In line with the EMEA data center vertical strategy, develop long-term customer relationships with consulting engineers, design & build contractors, hyperscalers, and colocation operators to create SECURITY related pipeline for the EMEA region. Maximize account penetration of assigned accounts by serving the full spectrum of SECURITY solutions needed, leveraging Johnson Controls' broad portfolio (Access Control & Intrusion, Perimeter Security, Visitor Management, CCTV & Video Management).
The role requires a hunter mentality, self-motivated to drive growth, perseverant, tenacious, with excellent planning, organization, and time management skills. Responsibilities include articulating and communicating offerings, strategizing sales approaches, defining stakeholder mapping, ensuring customer retention and growth, collaborating with internal teams, mentoring local sales teams, conducting technical presentations, utilizing sales tools, and achieving quarterly and annual sales targets.
Key Responsibilities:
- Build partnering relationships with Data Center customers and consulting engineers to influence specifications and grow account share.
- Drive specifications towards Johnson Controls offerings and achieve favorable specifications and decision making.
- Lead collaborative efforts with regional and global teams to pursue projects.
- Develop relationships with internal teams to ensure customer satisfaction and mentor local sales teams.
- Provide technical presentations and act as subject matter expert.
- Keep management informed and leverage leadership engagement when appropriate.
- Use sales tools to plan and increase penetration of accounts.
- Remain current on industry standards and best practices for SECURITY solutions within data centers.
- Provide feedback on customer perception, competitive moves, and market trends.
- Support pre-bid, bid, and post-bid processes for successful project delivery.
- Own customer relationships with regular cadence and technology innovation sessions.
- Participate in professional organizations for development and networking.
Required Skills & Experiences:
- Bachelor's degree in Electrical/Electronic Engineering, Business, or related fields.
- Proven track record of achieving SECURITY sales targets for the past five years in a B2B setting.
- Ability to adapt, flex, and work consultatively to guide customers.
- Experience working in a matrix environment as an individual contributor.
- Based in/around FLAP-D markets.
- Willingness to travel 25%-50% locally and within EMEA.
- Valid EU/UK driving license.
- Fluent in English.
Preferred:
- Five years selling SECURITY solutions within data centers industry.
- Existing network within data centers industry related to OFCI/CFCI programs.
- Experience communicating across multiple cultures.
- Familiarity with Salesforce, Altify, and standard office software.
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