Senior Sales Engineer – ESCO & Cooling as a Service (CaaS)

Johnson Controls, Inc.; Dubai; On-site; AED 360,000 - 720,000; Full time

Job summary

Johnson Controls, Inc. in Dubai seeks a Senior Sales Engineer to drive ESCO, Energy Solutions, and Cooling as a Service opportunities across the GCC, reporting to Associate Director - Sustainability.

You will build trusted advisor relationships with government entities, developers, and facility managers, lead the sales cycle from opportunity to contract, and develop compelling energy-saving and decarbonization proposals.

Qualifications

• Minimum 5 years of sales and business development in ESCO, energy services, sustainability, HVAC, Building Technologies, or Cooling as a Service.
• Proven track record securing and managing large-scale energy projects in the GCC.
• Strong knowledge of EPC, CaaS, Low Delta T Energy solutions, and Heat Pump Solutions.
• Hands-on 5+ years with HVAC and Energy solutions.
• Excellent presentation, negotiation, stakeholder management, and communication skills.
• Strong understanding of GCC energy markets and regulations.

Responsibilities

• Develop and execute strategic sales plans to achieve ESCO and CaaS revenue, profitability, and growth targets across the GCC region.
• Identify, qualify, and secure new business opportunities for Low Delta T Energy solutions, Heat Pump Solutions, and CaaS.
• Build and maintain relationships with C-level executives, asset owners, developers, government entities, facility management companies, consultants, and strategic partners.
• Engage customers early in the project lifecycle to influence specifications and position Johnson Controls as the preferred sustainability partner.
• Lead negotiations, commercial discussions, and contract closures while ensuring profitable growth.
• Collaborate with internal teams to deliver comprehensive customer solutions and promote sustainability initiatives.

Skills

Sales experience

HVAC solutions

Energy efficiency

Stakeholder management

Negotiation

Presentation skills

Value-based selling

Education

Bachelor's degree in Mechanical Engineering

Job description

What you will do

The Senior Sales Engineer – ESCO & Cooling as a Service (CaaS) will report directly to the Associate Director - Sustainability and will be based in Dubai.

In this strategic business development role, you will drive the growth of Johnson Controls' Energy Solutions, ESCO, and Cooling as a Service portfolio of services across the GCC region. You will be responsible for identifying, developing, and closing high-value opportunities by engaging with key decision-makers across government entities, developers, facility management companies, industrial clients, hospitals, universities, commercial buildings, and other large energy-consuming facilities.

You will establish trusted advisor relationships with customers, helping them achieve their sustainability, energy efficiency, operational excellence, and decarbonization objectives through innovative financing and outcome-based service models. You will lead the sales cycle from opportunity creation through contract award while collaborating closely with engineering, operations, finance, and project delivery teams.

How you will do it

As a Senior Sales Engineer, you will leverage a consultative sales approach to identify customer pain points, quantify energy-saving opportunities, and develop value-driven ESCO and Cooling as a Service solutions.

Key Responsibilities

• Develop and execute strategic sales plans to achieve ESCO and CaaS revenue, profitability, and growth targets across the GCC region.
• Identify, qualify, and secure new business opportunities for:
• Low Delta T Energy solutions
• Heat Pump Solutions
• Cooling as a Service (CaaS)
• Build and maintain strong relationships with C-level executives, asset owners, developers, government entities, facility management companies, consultants, and strategic partners.
• Engage customers early in the project lifecycle to influence specifications and position Johnson Controls as the preferred sustainability partner.
• Conduct energy-saving assessments and collaborate with technical teams to develop commercial and technical proposals.
• Present business cases focused on energy savings, carbon reduction, lifecycle cost optimization, ROI, and operational efficiency.
• Lead negotiations, commercial discussions, and contract closures while ensuring profitable growth.
• Analyze market trends, competitor activities, regulatory developments, and emerging sustainability opportunities within the region.
• Develop stakeholder mapping and account penetration strategies to maximize revenue opportunities within key accounts.
• Work collaboratively with internal engineering, finance, legal, and operations teams to deliver comprehensive customer solutions.
• Promote Johnson Controls' sustainability vision and support customers' ESG, net-zero, and decarbonization initiatives.

What we look for

Required

• Bachelor’s degree in mechanical engineering, Electrical Engineering, Energy Engineering, Controls Engineering, or a related discipline.
• Minimum of 5 years of sales and business development experience within the ESCO, Energy Services, Sustainability, HVAC, Building Technologies, or Cooling as a Service sector.
• Proven track record of securing and managing large-scale energy efficiency, HVAC retrofit, or sustainability projects within the GCC region.
• Strong understanding of;
• Energy Performance Contracting (EPC)
• Cooling as a Service (CaaS)
• Low Delta T Energy solutions
• Heat Pump Solutions

• Minimum 5 years of hands-on experience with HVAC and Energy solutions.
• Demonstrated success in developing new business opportunities and expanding strategic customer relationships.
• Strong commercial acumen with experience building complex financial and value-based business cases.
• Excellent presentation, negotiation, stakeholder management, and communication skills.
• Strong understanding of GCC energy markets, sustainability regulations, and energy efficiency frameworks.
• Ability to engage and influence senior-level stakeholders and decision-makers.
• Self-driven with a strong hunter mentality and passion for achieving growth targets.