Sr Strategic Account Manager, Data Center - Fire

Johnson Controls • Norfolk, VA

3d • $100,000 - $130,000 • Remote

About The Position

The Data Center Sales Executive will be responsible for driving sales of Johnson Controls’ fire solutions within the data center market. This role focuses on building strong relationships with hyperscale, colocation, and enterprise data center customers, identifying opportunities, and delivering tailored solutions that meet their fire protection needs. Position will report directly to the Director of Data Centers Sales and can be located anywhere in the US.

Requirements

• Bachelor’s degree or equivalent experience.
• 10+ years of sales experience, preferably in fire solutions or technology.
• Strong understanding of data center operations and fire protection requirements.
• Proven ability to manage complex sales cycles and negotiate with senior-level executives.
• Excellent communication and presentation skills.
• Willingness to travel up to 50%.

Nice To Haves

• Experience selling cloud-based or SaaS solutions.
• Familiarity with hyperscale and colocation data center ecosystems.

Responsibilities

• Identify and develop new business opportunities within the data center market.
• Manage the full sales cycle from prospecting to closing deals.
• Build and maintain strong relationships with key decision-makers at hyperscale and colocation providers.
• Present and demonstrate Johnson Controls’ fire solutions and systems.
• Collaborate with internal teams (Product Management, Engineering, Operations) to ensure customer requirements are met.
• Prepare proposals, respond to RFPs, and negotiate contracts.
• Achieve or exceed assigned sales targets and KPIs.
• Applying expertise, consultative selling skills, positive relationships, sales pipeline, structured account penetration plan, and internal JCI resources, further develop existing and new relationships with designated targets to build and implement initial sales opportunities.
• Develop account penetration plans which must include, but are not limited to competition within the account, business issues/struggles the customer is experiencing, satisfaction with current solutions, overall fire budget, opportunity size, and the number of locations as well as turning points, tasks and due dates.
• The plan and activities must also use internal resources and team members, both Corporate and within the Data Centers sales organization.
• Build and maintain a sales pipeline with detailed information as to potential and qualified prospects.
• Identify key target executives within target accounts by position and by name with the goal of a specified number of face-to-face meetings by specified dates.
• Provide senior leadership and the sales team with information relating to regulations, business issues, and industry information for utilization in the development of marketing and sales strategy.
• As a subject matter expert (SME), take a lead role in the preparation and delivery of customer presentations, and communications.

Benefits

• Competitive salary
• Paid vacation/holidays/sicktime- 15 days of vacation first year
• Comprehensive benefits package including 401K, medical, dental, and vision care - Available day one
• Encouraging and collaborative team environment
• Dedication to safety through our Zero Harm policy
• Competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis.

What This Job Offers

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