accuracy and field applicability  
• Provide expert input and quality review for programs developed by the Sales Learning team. 
• Mentor and upskill other facilitators and partners on advanced domain-specific content and delivery techniques. 
• Maintain strong relationships with field sellers and leaders to stay current on: Emerging deal challenges, technical objections and capability gaps 
• Use field insight to continuously refine training delivery and inform broader learning priorities. 
• Collaborate closely with L&D peers to strengthen the overall quality, credibility, and impact of the Sales Learning ecosystem. 
• Contribute to a culture of excellence, realism, and field-driven learning. 

What we are looking for:  

• 15+ years of frontline experience in technical sales, solutions selling, sales leadership, or sales engineering within a defined domain (e.g., HVAC, Fire, Security, Controls, SaaS). 
• Bachelor’s degree in business, Engineering, or related field; master’s preferred. 
• Demonstrated success selling or supporting complex, consultative, and technically differentiated solutions. 
• Experience influencing or enabling sales strategy, not only executing transactional sales. 
• Deep technical mastery in the HVAC domain and the ability to translate complex concepts into practical selling behavior. 
• Strong consultative selling and executive-level communication skills. 
• Recognized credibility with field sellers, leaders, and SMEs. 
• Proven ability to facilitate advanced adult learning experiences for experienced sellers. 
• Strong case-based, scenario-driven, and coaching-oriented facilitation style. 
• Strong stakeholder partnership, business acumen, and comfort operating in ambiguity. 
• Collaborative mindset and commitment to continuous improvement. 
• Travel as required to support high-impact, in-person delivery for the domain. (Up to 45% travel) 

NOTE: This is a remote position with preference on being in EST/CST time zone. Candidates must reside within the United States.

HIRING SALARY RANGE: $105,000 - $160,000 (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  

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