Key Account Manager

Johnson Controls International; Sydney; On-site; AUD 120,000 - 180,000; Full time

Benefits offered by this job

Flexible work environment

Autonomous work

Career development programs

Global network

Job summary

Johnson Controls/ Sensormatic Solutions is seeking a high-performing Key Account Manager based in Sydney to drive growth across Australia and New Zealand. You will expand strategic customer relationships, develop new business, manage channel partnerships, and support global retail accounts in the ANZ region.

You will work with local, regional, and global teams to deliver innovative retail technology solutions to major retailers, leading complex deals from discovery to contract closure and

Qualifications

• Proven success in enterprise sales or account management within retail tech or related industries.
• Experience selling complex technology solutions to large enterprises.
• Strong business development with ability to generate and close opportunities.
• Expertise in consultative and value-based selling and strategic relationships.
• Experience engaging with senior executives and C-suite stakeholders.
• Experience using CRM platforms and analytics for pipeline management.

Responsibilities

• Grow revenue and market share across an assigned portfolio of retail customers.
• Develop and execute strategic account plans for retention and expansion.
• Identify, qualify, and secure new business opportunities across key retail verticals.
• Maintain a strong sales pipeline via proactive prospecting and market engagement.
• Partner with channel partners, distributors, and tech alliances to expand penetration.
• Lead complex sales opportunities from discovery through negotiations and closure.
• Act as trusted advisor to senior customer stakeholders and propose value-driven solutions.
• Collaborate with cross-functional teams to ensure successful customer outcomes.
• Maintain accurate pipeline management, forecasting, and opportunity tracking in Salesforce.

Skills

Enterprise sales

Account management

Business development

Consultative selling

Value-based selling

Executive stakeholder engagement

Salesforce CRM

Tools

Salesforce

Job description

At Johnson Controls, we're reimagining how businesses operate through intelligent, connected technologies. With more than 140 years of innovation and a global presence spanning smart buildings, security, sustainability, and digital solutions, we help organisations work smarter, safer, and more sustainably.

Sensormatic Solutions, the retail business of Johnson Controls, is a global leader in retail technology. Trusted by many of the world's most recognised retail brands, we deliver innovative solutions that improve inventory accuracy, reduce shrink, enhance shopper experiences, and drive profitable growth. Our portfolio includes market-leading RFID, traffic intelligence, loss prevention, computer vision, and retail analytics technologies that help retailers thrive in an evolving omni-channel environment.

As retailers continue to invest heavily in digital transformation and connected store experiences, there has never been a more exciting time to join our team.

The Opportunity

We are seeking a high-performing Key Account Manager to drive growth across Australia and New Zealand. Based in Sydney, you will be responsible for expanding strategic customer relationships, developing new business opportunities, managing channel partnerships, and supporting global retail accounts operating across the region.

This is a highly visible role that combines strategic account management, new business development, and executive stakeholder engagement. You'll work closely with local, regional, and global teams to deliver innovative retail technology solutions to some of the largest retailers in the market.

What You'll Be Doing

You will:

• Grow revenue and market share across an assigned portfolio of retail customers.
• Develop and execute strategic account plans that drive customer retention, expansion, and long-term partnership growth.
• Identify, qualify, and secure new business opportunities across key retail verticals.
• Build and maintain a strong sales pipeline through proactive prospecting and market engagement.
• Partner with channel partners, distributors, and technology alliances to expand market penetration.
• Lead complex sales opportunities from discovery through to commercial negotiations and contract closure.
• Act as a trusted advisor to senior customer stakeholders by understanding business challenges and recommending value-driven solutions.
• Collaborate with Customer Success, Professional Services, Supply Chain, Marketing, Finance, and Service Delivery teams to ensure successful customer outcomes.
• Maintain accurate pipeline management, forecasting, and opportunity tracking through Salesforce.
• Represent Australia and New Zealand in regional and global business reviews and strategic planning initiatives.

What Success Looks Like

In this role, you'll be measured on:

• Revenue growth and margin achievement
• Strategic account expansion and customer retention
• New logo acquisition and pipeline generation
• Channel partner development and productivity
• Forecast accuracy and Salesforce excellence
• Executive stakeholder engagement
• Customer satisfaction and business outcomes
• Cross-functional collaboration and operational execution

What You'll Bring

• Proven success in enterprise sales, account management, or business development within retail technology, SaaS, security, analytics, or related industries.
• Experience selling complex technology solutions into large enterprise customers.
• Strong business development capability with a track record of generating and closing new opportunities.
• Expertise in consultative selling, value-based solution selling, and strategic relationship management.
• Experience engaging and influencing senior executives and C-suite stakeholders.
• Strong commercial acumen and negotiation skills.
• Experience using Salesforce or comparable CRM platforms.
• Ability to thrive in a fast-paced, highly collaborative, results-driven environment.
• Retail technology, RFID, traffic analytics, computer vision, or retail intelligence experience will be highly regarded.

Why Join Sensormatic Solutions?

At Johnson Controls, you'll have the opportunity to work with world-class technology, industry-leading retailers, and a global network of experts committed to innovation and customer success.

We Offer:

• Uncapped opportunity to influence growth across ANZ
• Access to some of Australia's largest retail organisations
• Market-leading retail technology solutions
• Career development opportunities within a global organisation
• High visibility with regional and global leadership teams
• Collaborative and supportive team culture
• Ongoing learning and professional development programs
• Flexible and autonomous work environment