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Area Sales Manager - Data Enab...


Job Summary

Johnson Controls
Irving, TX
Other/Not Classified
Job Type
Full Time
Career Level
Experienced (Non-Manager)
Job Reference Code

Area Sales Manager - Data Enabled

About the Job

Area Sales Manager – Data-Enabled Business


What you will do

Responsible for profitable growth of Johnson Controls’ Data
Enabled Solutions business by executing direct sales to end users with current
and new Johnson Controls customers.  Implements account management &
consulting sales strategies that facilitate long-term customer
relationships.  Develops a deep understanding and expertise of customer
operations and needs within specific verticals. Leverages competencies in
buildings and non-building systems to drive correlations to customer problems
and communication with internal stakeholders on solutions.  Maintains
active literacy on IoT, computer vision, machine learning and other
technologies growing industry technologies.  Candidate needs to
demonstrate complete confidence in their skills to identify, win, maintain, and
expand relationships with key clients all the way to the C-level.  Plans,
forecasts, manages and delivers consistent, long-term profitable growth through
direct and indirect channels (strategic partnerships, systems integrators,
etc).  Responsible for actualizing account management strategies, sales
planning, sales pipeline management, channel manager development/training and
sales activity consistent with the JCI Sales Management Disciplines. Personally
identifies, establishes and maintains long term customer relationships with key
and target accounts channel executives.  Actively participates in the local
community and professional organizations to raise visibility of DEB mission and


How you will do it

  1. Through
    a consulting sales approach, grow top-line revenue directly with end users for
    strategic vertical accounts with a large portfolio of buildings.

  2. Meet
    growth objectives in revenue and margin for monthly recurring revenue from data
    enabled solutions by identifying customer problems and facilitating solutions
    to those problems.

  3. Provide
    accurate and timely forecasting of sales and the corresponding allocation of
    sales support resources

  4. Work
    with internal and external stakeholders to communicate customer requirements
    and support development efforts.

  5. Oversee
    and manage sales cycle, process, and solution development from a customer’s

  6. Oversee
    proposal development in the agreed upon format that reflect the client’s scope
    of work for each sales opportunity

  7. Supporting
    product management resources to create a portfolio of offerings by developing a
    deep level of expertise in selected verticals, and develop associated sales
    strategies per offering.

  8. Ensures
    the development of new business and demonstrate an understanding of the various
    channels & competitive landscape in the market.  Look for creative
    avenues to capture business beyond traditional means.

  9. Increases
    market penetration in the indirect channel by securing new customers (systems
    integrators, ESCO’s, etc) and capturing share through channel sales to existing
    and new customer base. Manage qualifications and assess potential customers and

  10. Partner
    with other channel leaders to maximize local territory account management
    consistent with DEB strategic direction.

  11. Manage
    and coach sales account managers to ensure account management performance is at
    and above plan. Ensure the development and maintenance of account plans with
    all key and target accounts

  12. Execute
    performance management by setting clear goals, investing personal time in
    employee development, improving their core skills, actively coaching (i.e.
    monthly one on ones, account reviews, opportunity reviews and regular observed
    coaching calls), and performing on-time performance reviews. Ensures adherence
    to Company policies, procedures, and strategic initiatives regarding human
    resource management.

  13. Motivate
    individuals to develop and increase personal performance through training and
    development plans. Ensure support resources are in place to develop
    salespersons capable of selling the full scale of offerings.

  14. Participate
    as a team representative on strategically important key customer accounts.
    Establishes and maintains personal long-term customer relationships with
    strategic accounts to influence opportunities.  Bring an address book of
    key contacts in both indirect channels and large enterprise accounts.

  15. Own
    and manage the sales staffing plan for the assigned local geography. Working
    with HR and the Talent Acquisition team to recruit, hire, and retain sales

What we look for

  • Bachelor's degree in Engineering, Business or Marketing.
    Master's degree/MBA preferred. 

  • 7+ years of successful customer facing progressive sales
    and/or sales management experience in SaaS, IoT or Smart City solutions.
    Previous entrepreneurs in this space are welcome.

  • Strong communication skills and technical aptitude and
    understanding of IoT, Analytics, Big Data desired.

  • Deep levels of expertise within specific or multiple
    verticals (preferred)

  • Relevant track record of people management and capabilities.


Who we are

Johnson Controls, we’re shaping the future to create a world that’s safe,
comfortable and sustainable. Our global team creates innovative, integrated
solutions to make cities more connected, buildings more intelligent and
vehicles more efficient. We are passionate about improving the way the world
lives, works and plays. The future requires bold ideas, an entrepreneurial
mind-set and collaboration across boundaries. You need a career focused on
tomorrow. Tomorrow needs you.


Johnson Controls is an equal employment opportunity and
affirmative action employer and all qualified applicants will receive
consideration for employment without regard to race, color, religion, sex,
national origin, age, protected veteran status, status as a qualified
individual with a disability, or any other characteristic protected by law. If
you are an individual with a disability and you need an accommodation during
the application process please email SpecialAccommodations@Tyco.com


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