Executive Director, Tech Sales - APAC

JONES LANG LASALLE PROPERTY CONSULTANTS PTE LTD; Singapore; On-site; USD 120,000 - 180,000; Full time

Job summary

Join a forward-thinking company as an Executive Director in Tech Sales, where you will lead technology-driven solutions in the real estate sector. This role combines strategic problem-solving with a focus on sales and client relationships, allowing you to drive innovation and efficiency. You will collaborate with internal teams to deliver comprehensive solutions, manage complex sales cycles, and engage with C-suite executives. If you thrive in a fast-paced environment and are passionate about technology and real estate, this is an exciting opportunity to make a significant impact.

Qualifications

• 10+ years of sales experience in corporate real estate services.
• Proven track record in managing complex sales cycles.
• Expertise in technology solutions for real estate.

Responsibilities

• Drive sales of real estate technology products to corporate clients.
• Manage complex sales cycles for multi-million dollar deals.
• Develop relationships with key decision-makers in target organizations.

Skills

Sales Strategy

Stakeholder Management

Analytical Skills

Problem-Solving

Communication

Relationship Building

Education

Bachelor's Degree

Master's Degree

Tools

Salesforce

Miller Heiman

Job description

Executive Director, Tech Sales - APAC

Tech Advisory & Sales team supports both JLL Technologies (JLLT) and Work Dynamics (WD) to serve the needs of our enterprise occupier clients driving their sustainability, technology and real estate agendas through the use of technology. By combining innovative JLLT technologies with WD’s world-renowned expertise, we’re able to unveil untapped opportunities to shape the future of real estate for a better world.

Our Work Dynamics teams provide tech-enabled solutions and global, end-to-end, connected capabilities to help create more sustainable environments, keep people connected and address every aspect of the employee experience and their well-being.

Our JLLT teams deliver a comprehensive technology portfolio of purpose-built software platforms, apps, hardware and technology services, as well as innovations from venture-backed companies. Our best-of-breed portfolio is designed to meet and exceed the industry’s demands for better business intelligence, workplace experience, and smart building platforms. JLL Technologies helps organizations transform the way they acquire, operate, manage, and experience space.

Role Purpose

The Tech Advisory & Sales Lead is accountable for all elements of Technology for the assigned subdivision, including technology sales solutions strategy, priorities for the vertical division to differentiate, client NPS & delivery escalations, and market penetration strategy. The Tech Advisory & Sales Lead acts as overall technology advisor lead for the subdivision and aligned accounts to define technology-enabled growth and operating efficiency priorities. In this capacity they own and communicate the technology strategy for the vertical in close collaboration with broader JLL Technology strategy. This includes ensuring Technology delivery meets client expectations of JLL’s contracts. The Tech Advisory & Sales Lead is directly responsible for the sales organization go to market strategy and execution across the subdivision for a portfolio of JLL technology products.

The role requires well versed expertise across many domains of real estate and facilities culminating in the bringing together of multiple software product and services solutions to solve complex challenges. The role requires strategic problem-solving ability and established credibility in the Commercial Real Estate community that instills confidence and trust.

This position (individual contributor) is primarily focused on technology sales within the real estate sector. The successful candidate will be responsible for selling three main categories of real estate technology products and services:

1. Integrated Workplace Management Systems (IWMS) - Software and associated services for comprehensive real estate and facilities management

2. Technology Consulting - Advisory services related to real estate technology implementation and optimization

3. Technology Program Management - Overseeing and managing large-scale technology implementation projects for clients

The role involves selling these products and services to corporate clients, with a focus on delivering comprehensive real estate technology solutions. Candidates should be prepared to articulate the value proposition of each of these areas and how they integrate to provide holistic solutions for real estate management and operations.

