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

YDU JC Air Cond & Ref Inc.- Dubai; Dubai Emirate; On-site; AED 450,000 - 650,000; Full time

Job summary

Johnson Controls in Dubai seeks a Senior Sales Engineer to drive ESCO and Cooling as a Service offerings across the GCC. You will report to the Associate Director - Sustainability and collaborate with engineering, operations, finance, and project delivery teams to close high-value opportunities.

You will build trusted advisor relationships, present energy-saving business cases, and lead negotiations to ensure profitable growth while advancing sustainability and decarbonization objectives.

Qualifications

• Bachelor’s degree in mechanical, electrical, energy, or controls engineering.
• Minimum 5 years of sales and business development experience in ESCO, Energy Services, Sustainability, HVAC, or Cooling as a Service (CaaS).
• Proven track record of managing large-scale energy efficiency, HVAC retrofit, or sustainability projects within the GCC region.
• Strong understanding of EPC, CaaS, Low Delta T Energy solutions, Heat Pump Solutions.
• Minimum 5 years of hands-on experience with HVAC and energy solutions.

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.

Skills

Stakeholder management

Presentation

Negotiation

Communication skills

Education

Bachelor's degree in Mechanical/Electrical/Energy/Controls 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.

Johnson Controls: Enhancing the Intelligence of Buildings

Your buildings have a purpose. They are places for people to live or work. Facilities for learning or healing. Venues for entertainment and shopping. Sites for the specialized storage of tangible goods or mission-critical data. Your buildings have a huge variety of functions; they are central to your mission. This is where Johnson Controls comes in, helping drive the outcomes that matter most. Through a full range of systems and digital solutions, we make your buildings smarter. A smarter building is safer, more comfortable, more efficient, and, ultimately, more sustainable. Most important, smarter buildings let you focus more intensely on your unique mission. Better for your people. Better for your bottom line. Better for the planet. At Johnson Controls, we’ve been making buildings smarter since 1885, and our capabilities, depth of innovation experience, and global reach have been growing ever since. Today, we offer the world’s largest portfolio of building products, technologies, software, and services; we put that portfolio to work to transform the environments where people live, work, learn and play.