Senior Manager, Pipeline Management, APAC

Johnson Controls; Bengaluru; On-site; INR 4,500,000 - 7,500,000; Full time

Job summary

Johnson Controls seeks a Senior Manager, Pipeline Management, APAC to drive the health, discipline, and predictability of the region's commercial pipeline. You will own regional visibility of pipeline coverage, conversion, velocity, and quality, deploying the global framework across APAC markets and translating data into actionable narratives for market leadership.

You will liaise with market teams, lead GM pipeline reviews, and define countermeasures with owners and timelines.

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.

Responsibilities

• 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.
• 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.
• 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.
• 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.
• 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.
• 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.

Skills

Sales operations

APAC experience

Pipeline analytics

Dashboard design

Forecasting

Tools

Salesforce

Power BI

Job description

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.

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.