Major Projects Sales Executive – Vertical Market Focused (Data Centers)

Johnson Controls, Inc.; Milwaukee (WI); Remote; USD 100,000 - 140,000; Full time

Job summary

Johnson Controls, a leader in sustainable building solutions, seeks a Sales Professional to handle enterprise-level data center projects. This role requires extensive experience in construction sales and the ability to navigate complex client relationships. Join us to drive innovative solutions that meet critical operational needs while ensuring client satisfaction in a dynamic environment.

Benefits

Competitive salary

Generous paid vacation and sick time

Comprehensive benefits package including 401K

Encouraging team environment

On-the-job and cross-training opportunities

Strong commitment to safety

Employee discount programs

Qualifications

• 7-10 years progressive field sales experience at the C-level or above.
• Excellent initiative and communication skills.
• Ability to travel 50% nationwide, virtually located position.

Responsibilities

• Responsible for the sale of enterprise-level building solutions in the data center market.
• Leverage integrated HVAC products and technology offerings to meet client needs.
• Build and manage relationships with C-level clients and consultants.

Skills

Sales at C-level

Construction industry knowledge

Interpersonal communications

Data center construction methodology

Influencing market

Education

Bachelor’s degree in business, construction, engineering, or related discipline

MBA preferred

Job description

Advance your careerwith the Johnson Controls team!

As a global leader in smart, healthy, and sustainable buildings, our mission is to reimagine the performance of buildings to serve people, places, and the planet. Join a diverse and inclusive team that empowers you to build your best future! Our teams are strategically positioned to support a multitude of industries across the globe. You will have the opportunity to grow and develop through meaningful work projects and learning opportunities. We are committed to fostering an environment that supports the physical, financial, and emotional wellbeing of all employees. Become a valued member of the Johnson Controls family and thrive in a company culture that values your unique voice and ideas – your next great opportunity is just a few clicks away!

We recognize that a fulfilling career is supported by your overall wellbeing. That's why we offer a comprehensive benefits package designed to support you in multiple aspects of life, including:

• Competitive salary
• Generous paid vacation, holidays, and sick time - 15 days of vacation in your first year to promote work-life balance
• Comprehensive benefits package, including 401K, medical, dental, and vision care, available from day one
• An encouraging and collaborative team environment that values diverse perspectives and fosters innovation
• On-the-job and cross-training opportunities
• A strong commitment to safety through our Zero Harm policy, ensuring a safe and secure workplace for all employees
• JCI Employee discount programs (The Loop by Perk Spot)
• Check us Out: A Day in the Life of the Building of the Future

Become part of a culture that celebrates your achievements and encourages your voice and ideas. Your next great opportunity for advancement is right at your fingertips! Take the initiative to explore your potential and embark on an exciting career journey with Johnson Controls.

What you will do
Under general direction of the Major Project Sales Director, this sales professional will be responsible for the sale of enterprise-level, financially accretive building solutions to facility owners for large-scale new construction and renovation projects in the data center market. Promote the JCI value proposition to C-level owner representatives and consultants by providing comprehensive solution with well-defined ROI for the client’s business and operational needs. Leverage JCI’s integrated HVAC products, Building Automation Systems (BAS), fire, security, and digital technology offerings to deliver upon building owner’s desired outcomes. Executes the sales process to aid in cultivating and managing long-term relationships while seeking out, qualifying, and closing new sales opportunities. Drive the sales process for JCI’s most complex and large-scale data center clients through their journey to developing high performance, efficient, resilient, and secure infrastructure. Utilize your experience with complex, large scale data center sites to navigate the buying process through enhanced insight, collaboration, and strategic activities and partnerships.

How you will do it

• Sells, with minimal supervision, the JCI offerings persuasively, persistently, and confidently to data center owners or their respective contractor and consultants at the C-level while reaching optimal profit levels. Manages ongoing sales process, develops relationship, responds to, and anticipates client needs. Focus on a portfolio of large volume, highly accretive opportunities across the U.S.
• Builds partnering relationships to drive the decision-making process with the owner or owner representatives to align with JCI products and services. Actively listens, probes, and identifies preferred owner outcomes. Deeply understands the data centers landscape and our client's business objectives such as patient experience, operational efficiency, and high-quality service. Be a subject matter expert on construction delivery methodology and value streams by field trade discipline.
• Seeks out, targets and initiates contact with building owners or program managers responsible for the decision making to generate demand for JCI’s products and services through customized sales presentations and proposals.
• Partners with JCI Strategic Account Managers to develop business plan for assigned account by aligning JCI offerings with key accounts and their initiatives for multi-site and/or complex integrated digital offerings.
• Uses JCI Sales process within the project/program development process to position JCI as a key partner uniquely positioned to provide enhanced value. Demonstrates technical knowledge and a solution that delivers the client’s project outcome. Qualifies and assesses potential clients and opportunities. Partners with internal sales professionals for specific offerings with specialized business units by geography and by project as needed.
• Addresses client's operational and environmental objectives, needs, and requirements. Recommends solutions and links client objectives to total value solution and competitive advantage. Utilizes JCI technical and financial internal subject matter experts to provide insight and customized offerings and applications of JCI solutions for client’s specific needs. Applies knowledge of competitor’s business strategies, offerings, and solutions to favorably differentiate JCI from them.
• Positively and credibly influences project stakeholders via competitive, high-quality proposals and analyses. Effectively writes, presents, and communicates proposals. Negotiates value, addresses opposition when demonstrated and secures agreements which deliver accretive value. Differentiates JCI as a unique combination of supplier, designer, digital partner, and servicer.
• Utilizes applicable sales tools effectively to develop market strategy and segmentation of prospective market opportunity to align resources and prioritize activities. Utilize market strategy to target specific opportunities utilizing customized approach in conjunction with internal stakeholders and external partners. Actively track, manage, and lead opportunities through strong planning, communication, and documentation progress. Leverages JCI sales process monthly checkpoints to gain progressive commitments from the client. Manages process steps of the pipeline in Salesforce with continued focus on next steps, action items and milestone dates.
• Leads the opportunity team by building and fostering team relationships to ensure client satisfaction. Solicits support from and communicates effectively with internal team members and business partners. Develops relationship with respective internal sales, operational, and administrative colleagues to exceed clients' expectations. Leads opportunity and facilitates the client relationship.

Qualifications

What we look for
Required

• Construction industry knowledge required.
• A minimum of seven to ten years of progressive field sales experience at the C-level. and above
• Bachelor’s degree in business, construction, engineering, or related discipline required.
• Excellent initiative, and interpersonal communications skills.
• Proficiency in data center construction methodology and systems
• Demonstrated ability to influence the market at key levels.
• Ability to travel 50% (nation-wide; virtually located position)

Preferred

• MBA preferred.

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