Senior Manager, Digital Solutions Sales

JHL JC Hong Kong Ltd; Hong Kong; On-site; HKD 1,200,000 - 2,100,000; Full time

Job summary

Johnson Controls in Hong Kong is seeking a Senior Manager, Digital Solutions to lead value-based sales of OpenBlue digital solutions across the building ecosystem. You will drive lighthouse projects, qualify opportunities, and close them in collaboration with account teams to deliver energy efficiency and operational improvements.

The role covers Hong Kong, Macau and Taiwan, requires 10+ years in enterprise software sales, and a Bachelor’s degree (Master’s preferred).

Qualifications

• Bachelor’s degree; Master’s degree preferred.
• 10+ years in enterprise value-based solution and software sales.
• Experience in account management including planning, qualification, and stakeholder communication.
• Entrepreneurial mindset with start-up mentality in a multinational environment.

Responsibilities

• Exceed Digital Solutions sales targets monthly, quarterly, and yearly.
• Qualify opportunities and maintain a consistent, high-quality CRM pipeline.
• Collaborate with branch sales teams to identify high-potential opportunities.
• Develop Digital Solution strategy as part of strategic Account Plans.
• Willingness to travel within Hong Kong, Macau, and Taiwan.

Skills

Value-based selling

Enterprise software sales

Revenue targets

Stakeholder management

IoT knowledge

Education

Bachelor’s degree

Master’s degree preferred

Tools

CRM

Job description

What you will do

The Senior Manager, Digital Solutions is part of the commercial digital solutions team within JCI’s Building Technology & Solutions business. This team drives JCI’s fast-growing digital IoT smart building strategy, delivering solutions across the building ecosystem. Our teams are value-based sellers of JCI’s OpenBlue solutions that link building systems, IT, and specialty systems into a single converged platform to achieve customers’ desired business outcomes. The ultimate objective is to help clients achieve measurable energy savings and operational efficiency through innovative digital solutions. JCI’s digital solutions reduce customers’ capital and operating costs and improve building functionality by providing an intelligent communications network to exchange data, automate actions, and optimize systems and people performance throughout the building life cycle. The digital solutions team provides the missing “technology solution” piece and supports the local market’s channel efforts to identify, propose, sell, and deliver new construction, prime retrofit, and technology refresh scopes of work. We help sales deliver Internet of Things (IoT) outcomes through systems integration, design-assist, and converged technology solutions, producing smarter buildings.

How you will do it

Under general direction, you will conduct value-based sales of advanced solutions to key accounts and deliver lighthouse smart building projects that influence industries. This is a hunter role focused on driving new business opportunities and successfully converting them into revenue. The position will support branches in integrating digital solutions into existing systems such as BMS and HVAC to deliver energy efficiency and operational improvements; and leading the pursuit and closure of digital solution opportunities by tailoring offerings to client needs using technologies like BMS and/or HVAC. The role spans Hong Kong, Macau, and Taiwan. You will be accountable for digital pipeline growth and delivering sales targets by qualifying high‑potential opportunities and progressing them to closure in partnership with account managers and selling teams. Success requires creativity, entrepreneurial drive, and a start‑up mindset—developing innovative solutions for the market while operating within a multinational environment. Candidates should possess strong knowledge of IoT, AI, and IT as core competencies, with familiarity in BMS and/or HVAC as a secondary advantage.

Responsibilities

Directly responsible for exceeding Digital Solutions sales targets on a monthly, quarterly, and yearly basis. Provide business and technical expertise to qualify Digital Solution opportunities and maintain a consistent, high‑quality pipeline with sufficient coverage and high forecast accuracy. Effectively understand needs and influence multiple departments and levels within a customer’s organization. Collaborate with branch sales teams to identify and target high‑potential opportunities to increase sales and total account wallet share in strategic accounts with Digital Solutions aligned to customer priorities. Develop and maintain Digital Solution strategy as part of strategic Account Plans that detail priorities, personas, progress, and blockers. Maintain working knowledge of industry and technology trends such as IoT, AI, and Software as a Service business models, and sustainability. Effectively manage a sales pipeline in CRM with proper qualification and relationship mapping developing opportunities from demand creation to close of business. Provide customer signal and feedback to inform Digital Solution development and roadmap prioritization. Actively participate in industry professional groups and speaking engagements.

What we look for

Bachelor’s degree, Master’s preferred. 10+ years of demonstrated success in enterprise, value‑based solution and software sales, meeting revenue targets. Experienced in Account Management including planning, opportunity qualification and creation, stakeholder communication, partner engagement, and sales excellence practices. Demonstrated consultative, value‑based solution selling skills and ability to connect innovative solutions to customer priorities. Technical acumen in IoT architecture, edge and cloud technologies; knowledge of controls (BMS) and/or HVAC is a plus. Strong business acumen including business case development, collaboration skills, and achievement orientation. Entrepreneurial mindset with start‑up mentality, even within a multinational corporation. Adaptive, agile, and curious with willingness to learn. Willing to travel as needed within Hong Kong, Macau, and Taiwan.

#LI-AA1 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.