RESPONSIBILITIES:
- Lead and mentor a team of solution architects across the APAC region, fostering technical excellence and collaboration.
- Design technical solutions that directly address customer requirements, leveraging JCI's digital offerings.
- Collaborate with the proposal, presales, and sales teams to actively participate in RFQs, RFIs, RFPs, and other related activities.
- Provide mentorship and guidance to elevate the technical capabilities of the team, driving continuous improvement.
- Create an environment where team members are empowered to achieve their full potential, contributing to success and growth.
- Build trusted relationships with customer executives through solutions-oriented, commercially-driven engagements.
- Represent the full JCI solution portfolio, emphasizing Digital and software solutions, to help customers achieve their transformation goals and data-driven choices that align with business and IT priorities.
- Influence and guide customer executives through expert insights on JCI offerings.
- Help customers understand how JCI solutions drive outcomes like sustainability, building optimization, and smart building management.
- Develop global / regional partners that extend JCI digital integrated solutions and GTM
- Partner with regional sales, field management, customer success, and global business development to evangelize the JCI digital portfolio.
- Drive growth by supporting sales in closing top accounts.
- Deliver technical presentations to C-suite executives (CTOs, VPs, etc.) within targeted accounts.
- Facilitate customer discussions centered on digital agendas and outcome-based solutions.
- Collaborate with customers to translate their digital vision into actionable frameworks.
- Strategically develop and retain top talent within the team, ensuring long-term strength and expertise.
HOW YOU WILL DO IT:
Technical leadership:
Partner with the Regional VP Digital, Region Presidents, Strategic Account Managers Sales Leadership to develop and drive adoption of JCI digital solutions to drive growth by demonstrating technical thought leadership to understand customer business and technology needs and articulate appropriate architecture designs for smart buildings, which includes Building Systems, Business Systems (IT systems) and diverse vertical market systems.
Strategy account leadership & Digital penetration.
The role involves personally initiating and supporting executive suite relationships to evangelize smart building technologies, IoT, SaaS and AI that drive strategic outcomes such as sustainability and customer experience. Help leadership & local sales team identify key accounts in the assigned region and developing and managing the penetration strategy for digital initiatives within these accounts. Additionally, the position requires leading conversations and building relationships with high-level business and technical leaders across JCI Strategic accounts as well as within JCI itself, ensuring comprehensive engagement and collaboration.
Strategic Partnerships & Engagements
The role involves qualifying opportunities by assessing customer technical requirements, solution vision and alignment, competition, decision-making processes, and funding, as well as helping to achieve evaluation and project goals. The individual will lead customers in transitioning to new Digital Solutions capabilities or assist with implementing initial partner capabilities to enhance customer experiences and operational efficiency. Additionally, the role requires understanding and articulating the value of Digital Solutions to technical IT audiences, ensuring alignment with the prospect’s strategic business needs, challenges, and goals.
Cross Functional Collaboration
The role involves partnering across the field organization to anticipate and solve strategic customer and partner issues by leveraging knowledge of both our solutions and competitive alternatives to propose the most optimal solutions. This individual will provide technical thought leadership and act as a strategic technical advisor to JCI executives on technical investment decisions, influencing the product roadmap and assisting with the incorporation of industry trends to shape product priorities. As a thought leader, they will regularly evangelize JCI Digital solutions and roadmaps, representing the voice of lighthouse customers back to the product teams. Additionally, the role includes participating in M&A discussions alongside the JCI Mergers and Acquisition team, focusing on key technology and solution acquisition candidates from a software and technical perspective.
Delivery excellence
Provide necessary support and governance to ensure digital projects are delivered according to customer expectations and that the KPIs defined during the engagement stage are met. Collaborate with various teams to oversee and facilitate the correct execution of these tasks.
WHAT WE LOOK FOR:
- Bachelor’s degree in engineering, business or a related field
- Over 10 years of experience in the built environment, with a minimum of 5-7 years in delivering large scale end-to-end projects.
- Minimum of 7 years of building management solution design experience.
- Expert in energy efficiency and sustainability with a comprehensive understanding of certifications such as LEED, Green Mark, WELL, and WiredScore.
- Expertise in building communication protocols, including BACnet, Modbus, OPC, KNX, and DALI.
- Strong background in technical customer service within the advanced technology sector for buildings, including IoT and digital platforms.
- Proficient in digital platform technologies, including edge computing, cloud solutions, and AI.
- Good knowledge of SaaS products for smart environments, with additional experience in product management being advantageous.
- Good understanding of Cyber Security; any relevant certification is advantageous.
- Experienced in translating technical product capabilities into valuable propositions for customers, particularly in big data, IoT, open source, and analytics.
- Minimum of 2 years in market research within the smart building sector.
- Skilled in presenting to C-suite executives and formulating persuasive business cases.
- Proven passion for driving business growth by solving customer problems with innovative technology solutions, leveraging data and analytics.
- Strong analytical, problem-solving, and decision-making abilities.
- Experienced in business development and sales opportunity qualification.
- Background in developing innovative products is a plus.
- Ability to travel up to 50%
