Director, Openings Studio Building Technologies

ASSA ABLOY•-, CA

4d•$140,000 - $160,000•Hybrid

About The Position

The Director, Professional Services Sales will lead 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 operating rhythm, develops team capability, and strengthens executive relationships with customers, channel partners, and internal stakeholders. The position reports to the Senior Director, Professional Services, covers the contiguous United States within commuting distance of a major airport, and requires travel up to 50%. Work is remote or hybrid, Monday through Friday, with time spent in office, customer, and active project-site environments. The director owns sales execution from market development and opportunity qualification through solution positioning, proposal development, negotiation, contract fulfillment, and handoff for software implementation and support. The role balances new business growth, existing-account expansion, software adoption, services utilization, customer outcomes, and cross-functional alignment. It also oversees project-execution resource management and uses customer and market feedback to inform service packaging, software roadmap priorities, pricing, delivery models, and continuous improvement. The role calls for a leader who can develop sales talent, manage performance and complex pursuits, and position integrated services and software solutions to enterprise customers. The successful candidate will understand customer workflows across planning, design, specification, procurement, construction, commissioning, compliance, and facility management, and will communicate measurable customer value such as risk reduction, process consistency, data quality, productivity, compliance support, and lifecycle visibility.

Requirements

Bachelor’s degree in business, sales, marketing, construction management, architecture, engineering, technology, or a related field, or equivalent practical experience; at minimum, a high school diploma or GED.
Minimum of 10 years of B2B sales experience; the posting states that 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 of 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 in relation to door and hardware specifications.
Proficiency with major Microsoft Office applications, Salesforce CRM, Autodesk Revit Architecture, Division 08 platforms such as Openings Studio, PRO-TECH, AVAWare, or Comsense, and construction-management platforms such as Procore or Autodesk Forma.
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%, based 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.

Responsibilities

Develop and execute the annual sales strategy for professional services and software solutions, aligned with growth, profitability, and customer-adoption objectives.
Lead, coach, recruit, onboard, retain, and develop sales professionals; establish goals, priorities, activity standards, development plans, role expectations, and career pathways.
Own team revenue performance, pipeline coverage, forecast accuracy, opportunity progression, win rates, sales-cycle performance, and other agreed KPIs.
Refine and manage a consistent sales process for discovery, qualification, solution design, value articulation, proposals, pricing, contracting, and implementation handoff.
Build relationships with senior decision-makers, architects, contractors, consultants, integrators, distributors, strategic customers, and partners.
Drive demand generation for consulting, services, project support, and subscription-based software offerings.
Partner with marketing to refine target segments, campaigns, sales enablement content, customer stories, and market messaging.
Partner with software development, customer success, support, operations, finance, and legal to improve solution commercial viability and customer experience.
Maintain a high-confidence forecast and communicate 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.
Conduct regular 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.
Coordinate with delivery and customer-success leaders to ensure sales commitments are achievable and documented.
Understand customer workflows and business challenges across planning, design, specification, procurement, construction, commissioning, compliance, and facility management.
Position integrated service and software solutions based on measurable customer value.
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.
Establish a culture of accountability, collaboration, ethical selling, customer value, and continuous learning.

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 insurance 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.