Senior Manager, Pipeline Management, APAC

Johnson Controls, Inc.; Bengaluru; Sur place; INR 2 400 000 - 4 200 000; Plein temps

Résumé du poste

Johnson Controls, Inc. in Bengaluru seeks a Senior Manager, Pipeline Management to drive the health, discipline, and predictability of APAC's commercial pipeline. The role reports to the VP Pricing and Commercial Operations, APAC and oversees regional pipeline visibility, governance, and countermeasures with market leadership.

The role emphasizes analytics, KPI governance, and leadership coaching to improve quota attainment and forecast accuracy across multiple markets in APAC.

Qualifications

• 10+ years of progressive experience in sales operations, commercial enablement, or sales performance management, with regional or multi-country responsibility in APAC.
• Proven track record improving pipeline health and quota attainment across multiple markets, driving adoption and influencing leaders who do not report directly.
• Strong capability in pipeline and sales performance analytics – coverage, conversion, velocity, quality, forecast accuracy – and in structured root-cause analysis of performance gaps.
• Proven ability to define and deploy KPIs, dashboards, and a governance and review cadence across a multi-country sales organization.
• Able to work effectively in a matrix organization structure, with strong leadership, influencing, and relationship and conflict management skills.

Responsabilités

• Analyze pipeline KPIs across the region to generate actionable insights on coverage, conversion, velocity, and quality.
• Translate data into clear performance narratives highlighting risks, opportunities, and actions for market and regional leadership.
• Lead structured engagements with GMs, including pipeline reviews and countermeasure agreements with owners and timelines.
• Own regional visibility of quota attainment by market and seller; drive disciplined follow-through on improvement actions.
• Deploy the global pipeline management framework with governance, cadence, and standard data definitions across APAC markets.
• Provide coaching and enablement for sales leaders, focusing on pipeline management, forecasting rigor, and deal execution.

Connaissances

Sales operations

APAC experience

Analytics

Leadership

Stakeholder mgmt

Outils

Salesforce

Power BI

Description du poste

ROLE OVERVIEW

Senior Manager, Pipeline Management, APAC is responsible for the health, discipline, and predictability of the region's commercial pipeline. Reporting directly to VP Pricing and Commercial Operations, APAC. The role owns regional visibility of pipeline coverage, conversion, velocity, and quality; deploys the global pipeline management framework across markets; and converts pipeline and quota attainment data into clear performance narratives and agreed countermeasures with market leadership

Key Responsibilities:

Pipeline Performance & Insights

Analyzes pipeline KPIs across the region to generate actionable insights on coverage, conversion, velocity, and quality. Translates data into clear performance narratives that highlight risks, opportunities, and the specific actions required at both market and regional level, laying the foundations for leadership actions.

Market Liaison & GM Engagement

Acts as the primary liaison with market teams to align on pipeline health, priorities, and execution. Leads structured engagements with GMs – including preparation and facilitation of pipeline reviews – focused on root cause analysis of performance gaps and agreement of concrete countermeasures with named owners and timelines.

Quota Attainment & Performance Improvement

Owns regional visibility of quota attainment performance by market and by seller. Drives disciplined follow-through on improvement actions, ensuring markets execute targeted plans to close gaps versus plan and that committed actions are tracked to completion and measurable effect.

Productivity & Risk Management

Conducts productivity analysis at market and sales-team level to understand where capacity, coverage, and effectiveness constrain attainment. Identifies early risk signals to attainment and proactively drives mitigation actions in partnership with market leaders, escalating where regional intervention is required.

Pipeline Management Framework & Discipline

Deploys the global pipeline management framework consistently across APAC markets. Embeds pipeline discipline through clear governance, a regular review cadence, common data definitions, and ongoing performance tracking, so pipeline management operates to a single standard.

Sales Leadership Coaching & Enablement

Partners with L&D to provide coaching and capability development for sales leaders, focused on pipeline management, forecasting rigor, deal execution, and performance leadership. Reinforces best practices through data-driven coaching, feedback loops, and targeted training interventions tied to observed performance gaps.

Required:

• 10+ years of progressive experience in sales operations, commercial enablement, or sales performance management, with regional or multi-country responsibility in APAC.
• Proven track record improving pipeline health and quota attainment across multiple markets, driving adoption and influencing leaders who do not report directly.
• Strong capability in pipeline and sales performance analytics – coverage, conversion, velocity, quality, forecast accuracy – and in structured root-cause analysis of performance gaps.
• Proven ability to define and deploy KPIs, dashboards, and a governance and review cadence across a multi-country sales organization.
• Able to work effectively in a matrix organization structure, with strong leadership, influencing, and relationship and conflict management skills.

Strongly Preferred:

• Experience deploying a global or regional pipeline management framework and embedding it through governance and review discipline.
• Hands-on experience with CRM and sales analytics platforms (e.g. Salesforce, Power BI) and with seller-level productivity measurement.
• Experience designing or delivering sales leadership capability programs in partnership with L&D.

Core Knowledge Expectations:

• Pipeline management fundamentals: stage definitions, coverage ratios, conversion and win rates, sales cycle velocity, and pipeline quality and hygiene standards.
• Quota and attainment mechanics: target setting, attainment tracking by market and seller, forecast accuracy, and gap-to-plan analysis.
• Performance analytics: data definitions, KPI frameworks, dashboard design, and translating analysis into executive-ready performance narratives.
• Root-cause problem solving methodologies, countermeasure design, and closed-loop action tracking applied to commercial performance.
• Sales governance and review design, forecasting rigor, deal execution discipline, and the interfaces between Sales, Finance, and Enablement across APAC markets.