Senior Enterprise Sales Exec – Performance Contracts

YDU JC Air Cond & Ref Inc.- Dubai; Town of Texas (WI); On-site; USD 100,000 - 150,000; Full time

Job summary

Johnson Controls is seeking a senior sales professional to lead high-value, multi-year performance contracting deals with building owners and their representatives. You will drive executive-level engagements, shape proposals, and secure major opportunities across complex, bundled offerings while maintaining a focus on guaranteed savings and profit optimization.

The role emphasizes developing long-term partnerships, expanding within key accounts, and coordinating cross-functional teams to deliver

Qualifications

• Bachelor’s degree in business, engineering, or related discipline.
• MBA preferred.
• A minimum of five to seven years of progressive field sales experience at the C-level.
• Excellent initiative, interpersonal and communication skills.
• Demonstrated ability to influence the market at key levels.
• Ability to travel 50%.

Responsibilities

• Sells, with minimal supervision, the JCI offerings persuasively to building owners and owner representatives at the C-level while reaching optimal profit levels.
• Focus on selling performance contracting and maximizing share of customers’ business.
• Demonstrate value at the executive level by providing solutions to business and financial challenges and working through gateways to achieve joint planning status.
• Sells, renews, and expands renewable service agreements, including multi-year agreements, to both new and existing customers.
• Build partnering relationships with the economic buyer, owner, or owner representatives responsible for the decision-making process to drive the solution sales of JCI offerings.
• Manage the ongoing sales process, developing relationships, responding to and anticipating customer needs.
• Actively listen, probe, and identify concerns; understand the customer’s business and speak their language.
• Demonstrate financial and business acumen to develop credibility, loyalty, trust, and commitment.
• Seek out, target, and initiate contact with prospective customers and develop a network of contacts.
• Use sales process checkpoints to obtain evidence of small trial closes and commitments.
• Qualify and assess potential customers; refer leads to other business segments.
• Address the customer’s financial, business, operational, and environmental objectives, needs, and requirements; recommend solutions that match their challenges.
• Differentiates JCI services and products from competitors based on business benefits and knowledge of competitor strategies.
• Maximize assigned Project Development Engineering resources effectively and efficiently.
• Engage appropriate sales support resources, including construction management, energy and operational engineering, technical support, finance, and legal resources.
• Effectively write, present, and communicate proposals; secure major opportunities through financial agreements.
• Negotiate value, address resistance, and close the sale.
• Utilize applicable sales tools to plan and document progress and increase business opportunity.

Skills

C-level sales

Strategic selling

Negotiation

Communication

Education

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

MBA

Job description

Johnson Controls is seeking a senior sales professional to lead high-value, multi-year performance contracting deals with building owners and their representatives. You will drive executive-level engagements, shape proposals, and secure major opportunities across complex, bundled offerings while maintaining a focus on guaranteed savings and profit optimization.

The role emphasizes developing long-term partnerships, expanding within key accounts, and coordinating cross-functional teams to deliver