Key Responsibilities:

• Drive sales of real estate technology products and services to corporate real estate heads, CIOs, and CEOs
• Manage complex sales cycles for deals upto multi million dollars
• Develop and maintain relationships with key decision-makers in target organizations
• Collaborate with internal teams to deliver comprehensive technology solutions
• Generate new business opportunities through prospecting and networking
• Meet and exceed sales targets consistently
• Develop and oversee the comprehensive technology growth strategy for the assigned subdivision.
• Design and execute market penetration strategies for technology products and services.
• Define and implement technology sales solutions strategies to drive growth and differentiation.
• Establish and monitor technology priorities that enhance the subdivision's competitive advantage.
• Manage client NPS related to technology solutions and address delivery escalations promptly.
• Serve as the lead technology advisor for the subdivision and aligned accounts.
• Identify and prioritize technology-enabled growth opportunities and operating efficiency initiatives.
• Own and communicate the vertical-specific technology strategy to internal and external stakeholders.
• Ensure technology delivery meets or exceeds client expectations as outlined in JLL's contracts.
• Leverage expertise across multiple real estate and facilities domains to create integrated software and service solutions that address complex challenges by combining various technology products and services.
• Apply strategic problem-solving skills to overcome obstacles and drive innovation.
• Maintain and enhance credibility within the Commercial Real Estate community.
• Build and nurture relationships with key clients, partners, and industry leaders.
• Monitor industry trends and emerging technologies to maintain JLL's competitive edge.
• Collaborate with product development teams to ensure solutions meet vertical-specific needs.
• Develop and present business cases for new technology investments or initiatives.
• Oversee the creation and implementation of training programs to enhance technology adoption.
• Establish key performance indicators (KPIs) to measure the success of technology initiatives.
• Provide regular reports on technology performance, adoption, and impact to senior leadership.
• Participate in high-level client meetings and negotiations to drive technology-focused solutions.
• Work closely with and support the Solutions Development pursuit team in defining optimal technology strategies and solutions for accounts and or pursuits to increase retention, pursuit winnability and overall value and efficiency for JLL.
• Partner with Marketing to develop technology storylines for subdivision for both enabling platforms and direct technology revenue products.
• Own messaging of subdivision technology VOC to Product and central business functions.
• Indirect management of the activity of Tech Advisors, Sales Executives and delivery resources aligned to accounts and sales pursuits.

The Candidate Experience

• 10+ years of sales or sales solutioning experience at a large, global organization.
• Experience across multiple disciplines of Corporate Real Estate services, technologies and/or solutions.
• Proven capabilities in growing relationships at the senior executive level and C-Suite for global, Fortune 500.
• Successful track record of achieving immediate credibility; presenting varying ideas to create value and challenge the status quo; and able to think quickly, listen well, and understand how to react and modify approach in front of clients and other key influencers.
• Outstanding stakeholder management skills and ability to influence and motivate others on a team and help them succeed.
• High attention to detail and very organized with strong analytical and problem-solving skills.
• An excellent communicator with strong written and verbal presentation skills.
• Results driven, and thrives in a fast-paced, high-growth work environment.
• Ability to supervise and manage multiple projects at the same time.
• Capacity to conceptualize as well as operationalize commercial strategies.
• Ability to efficiently interact with company senior leaders.
• Superior organizational awareness.
• Experienced at managing diverse and geographically remote teams.
• Understands the market of CRE Technologies, Prop Tech, IWMS, Smart Buildings, IoT, Experience Technologies etc.
• Experience with successful selling outcomes using structured sales processes and tools such as Miller Heiman and Salesforce.

Behavioral Competencies

• Passion to Win – wakes up every day thinking about how to engage new clients and beat the competition.
• Strategic mindset – able to see big picture and future direction of the business, then translate into achievable new business development opportunities.
• Influential – persuasive yet instills confidence among stakeholders, gravitas to drive change and obtain results.
• Connector – can bring together various constituents across the organization to help drive client solutions.
• Thrives in Ambiguity - can navigate through a complex, multi-faceted organization with multiple stakeholders.
• Obsessed with customer habits – can use data derived from those behaviors; and trends within the industry to drive share of wallet.