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Job Details

What you will do

OpenBlue is a complete suite of connected solutions that delivers impactful sustainability, new occupant experiences, and respectful safety and security that combines our 137 years of building expertise with innovative technology. The OpenBlue suite is part of the new Digital Solutions (DS) business at Johnson Controls (JCI).

Johnson Controls’ “Digital Solutions” focus on connecting systems, gathering data from building sensors and other relevant data streams, and generating operational efficiency, savings, and a converged occupant experience for our customers. Our solutions are based on a flexible, open, and scalable cloud-based digital platform that can help customers to realize its vision in data transformation. The Platform solves the challenge of integrating Operational Technology (OT) and Information Technology (IT).

We are looking for an experienced Regional Sales Manager to manage the Sales support of our OpenBlue Digital software in North America. You will act as the liaison between internal and external customers and our digital solutions management teams. As a key member of digital solutions business development organization, you will be responsible for the growth and continued adoption of the Digital Solutions software. In this role you will have an emphasis on sales support, voice of the internal and external customers, and become a key partner to the North America Sales team with dotted line reporting to the Regional Vice President of Digital Sales.

How you will do it

Support and guide the growth of JCI digital business in the North America Region.  Help build and manage content and supporting materials to enable self-sustaining regional sellers.  Support the sellers during the sales process by providing specifics around solutions / product/offering, commercial strategies and how it enables customer outcomes.  Drive new and existing sales campaigns throughout the region.  Achieve sales targets on a quarterly and annual basis.

• Deliver sales growth through Digital Solutions in the Region on a year over year basis.




• Develop the Region’s ability to qualify and execute on opportunities.




• Sales Execution- Actively review and manage opportunities through pipeline and forecast reviews with Region and broader OneJCI team.




• Manage opportunities through the complete sales process with specific regional accounts as assigned by the Regional Vice President of Digital Sales.




• Actively train and teach digital sellers how to develop effective sales strategies for SaaS.




• Guide and participate in working sessions with DCOE, Customer Success and Region operations to improve and maintain presales process.




• Work with training to support Region needs and develop improved tools to enable digital sellers.




• Solution Council- Take feedback from voice of sales, voice of customers and give feedback to voice of product for agile road map and market adoption.




• Design deals going through specifications and customer requirements to meet functional requirements along with architecture including DDRB review sessions.




• Build the pipeline and meet the target numbers for digital solution offerings within planned Region goals.




• Organize where needed, support to sales and marketing in finding technological solutions to customers’ needs.




• Ensure objectives of the company, policies and quality system are implemented, understood and maintained at all levels.




• Ensure actions follow legal & ethical standards to highest level of probity.




• Participate in sessions with clients including ideation and proof of concept.




• Creating presentations and presenting to the customer and JCI key partners.




• Coordination with GCOE (Global Centre of Excellence) team to provide support to regional sellers.

What we look for

Required

• Degree in an Engineering Field  




• 5-10 years of selling and technical experience




• 5+ years consultative solution selling with strong IT proficiency and background in minimum one of the following technologies: Building Management System (BMS) Big Data, Cloud computing, IoT, SaaS, PaaS




• Highly motivated business development — demonstrated ability to build strong relationships with senior business/technology managers and C-suite decision makers 




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




• Ability to work with internal JCI business units to created integrated solutions that address complex client and technological challenges




• Advanced communications skills to negotiate solutions and resolve issues with peers, partners and customers 

Preferred

• Master’s in business management - helpful

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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.