Account Development Director Jobs in Arizona (NOW HIRING)

Build your best future with the Johnson Controls team

The Fire Systems Sales Representative is a strategic growth role responsible for supporting Global Strategic Account Management (GSAM) efforts while driving revenue growth in fire and life safety solutions. This position focuses on strengthening and expanding relationships with General Contractors (GCs), Electrical Contractors (ECs), and key end-user (owner-direct) customers. This role plays a critical part in influencing project specification, identifying early-stage opportunities, and executing coordinated sales strategies in partnership with GSAM leaders to accelerate growth within key accounts and priority verticals.

What you will do:

• Support GSAM strategy by identifying, qualifying, and advancing fire and life safety opportunities within targeted global and regional accounts.

• Build and expand relationships with General Contractors, Electrical Contractors, consulting engineers, and key end users to drive project pipeline growth.

• Actively pursue owner-direct opportunities, developing direct relationships with facility leaders to create pull-through demand.

• Position and sell fire alarm, detection, suppression, and integrated life safety solutions aligned to customer needs and project requirements.

• Influence specifications and project design through early engagement with ECs, engineers, and decision-makers.

• Partner closely with GSAM leaders, operations, and engineering teams to deliver coordinated, account-focused solutions.

• Support proposal development, RFP responses, and contract negotiations to help secure targeted projects.

• Consistently drive pipeline growth and meet or exceed assigned sales and account development targets.

How you will do it:

• Execute account penetration strategies aligned with GSAM priorities, focusing on expanding share within key GC/EC partners and strategic owner accounts.

• Develop strong contractor networks to position Johnson Controls as the preferred fire/life safety partner on negotiated and bid projects.

• Identify early project opportunities through market visibility, contractor alignment, and owner engagement to maximize win rates.

• Drive owner-direct engagement strategies to reduce reliance on bid-only work and increase margin and influence.

• Maintain a disciplined pipeline with clear visibility into project stages, stakeholders, and competitive positioning.

• Act as a trusted advisor, providing guidance on code compliance (NFPA), system modernization, and risk mitigation strategies.

• Deliver valuable market intelligence back to GSAM and leadership to improve account planning and growth execution.

What We Look For:

Required:

• Bachelor's degree or equivalent experience.

• 5-10+ years of successful fire alarm, suppression, or life safety sales experience.

• Strong understanding of contractor-driven sales (GC/EC channel) and construction project lifecycle.

• Experience supporting large/strategic accounts or working in alignment with account management teams (GSAM experience a plus).

• Knowledge of NFPA codes, fire systems, and compliance requirements.

• Demonstrated ability to build relationships with contractors and develop owner-direct opportunities.

• Strong collaboration skills with the ability to operate effectively in a team-based, account-focused sales model.

• Results-driven mindset with a focus on pipeline growth and long-term account development.

• Willingness to travel as needed to support account and project activity.

Preferred:

• Established relationships within hyperscale and colocation data center ecosystems.

Salary Range: HIRING SALARY RANGE: $100,000 to $150,000 (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 volume and margin on a project, quarterly, and annual basis. This position includes a
competitive benefits package. The posted salary range reflects the target compensation for
this role. However, we recognize that exceptional candidates may bring unique skills and
experiences that exceed the typical profile. If you believe your background warrants
consideration beyond the stated range, we encourage you to apply. To support an efficient
and fair hiring process, we may use technology assisted tools, including artificial intelligence
(AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by
human reviewers. For details, please visit the About Us tab on the Johnson Controls Careers
site at https://jobs.johnsoncontrols.com/about-us

Johnson Controls International plc. 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, genetic information, sexual orientation, gender identity, status as a qualified individual with a disability or any other characteristic protected by law. To view more information about your equal opportunity and non-discrimination rights as a candidate, visit EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit here.