Job Details What you will do The Sr Digital Solutions Sales Executive position is part of our Building Technology & Solutions business with Johnson Controls. Our digital technology business is growing at a very fast pace. Our teams are outcome-based sellers developing our Open Blue solutions that link building, Information Technology/Business Systems and Specialty systems into a single converged network to achieve our customers\xe2\x80\x99 operating costs and improve the functionality of the building by providing an intelligent communications network to exchange data, automate actions and provide critical information required to optimize systems and people performance throughout the life cycle of the building. You will be based in Dubai and will be part of an emergent team that is focused in expanding our footprint and customer base to achieve our strong growth objectives. The digital solutions team provides the missing \xe2\x80\x9ctechnology solution\xe2\x80\x9d piece and supports the local market\xe2\x80\x99s channel efforts to identify, propose, sell and deliver new construction, prime retrofit and technology refresh scopes of work. We help sales deliver Internet of Things (IoT) outcomes through systems integration, design-assist, and converged technology solutions, producing smarter buildings. How you will do it Under general direction, you will conduct solution-based sales of advanced solutions, to strategic major accounts and lighthouse smart building projects. You will work with account managers and selling teams in key verticals to identify, qualify, and close opportunities. Knowledge in software as a service sale, cloud -based products, enterprise software analytics, and use of advanced data analytics/AI. Skills required for the role include consultative selling at the executive level, differentiating offerings from competitors, and understanding complex sales processes. Drives pipeline growth and maturation. Educates the field resources and directly sells solutions. Responsible to use evaluation criteria account opportunities to improve efficiency and hit rates. Provides input & feedback into future offering development & refinement. Identifies tangible outcomes through use cases to improve value proposition (i.e. savings achievement from previous wins, customer ROI) for target verticals. Works with the Advanced Solutions Digital development team to drive customer satisfaction and future offering refinement. Responsibilities

• Directly responsible for exceeding Digital Solutions sales targets on a monthly, quarterly, and yearly basis
• Provide business and technical expertise to qualify Digital Solution opportunities and maintain a consistent, high-quality pipeline with sufficient coverage and high forecast accuracy.
• Know your customer pain points and target persona(s) and align high value impact scenarios. Effectively understand needs and influence multiple departments and levels within a customer\xe2\x80\x99s organization.
• Collaborate with regional sales teams to identify and target high-potential opportunities to increase sales and total account wallet share in strategic accounts with Digital Solutions aligned to customer priorities. Develop and maintain Digital Solution strategy as part of strategic Account Plans that details priorities, personas, progress and blockers.
• Develop and present monthly business insights into KPIs; share insights and trends on market conditions, customer adoption.
• Maintain working knowledge of industry and technology trends such as IoT, AI and Software as a Service business models, and sustainability.
• Optimal usage of salesforce CRM to ensure that you are able to effectively manage a sales pipeline with proper qualification and relationship mapping developing opportunities from demand creation to close of business.
• Provide customer signal and feedback to inform Digital Solution development and roadmap prioritization. Identify new solution for unmet customer needs by working with BWSI Ecosystem Team and partners to fulfill customer requirements when our Global Products team is not able to address defined needs .
• Actively participate in industry professional groups and speaking engagements.

What we look for

• Bachelor\xe2\x80\x99s degree in related field. Master\xe2\x80\x99s preferred.
• Prefer 8 plus years of demonstrated success in enterprise, value-based solution and software sales, meeting revenue targets.
• Proven track record of achieving sales target within Middle East
• Experienced in Account Management including planning, opportunity qualification and creation, stakeholder communication, partner engagement and sales excellence practices including opportunity and pipeline management, and close planning.
• Demonstrated consultative, value-based solution selling skills and ability to connect innovative solutions to customer priorities. Experienced in building and maintaining Executive level (CXO) stakeholder relationships.
• Collaboration. Experienced in orchestrating and leading teams to develop and close sales opportunities through influence.
• Technical Acumen understanding of Internet of Things architecture, edge and cloud technologies.
• Strong business acumen demonstrated, including business case development, strong rhetorical skills, natural teaming and collaboration skills, achievement oriented and highly savvy in technology and digital information.
• Candidate should be adaptive, agile and demonstrate curiosity and willingness to learn.
• Experience of working successfully in a functionally matrix global organization.
• Must have UAE Driving license