Digital Solutions Sales Director
Johnson Controls
full-time
Posted on:
Location Type: Remote
Location: Remote • Illinois, Montana, Wisconsin • 🇺🇸 United States
Visit company websiteSalary
💰 $106,000 - $146,000 per year
Job Level
Lead
Tech Stack
CloudIoT
About the role
- Conduct value-based sales of advanced solutions to key accounts
- Deliver lighthouse smart building projects that influence industries
- Accountable to digital pipeline growth and delivering digital sales targets by effectively qualifying high-potential opportunities and progressing to closure in partnership with account managers and selling teams
- Identify high-impact customer use case/scenarios for target verticals
- 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
- Collaborate with regional sales teams to identify and target high-potential opportunities to increase sales and total account wallet share
- Develop and maintain Digital Solution strategy as part of strategic Account Plans
- 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
Requirements
- Bachelor’s degree, Master's preferred
- 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
Benefits
- competitive benefits package
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
value-based salessolution sellingaccount managementopportunity qualificationsales pipeline managementBuilding Management Systemscommercial HVACInternet of Things architectureedge technologiescloud technologies
Soft skills
consultative sellingstakeholder communicationpartner engagementcollaborationbusiness acumenrhetorical skillsadaptabilityagilitycuriosityachievement orientation
Certifications
Bachelor's degreeMaster's degree