Job Details

Johnson Controls (JCI) launched OpenBlue in 2020 to reposition our solutions, and extend our lead in the smart, sustainable, and connected buildings space. JCI has created a new digital services and solutions portfolio, internal and external partnerships, and associated Go-To-Market models and motions to enable the outcomes our customers want, and the commercial success that JCI expects.

What you will do

You will be responsible for enabling and supporting our global regions’ (APAC, NA, EMEALA) commercial teams so that they can effectively develop sales pipelines and convert opportunities to secured orders for our Healthy Buildings, Energy and Connected Services offerings. This will include deal support, pricing leadership, contract negotiation to the market, and partnering with our core product teams on cross sell and up sell motions. An equally important job function will be providing market-back and customer-back input to our product management and development teams so that our solution roadmaps maintain and extend JCI’s leadership position.

Internal partnerships will be required with organizations that include Customer Success, Product Management, Pricing, Sales, Legal, and Engineering.

How you will do it

• Sales Execution-Discover – identify customer pain points, unmet needs and relevant use-cases based on customer opportunities.

• Sales Execution-Solution – align and test value proposition (digital or enabled-by-digital) to customer needs.

• Sales Execution-Close – define roadmap with milestones, next steps, and timeline with commercial and customer success teams.

• Solution Council – gather feedback from voice of sales, voice of customer (VOC) and give feedback to voice of product for agile road map creation and subsequent market adoption.

• Support sellers during the sales process by providing specifics around solution/product offerings, application engineering and customer outcomes.

• Continuous identification of new product use cases and supporting how JCI Digital Solutions can develop new technology and solutions to help customers solve new use cases, with a focus on key identified Enterprise accounts for growth.

• Drive commercial solution proposal template and refresh it as the solution/product features are enhanced.

• Manage and maintain onboarding customers, co-create, and conduct training programs.

• Design commercial opportunities and specifications with customers and with market-back mindset to shape functional requirements and associated architecture.

• Comply with JCI’s business practices, standards, and lead by example with high integrity.

• Coordinate with the COE (Center of Excellence) and commercial sales teams, to provide support to regional sellers.

What we look for
Required:

• Bachelor’s Degree with a Business or Engineering focus

• Minimum 5-10 years of consultative solution selling with strong technical aptitude

• Experience in at least one of the following technologies: Building Management System (BMS), Cloud Computing, IoT, SaaS or PaaS

• Able to build strong relationships with Senior business and technology leaders within JCI and with customers

• Must be able to effectively tie technology and business objectives to create demand, foster adoption of new solutions, and close deals

• Strong EQ and advanced communications skills to negotiate solutions and resolve issues with peers, partners, and customers

• Excellent people skills, a one-team mindset, and a customer-focused mindset are all essential for this role

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 and commission / bonus plan

• Paid vacation/holidays/sick time - 15 days of vacation first year

• Comprehensive benefits package including 401K, medical, dental, and vision care - Available day one

• Encouraging and collaborative team environment

• Dedication to safety through our Zero Harm policy

• JCI Employee discount programs (The Loop by Perk Spot)

• Check us out - Day in the Life of the Building of the Future

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