What you will do:
The Senior Digital Solutions Sales Executive is part of the commercial digital solutions team within JCI’s Building Technology & Solutions business. This team is at the center of JCI’s fast growing digital IoT smart building strategy delivering solutions across the building ecosystem. Our teams are value-based sellers of JCI’s OpenBlue solutions that link building, Information Technology, Business Systems and Specialty systems into a single converged platform to achieve our customers’ desired business outcomes. JCI’s digital solutions reduce customers’ capital and operating costs and improve building functionality 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 value-based sales of advanced solutions to key accounts and deliver lighthouse smart building projects that influence industries. This role is accountable to digital pipeline growth and delivering digital sales targets by effectively and efficiently qualfying high-potential opportunities and progressing to closure in partnership with account managers and selling teams in key verticals by identifying high-impact customer use case/scenarios for target verticals. Skills required for the role include consultative selling at the executive level, differentiating offerings from competitors, and understanding complex sales processes. This role provides customer signal back to the product teams to inform future development and incorporates knowledge in software as a service sale, cloud -based products, enterprise software analytics, and use of advanced data analytics/AI.
- Directly responsible for exceeding Digital Solutions sales targets on a monthly, quarterly, and yearly basis
- 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.
- Effectively understand needs and influence multiple departments and levels within a customer’s organization.
- Collaborate with regional sales teams to identify and target high-potential opportunities to increase sales and total account wallet share in strategic accounts with Digital Solutions aligned to customer priorities.
- Develop and maintain Digital Solution strategy as part of strategic Account Plans that details priorities, personas, progress and blockers. 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 developing opportunities from demand creation to close of business.
- Provide customer signal and feedback to inform Digital Solution development and roadmap prioritization. Identify new solution for unmet customer needs by working across teams and partners to fulfill customer requirements when JCI’s Global Products team is not able to address defined needs.
- Actively participate in industry professional groups and speaking engagements.
What we look for:
- Bachelor’s degree, Master’s preferred.
- Enterprise solution sales Prefer 10 years plus 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 Experienced in building and maintaining Executive level (CXO) stakeholder relationships.
- Experienced in collaborating, orchestrating and leading teams to develop and close sales opportunities through influence.
- 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 the region.
- Business level fluency in English
What we offer:
- Competitive salary
- Paid vacation/holidays/sick time
- Comprehensive benefits package
- On the job/cross training opportunities
- Encouraging and collaborative team environment
- Dedication to safety through our Zero Harm policy
