Director Digital Sales

Build your best future with the Johnson Controls team

As a global leader in smart, healthy and sustainable buildings, our mission is to reimagine the performance of buildings to serve people, places and the planet. Join a winning team that enables you to build your best future! Our teams are uniquely positioned to support a multitude of industries across the globe. You will have the opportunity to develop yourself through meaningful work projects and learning opportunities. We strive to provide our employees with an experience, focused on supporting their physical, financial, and emotional wellbeing. Become a member of the Johnson Controls family and thrive in an empowering company culture where your voice and ideas will be heard - your next great opportunity is just a few clicks away!

What we offer

Competitive salary and bonus

Paid vacation/holidays/sick time - 15 days of vacation first year

Comprehensive benefits package including 401K, medical, dental, and vision care - Available day one

Extensive product and on the job/cross training opportunities with outstanding resources

Encouraging and collaborative team environment

Dedication to safety through our Zero Harm policy

JCI Employee discount programs (The Loop by Perk Spot)

This is a U.S. Based remote position

What you will do

The Digital Sales Director leads the commercial digital solutions team of specialist sellers within Johnson Controls (JCI) North America and is accountable to deliver JCI's digital solutions portfolio growth, in collaboration with the regions/markets. This team is at the center of JCI's fast growing digital IoT smart building strategy delivering solutions across the building ecosystem.

How you will do it

Chartered to lead the overall P&L of JCI Digital Solutions business in NA regions/markets (JCI's platform, software and AI business), closely collaborating with the branches and their leaders.

Responsible also to grow JCI's Open Blue Platform Solution business, that creates self-conscious, self-healing and occupant-driven building and unlocks new possibilities of how enterprises discover new insights, find efficiencies, and create other sources of value and sustainability / customers' journey to net zero.

Responsible for delivering annual Open Blue Operating Plan for Secured Volume and Margin, as well as delivering on targeted TCV (Total Contract Value).

Partner with Business Development (GTM: Go-To-Market) on executing regional Go-to-Market strategy for OpenBlue.

Leader of the Digital Sales team (in NA regions/markets) of high performing Digital Sales Specialists and partnering with Solution Engineering team to deliver customer value; operationally responsible for building and maintaining a healthy Digital pipeline and accelerating digital sales cycles, increasing average deal size and raising close rates.

Work with regional digital partner lead across partner types (SI, consultancy, etc.) to accelerate platform value and scale.

Integrator of the multi-channel Sales structure needed to deliver Open Blue expectations (with HVAC Owner sellers, SI sellers, Strategic Account reps, and Complex CT Mega-deal reps).

Collaborating with Region field management (RVPs), Customer Success and Global Digital Business Development and Delivery as well as GCOE and key stakeholders, to evangelize the digital solution portfolio across key industries to maintain market share leadership in region and establish a strong recurring revenue base.

Successful execution of this leadership role involves developing and sustaining relationships with Senior Executives with customer C-suites as well as JCI Strategic, Key, and Target customers - developers, building owners, contractors, engineers etc.

Continuously develop and orchestrate an ecosystem of government agencies, research and Higher Ed partners to address innovation in Net Zero and Autonomous, Healthy and Well-Being Buildings space.

Operates in an organization that requires collaboration and active teaming with corporate leadership and staff positions and Local Market/Regional selling organizations to serve customers and maximize results.

Strong collaboration with the Digital Products organization to deliver new offerings and provide the opportunity to test and co-develop new offerings.

Communicates the business' competitive situation and business needs to these internal positions, as well as understands and adapts strategies and practices to drive our business forward. These important two-way internal relationships include:

• Regional/Area Leadership, Digital Products leadership, Domain leaders, and their teams to create and communicate a coordinated strategy, present an integrated approach to customers, and maximize revenues for JCI.
• Corporate management staff (Quality, Financial, HR, Administration, etc.) to take advantage of economies of scale (minimize costs) and share best practices.

PRINCIPLE DUTIES:

Accelerates growth and adoption of the OpenBlue platform and solution portfolio while harnessing solution selling and customer-centric sales techniques to position JCI's offering uniquely in the market.

Increases JCI share across identified channels to establish company leadership and sustain business growth. Develops and executes short- and long-term business plans. Produces accurate forecasts for business and local market financial objectives.

Owns and executes strategic Digital regional plan with acceptable predictability. Instills the same level of ownership within his/her leadership team and all the way down the organization. Able to clearly communicate the digital vision/strategy throughout the organization and drives a culture of Accountability by disciplined and courageous use of performance management.

Manages assets (people, financial and material) in a manner that meets or exceeds profitability goals.

Oversees financial management following the policies and standards of JCI and with a stewardship that creates long-term viability for BSNA.

Acts and manages the business with honesty and integrity, following the highest ethical standards; complies with all local, state, and Federal regulations. Establishes collaborative relationships across the local market business to maximize JCI performance, provides quality customer service, and takes advantage of successful practices used by high performing Local Market teams and Regions.

Builds and leads the sales team and demonstrates business leadership following JCI human resources policies and standards and provides coaching, development, and motivation to bring out the best in each team member and produce future leaders for Johnson Controls.

Enhances the team's ability to secure and retain customers by actively networking with key community business and professional leadership; establishes relationships that enhance the reputation of JCI and Local Market teams; and ensures referrals and bid/proposal requests.

Builds a climate that energizes team members to provide high quality, cost efficient, customer-directed service and exceed performance targets.

Builds and manages a business organization with solid foundations and processes, based on absolute clarity in roles/responsibilities, focus on priorities and work distribution, as well as simplicity and solidity of processes.

Drives an aggressive culture of execution and operational excellence through process rigor and consistent business rhythms and clarity in expectations. Willing to rethink status-quo and bring innovative improvements as an integral part of the business.

Prioritizes talent management, including acquisition, development, and retention. Has a strong and convincing agenda for diversity.

Monitors customer satisfaction and takes action to address satisfaction issues that are escalated in a prompt and non-defensive manner.

This role requires an influential thought leader on digital solution value across business and other professional thought leaders.

Leads and manages through change, is thoughtful, deliberate, and results oriented. Demonstrates managerial courage and creates organizational stability. Leads with integrity and ethics in all that he/she does.

What we look for

Requires

Bachelor's degree in engineering, data analytics, computer programming, business or a related field,

Ten (10) or more years of experience in people management and SaaS selling.

Experience managing a high-performing sales team, creating shared understanding, clearly articulating business plan.

Experience in enterprise software sales, data analytics and outcome-based solution sales leadership. Experience transitioning from hardware to software sales.

Proven success delivering enterprise software sales, driving value-based, solution selling.

Experience with creating direction and strategies to support business expansion while anticipating future consequences and tends.

Experience with promoting innovation to achieve business results in a highly competitive market.

Broad knowledge of the regulatory, legislative, business and technology trends across multiple vertical markets.

Brings a deep understanding of financial options with Operating and Capital expenses management and how to consult with clients on how to achieve their business targets.

Ability to integrate various data segments (economic, market, competitor, in-house, etc.) into an accurate and predictable management of P&L.

Ability to maintain a balanced business approach, combining focus on the customer, quality, and people to achieve/exceed performance targets.

Understanding of key organizational processes and how they impact business: operational, sales/marketing, financial, human resources.

Built constructive and effective relationships in a matrixed business environment and can operate efficiently in challenging situations.

Strong presentation, communication, writing and facilitation skills.

Possesses a combination of good process, conceptual, business analysis and problem-solving skills.

Curious and adaptable

Preferred

MBA or appropriate graduate degree highly desirable.

An in-depth understanding of JCI's offerings and capabilities is desirable

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.