Digital Solutions Sales Director

What you will do
The Digital Solutions Sales Executive (virtual/remote) is part of the commercial digital solutions team within JCIs Building Technology & Solutions business. This team is at the center of JCIs fast growing digital IoT smart building strategy delivering solutions across the building ecosystem.

Our teams are value-based sellers of JCIs OpenBlue solutions that link building Information Technology Business Systems and Specialty systems into a single converged platform to achieve our customers desired business outcomes. JCIs digital solutions reduce customers capital and operating costs and improve building functionality by providing an intelligent communications network to exchange data automate actions and provide critical information required to optimize systems and people performance throughout the life cycle of the building.

The digital solutions team provides the missing technology solution piece and supports the local markets channel efforts to identify propose sell and deliver new construction prime retrofit and technology refresh scopes of work. We help sales deliver Internet of Things (IoT) outcomes through systems integration design-assist and converged technology solutions producing smarter buildings.

How you will do it
You will conduct value-based sales of advanced solutions to key accounts and deliver lighthouse smart building projects that influence industries. This role is accountable to digital pipeline growth and delivering digital sales targets by effectively and efficiently qualifying high-potential opportunities and progressing to closure in partnership with account managers and selling teams in key verticals by identifying high-impact customer use case/scenarios for target verticals. Skills required for the role include consultative selling at the executive level differentiating offerings from competitors and understanding complex sales processes. This role provides customer signal back to the product teams to inform future development and incorporates knowledge in software as a service sale cloud -based products enterprise software analytics and use of advanced data analytics/AI.

• Directly responsible for exceeding Digital Solutions sales targets on a monthly quarterly and yearly basis

• Provide business and technical expertise to qualify Digital Solution opportunities and maintain a consistent high-quality pipeline with sufficient coverage and high forecast accuracy. Understand customer pain points and target persona(s) and align high value impact scenarios.

• Effectively understand needs and influence multiple departments and levels within a customers organization.

• Collaborate with regional sales teams to identify and target high-potential opportunities to increase sales and total account wallet share in strategic accounts with Digital Solutions aligned to customer priorities. Develop and maintain Digital Solution strategy as part of strategic Account Plans that details priorities personas progress and blockers.

• Develop and present monthly business insights into KPIs; share insights and trends on market conditions customer adoption.

• Maintain working knowledge of industry and technology trends such as IoT AI and Software as a Service business models and sustainability.

• Effectively manage a sales pipeline in CRM with proper qualification and relationship mapping developing opportunities from demand creation to close of business.

• Provide customer signal and feedback to inform Digital Solution development and roadmap prioritization. Identify new solution for unmet customer needs by working across teams and partners to fulfill customer requirements when JCIs Global Products team is not able to address defined needs.

• Actively participate in industry professional groups and speaking engagements.

What you will need
Required

• Bachelors degree Masters preferred

• Enterprise solution sales 6 years of demonstrated success in enterprise value-based solution and software sales meeting revenue targets.

• Experienced in Account Management including planning opportunity qualification and creation stakeholder communication partner engagement and sales excellence practices including opportunity and pipeline management and close planning.

• Demonstrated consultative value-based solution selling skills and ability to connect innovative solutions to customer priorities.

• Experience with Building Management Systems and/or commercial HVAC including integration and sales. Familiar with industry standards and protocols (e.g. BACnet Modbus LON) and able to communicate technical solutions to both technical and business audiences.

• Technical Acumen understanding of Internet of Things architecture edge and cloud technologies.

• Strong business acumen demonstrated including business case development strong rhetorical skills natural teaming and collaboration skills achievement oriented and highly savvy in technology and digital information.

• Candidate should be adaptive agile and demonstrate curiosity and willingness to learn.

• Experience working in a large corporation matrixed organization.

• Willing to travel as needed within the designated territory.

HIRING SALARY RANGE: $106000 - 146000 (Salary to be determined by the education experienceknowledge skills and abilities of the applicant internal equity location and alignment with market data.) Thisrole also offers a competitive Sales Incentive Plan that will take into account project quarterly and annualmargin. This position includes a competitive benefits package. For details please visit the About Us tab on theJohnson Controls Careers site at Controls International plc. is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race color religion sex national origin age protected veteran status genetic information sexual orientation gender identity status as a qualified individual with a disability or any other characteristic protected by law. To view more information about your equal opportunity and non-discrimination rights as a candidate visit EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process please visit here.