Digital Services Business Development Manager

Johnson Controls Boca Raton, Florida
digital digital services business development manager sales solution digital management engineering sales execution lead buildings partnerships
November 30, 2022
Johnson Controls
Boca Raton, Florida
FULL_TIME

Job Details

What you will do

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.

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

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.


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