What you will do

The Business Development Director operates as an executive level strategic leader in the Infrastructure as a Service (IaaS) team; a fast-paced, growth-oriented, entrepreneurial team in Johnson Controls Sustainable Infrastructure.  The Business Development Director role requires a dynamic, high-energy, highly effective and engaging leader with a strong foundation in business leadership, c-suite relationships, and a proven track record for managing opportunities through the entire sales cycle.  We are seeking a high achieving, proactive leader who is self-directed, internally motivated and operates with personal integrity and can reflect the values of JCI. 

The Business Development Director creates customer demand for service partnership-based solutions that allow customers to achieve their mission and long term goals for sustainability and infrastructure needs.  Particularly focusing on structuring deals consistent with Design-Build-Finance-Operate-Maintain deal structures. This demand requires a leader motivated by high achievement to drive sales growth and significant deal structuring for high impact, long term renewable partnership approaches with the customer.  The successful leader effectively leads and mobilizes enterprise teams (sales, development, services, engineering, legal and finance) with leadership to commit to drive the unique strategic account strategies for sales growth and relationship management.  

This position is responsible for securing $50M in new client opportunities as well as managing IaaS based partnerships through our existing account base and multiple sales channels.  The position will be responsible to lead and partner with other salespeople across the organization to position and successfully sell IaaS opportunities.   The Business Development Director will have achieved success as an advisory seller in our highly competitive market with extensive experience in developing executive-level relationships. 

How you will do it

• 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. 

What we look for

[Required Qualifications – Education, Skills & Experience]

• Bachelor’s degree in business-finance or related discipline required.   MBA preferred.  

• 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 

Who we are

Johnson Controls is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, status as a qualified individual with a disability, or any other characteristic protected by law. For more information, please view EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit www.johnsoncontrols.com/tomorrowneedsyou.

Salary Range: HIRING SALARY RANGE: $141,900 - $213,300 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account project, quarterly, and annual margin.  This position includes a competitive benefits package. 
For details, please visit the About Us tab on the Johnson Controls Careers site at https://jobs.johnsoncontrols.com/about-us