Senior Sales Manager, Digital Solutions

What you will do:

The Senior Manager Digital Solution Sales is part of the Digital Solutions commercial team within Johnson Controls Building Technologies & Solutions business. This team sits at the center of JCIs fast-growing digital smart building strategy delivering innovative solutions across the building ecosystem. Our value-based sales organization leverages JCIs OpenBlue suite of digital solutions linking building operational technology (OT) with IT and business systems on a converged platform to achieve impactful outcomes for customers. These outcomes include reducing operating costs improving building performance and advancing sustainability and occupant experience goals.

In this role covering the East Asia region and large deal pursuit you will focus on driving the growth and expansion of JCIs digital solutions footprint across key markets. You will engage directly with enterprise customers and channel partners while collaborating with local JCI branch teams to identify propose sell and deliver smart building projects. Your mission is to translate Johnson Controls global OpenBlue strategy into local market success helping clients modernize their buildings with next-generation capabilities in new construction retrofit and technology upgrade projects. As a Large Deal Pursuit Leader you would drive the strategy pursuit and closure of highvalue multiyear enterprise deals. This leader operates at the intersection of executive relationshipbuilding commercial innovation and crossfunctional applying consultative outcome-based selling you will help customers achieve their digital transformation goals (e.g. energy efficiency decarbonization asset performance occupant comfort) through Johnson Controls cutting-edge solutions.

How you will do it:

You will stay current on the latest features and capabilities of Johnson Controls OpenBlue digital solutions to conduct effective value-based selling. Under general direction you will strategically qualify high-potential opportunities and drive them to closure. This role is accountable for building a robust digital pipeline and delivering on defined sales targets by efficiently progressing opportunities through the sales cycle directly or with partners.

On a daily basis you will work closely with internal solution architects engineering and delivery teams to craft proposals that meet customer requirements reviewing pricing and ensuring proposed scopes align with customers desired outcomes. You will maintain accurate opportunity information in the CRM and participate in regular sales cadence reviews to provide forecast visibility. Leveraging cross-functional support you will deliver compelling presentations and demos tailored to each client showcasing the value of JCIs OpenBlue offerings and latest innovations. By orchestrating resources and following a disciplined sales process you will progress deals from initial discovery and solution development to negotiation and closing ensuring a smooth handover to delivery teams for execution.

Success requires creativity entrepreneurial drive and a start-up mindsetdeveloping innovative solutions for the market while operating within a multinational environment.
Candidates should possess strong knowledge of IoT AI and IT as core competencies with familiarity in BMS and/or HVAC as a secondary advantage.

Key Responsibilities

• Achieve Digital Solutions sales targets (monthly quarterly annual) for the assigned territory.
• Build and deepen executivelevel relationshipsacross customer organizations including Csuite and boardlevel stakeholders.
• Deeply understand customer pain points and target personas; effectively influence multiple stakeholders within a customers organization to build consensus.
• Drive competitive positioningthrough insights storytelling and strategic influence.
• Provide business and technical expertise to qualify digital solution opportunities and maintain a consistent high-quality pipeline with sufficient coverage and high forecast accuracy.
• Collaborate with internal teams (e.g. local branch sales solution architects product experts) to identify and pursue high-potential opportunities increasing OpenBlue solution adoption and share-of-wallet in strategic accounts.
• Execute business development activities including high-level sales presentations attendance at industry events and networking to generate demand and expand market opportunities for digital solutions.
• Identify opportunities customer pain points and target perona(s) and align high value impact scenarios aligned to product / solution capability. Develop and align value propositions with customer requirements.
• Effectively manage the sales pipeline from lead generation through deal close with proper qualification stakeholder mapping and risk mitigation at each stage.
• Own lifecycle customer relationship including guidance and support to existing customers to drive customer satisfaction retention and loyalty through value realization of deployed solutions
• Own commercial processes including bid management and deals desk. Manage pricing strategies and approvals that maintain margin targets.
• Champion governance processesto ensure compliance quality and deal viability. Lead drive and support legal activities.
• Negotiate and close deals structuring agreements that meet customer needs while adhering to Johnson Controls policies and profitability targets.
• Work with marketing teams to execute digital marketing campaigns and follow up on leads ensuring effective lead-to-opportunity conversion.
• Maintain working knowledge of industry and technology trends such as IoT AI and Software as a Service business models and sustainability.
• Provide customer signal and feedback to inform Digital Solution development and roadmap prioritization.
• Actively participate in industry professional groups and speaking engagements.

What we look for:

• Bachelors degree Masters preferred.
• 10 years of experience in enterprise solution sales (preferably in digital solutions IoT/OT or software/SaaS) with a strong track record of meeting or exceeding revenue targets
• Strong executive presencewith the ability to influence senior decisionmakers.
• Sales & Account Skills: Demonstrated success in value-based solution selling and account management including opportunity qualification account planning stakeholder engagement and partner/channel management. Able to connect innovative solutions to customers business priorities and pain points and to develop C-level relationships.
• Collaboration: Experienced in orchestrating and leading cross-functional teams to develop and close deals through influence (matrix selling environment).
• Technical Acumen: Solid understanding of IoT architectures smart building systems and cloud/edge computing technologies. Ability to quickly learn new digital solution features and explain technical concepts to non-technical stakeholders. Knowledge of controls (BMS) and/or HVAC is a plus.
• Business Acumen: Strong business case development and consultative selling skills; excellent communication and presentation abilities. Innovative and analytical mindset with the ability to articulate ROI and value propositions clearly.
• Advanced deal orchestration skillsacross multidisciplinary teams.
• Ability to navigate ambiguityand drive clarity in highstakes environments.
• Organizational Experience: Experience working in a large matrixed organization is preferred demonstrating an ability to navigate complex internal structures. Entrepreneurial mindset with start-up mentality even within a multinational corporation.
• Familiarity with complex contracting modelssuch as managed services consumptionbased pricing or outcomebased agreements.
• Personal Attributes: Adaptive agile and curious with a continuous learning mindset. Self-motivated and able to work independently while also being a team player.
• Experience with partner ecosystemsand coselling motions.
• Mobility: Willingness to travel across the region as required to meet clients and support projects (approximately 30-50% of the time).
• Fluent in English

What we offer:

• Competitive salary
• Paid vacation/holidays/sick time
• Comprehensive benefits package
• On the job/cross training opportunities
• Encouraging and collaborative team environment
• Dedication to safety through our Zero Harm policy