Director, Openings Studio Building Technologies

ASSA ABLOY•Delaware, CO

2d•Hybrid

About The Position

The Director, Professional Services Sales leads a customer-focused sales team responsible for growing professional services and software revenue across the building design, construction, and facility operations lifecycle. The role enables go-to-market execution, establishes a disciplined and predictable sales rhythm, develops team capability, and strengthens executive relationships with customers, channel partners, and internal stakeholders. It owns sales execution from market development and opportunity qualification through solution positioning, proposals, negotiation, contract fulfillment, and handoff for software implementation and support. The position balances new-business growth, account expansion, software adoption, services utilization, customer outcomes, and cross-functional alignment. The Director develops and executes the annual sales strategy; leads and coaches sales professionals; owns revenue performance, pipeline, forecasting, and other performance indicators; and continually refines the sales process. The role leads strategic pursuits and complex account planning, manages project-execution resources, and uses customer and market feedback to inform service packaging, software roadmap priorities, pricing, and delivery models. It works closely with marketing, software development, customer success, support, operations, finance, and legal to improve commercial viability and customer experience. The role develops high-performing sales talent and ensures coordination with delivery and customer-success teams so that sales commitments are achievable and clearly documented. It builds customer and partner relationships, identifies markets and recurring-revenue opportunities, positions integrated service and software solutions around measurable customer value, and represents the organization at customer meetings and selected industry events. The position is remote/hybrid, Monday through Friday, from the contiguous United States within commuting distance of a major airport. It involves office, remote, customer, and active project-site environments, travel by air and ground transportation up to 50%, and lifting up to 50 pounds. The annualized salary is $140,000–$160,000, with final pay dependent on experience, skill level, and other qualifications.

Requirements

Bachelor’s degree in business, sales, marketing, construction management, architecture, engineering, technology, or a related field, or equivalent practical experience.
Minimum high school/GED diploma.
Minimum of 10 years of B2B sales experience; at least 5 years selling both professional services and software solutions is strongly preferred.
Experience with consultative and solution selling to enterprise customers and multiple stakeholders.
Strong business acumen, including understanding pricing, margin, contracts, implementation dependencies, and customer return on investment.
Demonstrated success building sales strategy, developing teams, managing complex pipelines, and achieving revenue targets.
Proficiency with sales forecasting, sales analytics, presentation tools, and virtual collaboration platforms.
Ability to read, interpret, and review CSI MasterFormat Division 08 written and electronic architectural specifications and construction documents, including door schedules, hardware sets, floor plans, elevations, submittals, and shop drawings.
Understanding of fire, life-safety, accessibility, and model building codes as they relate to door and hardware specifications.
Proficiency with major Microsoft Office Suite programs, Salesforce CRM, Autodesk Revit Architecture, Division 08 platforms, and construction management platforms.
Excellent communication, presentation, negotiation, coaching, and executive relationship-management skills.
Ability to lift 50 pounds.
Ability to travel by air and ground transportation up to 50%, depending on customer and business needs.

Nice To Haves

Knowledge of design and construction workflows, project delivery, BIM, project-management platforms, or facility lifecycle data.
Experience in commercial construction, architectural products, physical security, access control, building technology, or facility management.
Experience selling SaaS, implementation services, consulting, inspection, training, or managed-service offerings.
Experience working through direct sales teams, channel partners, distributors, consultants, and strategic alliances.
Familiarity with recurring-revenue models, customer success, adoption, renewals, and expansion selling.
Experience with Division 08 platforms such as Openings Studio, PRO-TECH, AVAWare, or Comsense.
Experience with construction management platforms such as Procore or Autodesk Forma.

Responsibilities

Develop and execute the annual sales strategy for professional services and software solutions, aligned with growth, profitability, and customer-adoption objectives.
Lead, coach, and develop sales professionals; establish goals, priorities, activity standards, and development plans.
Own team revenue performance, pipeline coverage, forecast accuracy, opportunity progression, win rates, sales cycle, and agreed key performance indicators.
Refine a consistent sales process covering discovery, qualification, solution design, value articulation, proposal development, pricing, contracting, and implementation handoff.
Build relationships with senior decision-makers, architects, contractors, consultants, integrators, distributors, and strategic customers and partners.
Drive product demand through consulting, services, project support, and subscription-based software offerings.
Partner with marketing on target segments, campaigns, sales enablement, customer stories, and market messaging.
Partner with software development, customer success, support, operations, finance, and legal to enhance solution commercial viability and customer experience.
Maintain a high-confidence forecast and communicate business performance, risks, resource needs, and corrective actions to leadership.
Lead strategic pursuits, major proposals, negotiations, and complex account planning.
Oversee resource management for project execution.
Use customer and market feedback to influence service packaging, software roadmap priorities, pricing, delivery models, and continuous improvement.
Establish a culture of accountability, collaboration, ethical selling, customer value, and continuous learning.
Recruit, onboard, retain, and develop sales talent with the technical and commercial skills required to sell services and software.
Conduct pipeline reviews, coaching, account planning, one-on-ones, and performance discussions.
Develop team capability in consultative selling, business-case development, software demonstrations, services scoping, negotiation, and communication.
Set role expectations and career-development pathways and promote knowledge sharing across regions and market segments.
Coordinate with delivery and customer-success leaders so sales commitments are achievable and documented.
Understand customer workflows and challenges across planning, design, specification, procurement, construction, commissioning, compliance, and facility management.
Position integrated service and software solutions using customer value such as risk reduction, process consistency, data quality, productivity, compliance support, and lifecycle visibility.
Identify new markets, strategic accounts, partner channels, and recurring-revenue opportunities.
Represent the organization at customer meetings, industry associations, conferences, user groups, and selected thought-leadership events.
Meet performance measures for revenue and gross margin; recurring, expansion, and renewal revenue; software adoption; pipeline and forecast performance; account growth and retention; customer satisfaction; team productivity and development; and sales-to-delivery handoff quality.

Benefits

Eligibility for a discretionary bonus.
Paid time off, including 10 days of vacation inclusive of paid sick days.
13 paid holidays.
Job-protected leave benefits in accordance with applicable law.
Medical, dental, vision, and life insurance.
Short-term and long-term disability benefits.
Supplemental critical illness, hospital, accident, and indemnity coverage available for purchase.
Health and flexible savings accounts, subject to eligibility requirements.
401(k) plan with employer contributions and matching, subject to plan eligibility.
Company vehicle.
Tuition reimbursement.
Employee discounts.
Training and development opportunities.