Sr Strategic Account Manager, Data Center

Johnson Controls • Norfolk, FL

6d

About The Position

The Fire Systems Sales Representative is a strategic growth role responsible for supporting Global Strategic Account Management (GSAM) efforts while driving revenue growth in fire and life safety solutions. This position focuses on strengthening and expanding relationships with General Contractors (GCs), Electrical Contractors (ECs), and key end-user (owner-direct) customers. This role plays a critical part in influencing project specification, identifying early-stage opportunities, and executing coordinated sales strategies in partnership with GSAM leaders to accelerate growth within key accounts and priority verticals.

Requirements

• Bachelor’s degree or equivalent experience.
• 5–10+ years of successful fire alarm, suppression, or life safety sales experience.
• Strong understanding of contractor-driven sales (GC/EC channel) and construction project lifecycle.
• Experience supporting large/strategic accounts or working in alignment with account management teams (GSAM experience a plus).
• Knowledge of NFPA codes, fire systems, and compliance requirements.
• Demonstrated ability to build relationships with contractors and develop owner-direct opportunities.
• Strong collaboration skills with the ability to operate effectively in a team-based, account-focused sales model.
• Results-driven mindset with a focus on pipeline growth and long-term account development.
• Willingness to travel as needed to support account and project activity.

Nice To Haves

• Established relationships within hyperscale and colocation data center ecosystems.

Responsibilities

• Support GSAM strategy by identifying, qualifying, and advancing fire and life safety opportunities within targeted global and regional accounts.
• Build and expand relationships with General Contractors, Electrical Contractors, consulting engineers, and key end users to drive project pipeline growth.
• Actively pursue owner-direct opportunities, developing direct relationships with facility leaders to create pull-through demand.
• Position and sell fire alarm, detection, suppression, and integrated life safety solutions aligned to customer needs and project requirements.
• Influence specifications and project design through early engagement with ECs, engineers, and decision-makers.
• Partner closely with GSAM leaders, operations, and engineering teams to deliver coordinated, account-focused solutions.
• Support proposal development, RFP responses, and contract negotiations to help secure targeted projects.
• Consistently drive pipeline growth and meet or exceed assigned sales and account development targets.
• Execute account penetration strategies aligned with GSAM priorities, focusing on expanding share within key GC/EC partners and strategic owner accounts.
• Develop strong contractor networks to position Johnson Controls as the preferred fire/life safety partner on negotiated and bid projects.
• Identify early project opportunities through market visibility, contractor alignment, and owner engagement to maximize win rates.
• Drive owner-direct engagement strategies to reduce reliance on bid-only work and increase margin and influence.
• Maintain a disciplined pipeline with clear visibility into project stages, stakeholders, and competitive positioning.
• Act as a trusted advisor, providing guidance on code compliance (NFPA), system modernization, and risk mitigation strategies.
• Deliver valuable market intelligence back to GSAM and leadership to improve account planning and growth execution.

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

What This Job Offers

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