Johnson Controls · 1 month ago
Higher Education & State Government Area Sales Manager - Sustainable Infrastructure
Roswell-Georgia-United States of America
Full-time
Onsite
Senior Level, Lead/Staff
$126K/yr - $189K/yr
10+ years expJohnson Controls is a global leader in sustainable infrastructure solutions. The Higher Education & State Government Area Sales Manager will manage a team of Account Executives to drive sales of Infrastructure & Energy Improvement solutions across the Higher Education and State Government sectors.
Industrial EngineeringPhysical SecuritySmart Building
Responsibilities
Drive focus on creating and driving compelling and innovative sales strategies at the client’s executive C-level by providing solutions to business, infrastructure and financial challenges as well as managing gateways to achieve joint planning status
Encourage and build partnering relationships with the economic buyer(s), owner or owner representatives responsible for the decision-making process to drive the sales solution of JCI offerings. Manages ongoing sales process, develops relationships, responds to and anticipates customer needs. Actively listens, probes and identifies concerns. Understands the customer's business and speaks their language. Demonstrates financial and business acumen to develop credibility, loyalty, trust and commitment
Assist in prospecting and seeking out targets and initiate contact with prospective customers. Develops and leverages network of contacts. Understands and leverages sales process checkpoints as well as demonstrates evidence of gaining trial closes and commitments. Qualifies and assesses potential customers. Refers leads to team members and/or other business segments
Addresses customer's financial, business, operational and environmental objectives, needs and requirements. Recommends solutions that match the customer’s business and financial challenges. Differentiates JCI services and products from competitors based on business benefits and knowledge of competitor’s business strategies
Maximizes assigned Project Development Engineering & Operations Delivery resources effectively and efficiently. Ensures the customer and JCI receive maximum value from dedicated and assigned resources. Engages appropriate sales support resources determined by the JCI sales and business process, including SME’s (subject matter experts), energy and operational engineering and technical support, financial and legal resources, etc
Effectively writes, presents and communicates proposals. Secures high-volume opportunities through the use of financial agreements. Negotiates value, addresses resistance when demonstrated, and supports the close of the sale
Utilizes applicable sales tools effectively (Salesforce, Target Account Selling (TAS), Altify, Hurdles to Close) to plan and document team progress as well as increase sales volume opportunities in accounts. Leverages and expedites JCI sales process through regular checkpoints to gain progressive commitments from the customer. Manages the sales process steps in the pipeline with a focus on accelerating the sales process from Target to Close while delivering to the milestones in the customer’s buying process
Leads the sales team by building and fostering team relationships to ensure growth and collaboration. Solicits support from and communicates effectively with leadership and internal staff. Promotes ownership of and facilitates the customer relationship
Acts as the customer’s advocate in interactions with the JCI organization to ensure the customer obtains the best value from JCI’s offerings. Sets appropriate customer expectations for JCI solutions and service offerings
Assists and guides the development of the team’s sales and marketing plans and strategies. Aides in the implementation of these strategies and action plans. Provides coaching and sales support to team members
Keeps leadership informed of progress and account status. Knows when to call for assistance from upper management to keep the sales process moving
Attends and presents at industry conferences and professional organizations
Qualification
Required
Bachelor's degree in business, or related discipline required
A minimum of 5 years of progressive field sales experience at the C-level
An additional 5 years of sales management experience
Understanding of the Higher Education and State Government vertical markets
Selling and managing outcome-based solutions into those markets
Excellent initiative, and interpersonal communications skills
Demonstrated ability to influence the market at key levels
Ability to travel 25-50%
Benefits
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
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