Now Hiring - Solutions Sales Director, Smart Buildings in Cypress, CA

Job Details

What you will do

The Solutions Sales Director position is part of our Building Technology & Solutions business with Johnson Controls. Due to our growth, we are adding positions to our team. Work with our top enterprise strategic accounts selling, using a consultative approach, Digital solutions and building relationships with C-Suite. Looking for seasoned sales professionals with proven track record of success in this type of role.

Our digital technology business is growing at a very fast pace. Our teams are outcome-based sellers developing our Open Blue solutions that link building, Information Technology/Business Systems and Specialty systems into a single converged network to achieve our customers’ desired business outcomes. Our digital solutions will reduce our customers’ capital and operating costs and improve the functionality of the building 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 market’s 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

Under general direction, you will conduct solution-based sales of advanced solutions, to strategic major accounts you will work with account managers and selling teams in key verticals to identify, qualify, and close opportunities. Knowledge in software as a service sales, cloud -based products, enterprise software analytics, and use of advanced data analytics/AI. Skills required for the role include consultative selling at the executive level, differentiating offerings from competitors, and understanding complex sales processes. Drives pipeline growth and maturation. Educates the field resources and directly sells solutions. Responsible to use evaluation criteria account opportunities to improve efficiency and hit rates. Provides input & feedback into future offering development & refinement. Identifies tangible outcomes through use cases to improve value proposition (i.e. savings achievement from previous wins, customer ROI) for target verticals. Works with the Advanced Solutions Digital development team to drive customer satisfaction and future offering refinement.

Responsibilities

• Directly responsible for exceeding sales plans on a monthly, quarterly, and yearly basis for Advanced Solutions Digital offerings.
• Provides accurate and timely monthly forecast and tracked using approved systems.
• Develops and presents your monthly business review of KPIs for your assign areas of responsibility.
• Teams with local market sales teams to uncover customer needs, provide additional value, and align Advanced Solutions offerings to pain points for assigned accounts. Actively looks for enhancement, upgrade and white-space opportunities to improve sales and account wallet share.
• Responsible for providing business and technical expertise to qualify opportunities and position Advanced Solutions Digital offerings with our customers. Comfortable working with and understanding needs of multiple departments and levels within the customer’s organization.
• Participates in strategic account reviews for your assigned areas and channels to pinpoint solution opportunities.
• Position may expand to include maintaining a working knowledge of industry trends in Data Science, Data Analytics, IoT, Enterprise Software Integration, and Software as a Service business models.
• Brings Digital Solutions subject matter experts into opportunities, as necessary, to demonstrate solution with customers.
• Provides input & feedback into current and future advanced solutions offering development & refinement, including voice of customer and voice of BSNA organization. Identification of new solution for unmet customer needs by working with BWSI Ecosystem Team and partners to fulfill customer requirements when our Global Products team is not able to address defined needs
• Actively participates in industry professional groups and speaking engagements.

What we look for

• Bachelor’s degree, Master’s preferred.
• Prefer 10 years plus of demonstrated success in enterprise B2B software sales, data analytics, IT or other technology solutions sales.
• Demonstrated consultative selling skills and ability to connect innovative solutions to customer needs.
• 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 US, approximately 25%.

Johnson 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.