Senior Manager, Digital Solution Sales

What you will do

The Senior Manager, Digital Solutions is part of the commercial digital solutions team within JCI’s Building Technology & Solutions business. This team drives JCI’s fast-growing digital IoT smart building strategy, delivering solutions across the building ecosystem.

Our teams are value-based sellers of JCI’s OpenBlue solutions that link building systems, IT, and specialty systems into a single converged platform to achieve customers’ desired business outcomes. The ultimate objective is to help clients achieve measurable energy savings and operational efficiency through innovative digital solutions.
JCI’s digital solutions reduce customers’ capital and operating costs and improve building functionality by providing an intelligent communications network to exchange data, automate actions, and optimize systems and people performance throughout the building life cycle.

The digital solutions team provides the missing “technology solution” piece and supports the local market’s 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 value-based sales of advanced solutions to key accounts and deliver lighthouse smart building projects that influence industries.  This is a hunter role focused on driving new business opportunities and successfully converting them into revenue. The position will support branches in integrating digital solutions into existing systems such as BMS and HVAC to deliver energy efficiency and operational improvements; and leading the pursuit and closure of digital solution opportunities by tailoring offerings to client needs using technologies like BMS and/or HVAC.

The role spans Hong Kong, Macau, and Taiwan.  You will be accountable for digital pipeline growth and delivering sales targets by qualifying high-potential opportunities and progressing them to closure in partnership with account managers and selling teams.

Success requires creativity, entrepreneurial drive, and a start-up mindset—developing innovative solutions for the market while operating within a multinational environment.
Candidates should possess strong knowledge of IoT, AI, and IT as core competencies, with familiarity in BMS and/or HVAC as a secondary advantage.

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.
• Effectively understand needs and influence multiple departments and levels within a customer’s organization.
• Collaborate with branch 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 detail priorities, personas, progress, and blockers.
• Maintain working knowledge of industry and technology trends such as IoT, AI, and Software as a Service business models, and sustainability.
• Effectively manage a sales pipeline in CRM 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.
• Actively participate in industry professional groups and speaking engagements.

What we look for

• Bachelor’s degree, Master’s preferred.
• 10+ years of demonstrated success in enterprise, value-based solution and software sales, meeting revenue targets.
• Experienced in Account Management including planning, opportunity qualification and creation, stakeholder communication, partner engagement, and sales excellence practices.
• Demonstrated consultative, value-based solution selling skills and ability to connect innovative solutions to customer priorities.
• Technical acumen in IoT architecture, edge and cloud technologies; knowledge of controls (BMS) and/or HVAC is a plus.
• Strong business acumen including business case development, collaboration skills, and achievement orientation.
• Entrepreneurial mindset with start-up mentality, even within a multinational corporation.
• Adaptive, agile, and curious with willingness to learn.

• Willing to travel as needed within Hong Kong, Macau, and Taiwan.
  

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