Digital Solutions Sales Executive 2

Key Responsibilities

• Achieve Digital Solutions sales targets (monthly, quarterly, annual) for the assigned territory.
• Build and deepen executive‑level relationships across customer organizations, including C‑suite and board‑level stakeholders.
• Deeply understand customer pain points and target personas; effectively influence multiple stakeholders within a customer’s organization to build consensus.
• Drive competitive positioning through insights, storytelling, and strategic influence.
• Provide business and technical expertise to qualify digital solution opportunities and maintain a consistent, high-quality pipeline with sufficient coverage and high forecast accuracy.
• Collaborate with internal teams (e.g. local branch sales, solution architects, product experts) to identify and pursue high-potential opportunities, increasing OpenBlue solution adoption and share-of-wallet in strategic accounts.
• Execute business development activities, including high-level sales presentations, attendance at industry events, and networking, to generate demand and expand market opportunities for digital solutions.
• Identify opportunities, customer pain points and target perona(s) and align high value impact scenarios aligned to product / solution capability. Develop and align value propositions with customer requirements.
• Effectively manage the sales pipeline from lead generation through deal close, with proper qualification, stakeholder mapping, and risk mitigation at each stage.
• Own lifecycle customer relationship including guidance and support to existing customers to drive customer satisfaction, retention, and loyalty through value realization of deployed solutions
• Own commercial processes including bid management and deals desk. Manage pricing strategies and approvals that maintain margin targets.
• Champion governance processes to ensure compliance, quality, and deal viability. Lead, drive and support legal activities.
• Negotiate and close deals, structuring agreements that meet customer needs while adhering to Johnson Controls’ policies and profitability targets.
• Work with marketing teams to execute digital marketing campaigns and follow up on leads, ensuring effective lead-to-opportunity conversion.
• Maintain working knowledge of industry and technology trends such as IoT, AI, and Software as a Service business models, and sustainability.
• Provide customer signal and feedback to inform Digital Solution development and roadmap prioritization.
• Actively participate in industry professional groups and speaking engagements.

What we look for

• Bachelor’s degree, Master’s preferred.
• 10+ years of experience in enterprise solution sales (preferably in digital solutions, IoT/OT, or software/SaaS) with a strong track record of meeting or exceeding revenue targets
• Strong executive presence with the ability to influence senior decision‑makers.
• Sales & Account Skills: Demonstrated success in value-based solution selling and account management, including opportunity qualification, account planning, stakeholder engagement, and partner/channel management. Able to connect innovative solutions to customers’ business priorities and pain points, and to develop C-level relationships.
• Collaboration: Experienced in orchestrating and leading cross-functional teams to develop and close deals through influence (matrix selling environment).
• Technical Acumen: Solid understanding of IoT architectures, smart building systems, and cloud/edge computing technologies. Ability to quickly learn new digital solution features and explain technical concepts to non-technical stakeholders. Knowledge of controls (BMS) and/or HVAC is a plus.
• Business Acumen: Strong business case development and consultative selling skills; excellent communication and presentation abilities. Innovative and analytical mindset, with the ability to articulate ROI and value propositions clearly.
• Advanced deal orchestration skills across multi‑disciplinary teams.
• Ability to navigate ambiguity and drive clarity in high‑stakes environments.
• Organizational Experience: Experience working in a large, matrixed organization is preferred, demonstrating an ability to navigate complex internal structures. Entrepreneurial mindset with start-up mentality, even within a multinational corporation.
• Familiarity with complex contracting models such as managed services, consumption‑based pricing, or outcome‑based agreements.
• Personal Attributes: Adaptive, agile, and curious with a continuous learning mindset. Self-motivated and able to work independently, while also being a team player.
• Experience with partner ecosystems and co‑selling motions.
• Mobility: Willingness to travel across the region as required to meet clients and support projects (approximately 30-50% of the time).

What we offer

• Competitive salary
• Comprehensive benefits package
• On the job/cross training opportunities
• Encouraging and collaborative team environment

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