Global Strategic Account Manager – Data Center Solutions

Johnson Controls • Milwaukee, WI

6d • Remote

About The Position

Johnson Controls is seeking a Global Strategic Account Manager for our Data Center Solutions team. This role is responsible for the sale of enterprise-level, financially accretive building solutions to facility owners of large-scale enterprise level accounts in the DCS market. The position involves promoting the JCI value proposition to executive contacts and consultants by providing comprehensive solutions with well-defined return on investment for the client’s business and operational needs. You will have the opportunity to provide value-driven sales strategies to share JCI’s vertically integrated offerings spanning the entire suite of Johnson Controls solutions to deliver a cohesive set of systems which ultimately drives towards the venue owners desired outcomes. This role requires establishing long-term relationships while seeking out, qualifying, and closing new sales opportunities. You will drive the sales for enterprise, hyperscale and colocation data center clients through their journey to develop modern, efficient, and digitally connected facility infrastructure. Apply your experience with complex, multi-site, large scale data center accounts to navigate the buying process through enhanced insight, collaboration, and strategic activities and partnerships!

Requirements

• 10+ years of progressive strategic account sales experience at the executive level and above
• 5+ years of experience selling enterprise level solutions in the data center market.
• Bachelor’s degree
• Excellent initiative and interpersonal communications skills.
• Experience working in highly matrixed company environment.
• Financial acumen and ability to organize large data sets
• Demonstrated ability to influence the market at key levels.
• Ability to travel up to 25% (nation-wide; virtually located position)

Nice To Haves

• MBA
• HVAC industry experience

Responsibilities

• Sells, with minimal direction, the JCI offerings persuasively, persistently, and confidently to data center facility owners at the executive level while reaching efficient profit levels.
• Manages ongoing sales process, develops relationship, responds to, and anticipates client needs.
• Focus on a portfolio of large volume, highly accretive opportunities across the U.S where in JCI’s role as a trusted partner is a key driver to our client’s success.
• Builds partnering relationships to drive the decision-making process with the owner or owner representatives to align with JCI products and services.
• Actively listens, probes, and identifies preferred owner outcomes.
• Deeply understands the data center landscape and client's business objectives such as end user experience, operational efficiency, and high-quality service.
• Be a subject matter expert on construction delivery methodology and value streams by field trade subject area.
• Partners with JCI Cross Domain Strategic Account Managers to develop business plan for assigned account by aligning JCI offerings with key accounts and their initiatives for multi-site and/or complex integrated digital offerings.
• Implements and executes their co-developed business plan with local and corporately based teams at the client and JCI.
• Addresses client's operational and environmental objectives, needs and requirements.
• Recommends solutions and links client objectives to total value solution and JCI’s competitive advantage.
• Applies JCI technical and financial internal subject matter experts to provide insight and customized offerings and applications of JCI solutions for client’s specific needs.
• Applies knowledge of competitor’s business strategies, offerings, and solutions to favorably differentiate JCI from the competition.
• Utilizes applicable sales tools effectively to develop market strategy and segmentation of prospective market opportunity to align resources and prioritize activities.
• Apply market strategy to target specific opportunities using customized approach with internal customers and external partners.
• Actively supervise, manage, and lead opportunities through strong planning, communication, and documentation progress.
• Leverages our sales process via monthly checkpoints to gain progressive commitments from the client.
• Manages process steps of the pipeline in Salesforce with continued focus on next steps, action items and achievement dates.
• Leads the opportunity team by building and encouraging team relationships to ensure client satisfaction.
• Solicits support from and communicates effectively with internal team members and business partners.
• Develops relationship with respective internal sales, operational, and administrative colleagues to exceed clients' expectations.
• Leads opportunity and facilitates the client relationship.

Benefits

• Competitive salary and commission plan
• 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
• Company vehicle
• Competitive Sales Incentive Plan

What This Job Offers

• Job Type: Full-time
• Career Level: Senior