What you will do

Drive commercial digital growth in key accounts which is segmented globally into executive, corporate, regional strategic and national strategic accounts between 3 regions. Current digital penetration in these accounts is less than 3 %. As we have dedicated key account leaders and customer intimacy is high, strategy will be to put a GTM digital commercial growth key account plan. This GTM will involve proof of value accelerated offerings passionate about sustainability, balanced and hard-working buildings, innovative commercial business models, value mapping and digital workshops with C levels partners. Support the sellers during the sales process by providing specifics around solutions offering, application engineering and how it enables customer outcomes

How you will do it

• Leadership - Build foundation for scalable GTM and sales strategy to accelerate JCI\xe2\x80\x99s market lead and share of $7B TAM via key accounts.
• Sales strategy execution - Identify customer problems & relevant use-cases based on internal / external customer opportunities.
• Sales strategy solution- Align and test digital value proposition based on customer needs.
• Drive commercial solution playbooks across key accounts verticals and refresh it as the solution features improve so it is scalable globally.
• Sales enablement to key accounts team members and customers on solutions offering, application engineering and how it enables customer outcomes.
• Win new customers and seed conversion/upsell with entry offerings, POV accelerators and targeted GTM campaigns
• Launch entry offer for energy management, IAQ monitoring and Occupant Experience for reach and upsell
• Develop Building in a Box, POC/POV Accelerator
• Launch industry targeted energy cost saving GTM campaign
• Land lighthouse wins that tip industries in key accounts and prove digital solutions at scale, drive strong customer value and SAT
• Conduct high propensity account targeting aligned to product portfolio fit, by industry for key accounts.
• Build industry playbooks for Education, healthcare, CRE for repeatable, high-value sales play
• Drive engagement & enablement through digital airlift
• Optimize orchestration across sales cycle thru delivery
• Establish opportunity intake for key accounts to improve qualification
• Define new business models and optimize processes, programs and reporting for operational efficiency and accelerated deal cycles in key accounts
• Evaluate new business models; drive investment flywheel model to increase solution value for customers (from op efficiency to revenue)
• Align to global processes across digital sales motions, programs and support
• Develop consistent global reporting on Recurring, Renewals and integrate into forecast
• Establish pipeline Hygiene and fast accountability
• Transform MBR into insights, actions, help needed
• Solution Council- Take feedback from voice of sales, voice of customers and give feedback to voice of product for agile road map and market adoption.
• Design deals going through specifications and customer requirements to meet functional requirements along with architecture.
• Build the pipeline and meet the target numbers for enterprise solution offerings within planned secured target.
• Handle a repository of customer success case studies for key accounts bringing together value levers.
• Ensure objective of the company, policies and quality system are implemented, understood, and maintained at all levels.
• Ensure activities align with legal and ethical standards.
• Participate in sessions with customers including ideation and proof of value.
• Crafting pitch deck and communicating customer and business research to key stakeholders.
• Co-ordination with GCOE (Centre of Excellence) team to work on standard key accounts proposal based on verticals

What we look for

• Experience in digital transformation of an industrial company to digital led industrial company
• Minimum 15-20 years\xe2\x80\x99 experience in digital transformation and understanding buildings domain and digital convergence.
• Strong C level customer relationship and value articulation demonstrating solution / consultative sales skills

Who we are

At Johnson Controls, we\xe2\x80\x99re crafting the future to build a world that\xe2\x80\x99s safe, comfortable and balanced. Our global team builds innovative, coordinated solutions to make cities more connected, buildings more intelligent and vehicles more efficient. We are passionate about improving the way the world lives, works and plays. The future requires bold ideas, an ambitious mind-set and teamwork across boundaries. You need a career passionate about tomorrow. Tomorrow needs you.

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Johnson Controls