Johnson Controls · 2 weeks ago
Business Development Director - Sustainable Infrastructure (REMOTE)
United States
Full-time
Remote
Lead/Staff, Director/Executive
$142K/yr - $213K/yr
5+ years expJohnson Controls is a leader in sustainable infrastructure solutions, seeking a Business Development Director to drive sales growth in their Infrastructure as a Service (IaaS) team. This role involves creating customer demand, structuring deals, and leading enterprise teams to secure new client opportunities and manage existing partnerships.
Industrial EngineeringPhysical SecuritySmart Building
Responsibilities
Seeks out, targets and initiates contact with c-level customers; proactively qualifying business opportunities with the customer; conveying a firm understanding of the customer’s key business drivers
Developing strategic solutions for customers that appropriately consider available facts, constraints, competitive circumstances, strategic priorities, and probable consequences; clearly connecting solutions to business needs
Provides significant industry expertise and client business acumen. Sells higher level services to the customer, enabling competitive advantage for them in the marketplace. Using one’s knowledge of economic, financial, market, and industry trends to understand and improve customer results through our solution
Passionately selling the organization’s strategy; continuously raising expectations of sales performance; encouraging and supporting team efforts to achieve and exceed challenging sales goals
Creating and executing influence strategies that gain commitment throughout the sales process and organizational buy-in for customer solutions; persuading key stakeholders to take action by demonstrating how the work will advance shared interests and business goals
Focuses on demonstrating value at the executive level by providing solutions to business and financial challenges as well as working through gateways to achieve joint planning status. Presents lifecycle costing implications to customer with the objective of maximizing overall NPV for the contract term as opposed to first cost. Sells solutions for either renewal of existing infrastructure or new greenfield projects
Initiating and maintaining strategic relationships with stakeholders and potential partners inside and outside the organization (e.g. reference customers, peers, external vendors, alliance partners) who are willing and able to provide the information, ideas, expertise, and/or influence needed to advance understanding of business issues and achieve business goals
Leading a pursuit team including internal and external development resources, engineering, finance, construction, legal and design team partners with management of partnering agreements across the deal pursuit eco-system
Effectively writes, presents and communicates proposals. Negotiates value, addresses resistance when demonstrated. Prepares and leads in the development of a Term Sheet and in final contract negotiations to best position JCI terms and mitigate risk issues before closing the sale
Training and mentoring Johnson Controls sales partners across our channels to market in order to successfully advance IaaS strategies within our existing customer base and positioning for broader impact in target customer pursuits
Leading the development of specific vertical market strategic planning for IaaS and supporting the development of the broader regional and vertical market Johnson Controls strategic planning to include the long term growth of IaaS solutions to drive recurring revenue solutions throughout the organization
Qualification
Required
Bachelor's degree in business-finance or related discipline required
A minimum of 5-7 years of direct sales experience in ESCO, EaaS, P3 or Infrastructure Development or financial sales at the c-level
Excellent initiative, and interpersonal communications skills
Demonstrated ability to influence the market at key levels
Ability to travel 30-40%
Accomplished strategic seller
Demonstrates a commitment to integrity and quality in business
Extensive understanding of the Energy, Infrastructure, and Services industry
In-depth customer knowledge
Business/financial management expertise
Acts as a Strategic Partner, Trusted Advisor
Proven sales and/or client relationship management experience
Ability to work with cross functional teams to achieve customer objectives
Excellent leadership skills necessary to operate at CxO level – selling and delivering multi-solution portfolio engagements
Preferred
MBA preferred
Benefits
Competitive Sales Incentive Plan
Competitive benefits package
Company
Johnson Controls
Johnson Controls offers smart buildings that create safe, healthy, and sustainable environments.
10001+ employees
H1B Sponsorship
Johnson Controls has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (61)
2024 (57)
2023 (80)
2022 (95)
2021 (81)
2020 (93)
Funding
Current Stage
Public CompanyTotal Funding
$1.6BKey Investors
US Department of Energy
2024-12-05Post Ipo Debt· $250M
2024-12-04Post Ipo Debt· $525.61M
2024-05-20Post Ipo Equity· $90M
Leadership Team
Joakim Weidemanis
Chief Executive Officer
Marc Vandiepenbeeck
Executive Vice President and Chief Financial Officer
Recent News
2026-01-08
2026-01-07
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