What you will do The Account Executive will be responsible for driving revenue growth for Sensormatic Solutions across Retail account(s) along with any additional sales team members for services, software and hardware supporting our most strategic accounts in the Retail Sector. The Account Executive is a sales role and is quota bearing. It is performance based and measured against both sales and Sensormatic Solutions enterprise KPIs.
The individual will be responsible for consistent sales growth and high customer net promoter scores in the assigned territory. She or he will manage and grow the client relationships, including the development of Senior Executive (C-Suite) relationships. The Account Executive will also lead the account strategy and planning activities across our solution portfolio (including professional services, software, and hardware) for the assigned territory and own the resulting opportunity identification and sales progression activities.
This role will both frame and drive business opportunities, leveraging the Sensormatic Solutions/JCI Delivery teams. This will also involve the shaping and framing of proposals to meet client requirements working alongside Regional and Senior Leadership, Service Delivery Managers, Solution Architects and Global Sales Support teams, responsible for sales closure of the deals following Sensormatic Solutions processes and achieving the substantial targets including bookings, revenues and profitability. Key for the role will be the ability to assimilate complex Sensormatic Solutions business propositions and use them to guide client conversations; with a critical view on achieving relevant, measurable business outcomes.
The fundamental skills of the client need, and issue discovery are clearly critical here, as is the ability to dynamically switch between issue discovery and proposition qualification. These skills are necessary not only at the early stages of a client relationship but as part of ongoing deal and account management. In addition, the following responsibilities are associated with this role; Understand and discuss the Sales plan with the Sales leader to agree on potential major opportunities to be chased in his/her own focus area (territory, sector, etc.).
Qualify major opportunities to be further pursued, drive consistency between Sales strategy (value messaging, relationship approach, competitive differentiation) and content work managed by the Strategic Sales Support team (solution design, pricing and costing, delivery of proposal, planned project management). Run and control the communication and relationships on each of the deals. Compliance with the Sensormatic Solutions sales methodology and practices.
Proven sales leadership skills and an expert understanding of sales processes as both a hunter and a farmer Mastery of business acumen, including; an understanding of the customers' business, industry, economic trends, issues and competitive pressures in their respective industries. Knowledge of solutions defined business processes and organizational dynamics in the retail industry Deep understanding of client enablement and a passion for leading edge solutions Experience selling in a multichannel environment Solid business relationship development skills Familiarity with project management methodologies. Acts as a Strategic Partner, Trusted Advisor Ability to develop in-depth customer knowledge - business, strategies and challenges How you will do it Working closely with the Account teams together with the Global Delivery teams and Sales Support, you will be responsible for creating and driving your own pipeline, in line with your defined overall account strategy and direction.
Originating and nurturing the development of the business, new revenue streams and directing proposition development will be key focus areas. Much of the activity within our key accounts needs to take into consideration the active competition of other suppliers and providers within the ecosystem; as well as the multiple alliance and sub-contractor relationships developed over time. You will be central to the ongoing communication needs of running a large complex account.
With account teams distributed over many offices you will need to ensure the wider team remains aligned to the account direction and achievements/challenges. You will be a key face of the Sensormatic Solutions relationship to the client, covering many layers within the organization and able to develop relationships at the executive level, both on the business and retail driven solutions (LP, Inventory & Traffic) sides of the account. As a major contributor, you will be expected to represent the account in the Monthly reviews that take place where there is a high level of accuracy expected in forecasting across the account activity.
What we look for Required Proven experience in running complex, multi-million-dollar accounts with multiple stakeholders Excellent leadership skills and gravitas necessary to operate at CxO level - selling and delivering retail consulting and technology engagements A background in Retail Systems Integration delivery with a knowledge and understanding of the business challenges facing the Retail industry. A solid knowledge around the relevant technology solutions, operating models and a view of business-critical outcomes and success factors Have personally led and sold at least three +10m USD TCV Retail Solutions Deals to Tier 1 Retail Clients. The client must be willing to provide a reference for your leadership role in the sale Exceptional focus on all aspects of P&L management and reporting at both a sales pursuit and client level Well versed with commercial models, estimation techniques, pricing trends, privacy regulations, crafting complex MSA & SOW documents Experience of selling solutions involving service delivery from Nearshore/Offshore locations outside the US & mutualized teams; be able to craft the solution including distributed delivery elements, price-to-win and articulating value proposition Ability to innovatively and constructively challenge the status quo to drive forward the business Able to operate with a high degree of independence as well as being part of a team.
Highly capable in utilizing CRM solutions like Salesforce to develop detailed account plans as well as manage forecasting and dashboards A proven ability to successfully prospect and have client conversations with both organizational senior leadership and lines of business (Operations, Finance, Human Resources, Strategy, etc.) Typically, 10+ years directly related experience in retail solutions and/typically 12+ years in complex a service business environment. New logo (hunter) sales and closer experience - must be able to demonstrate proven large pursuit sales success. Bachelor's degree; advanced University degree preferable.
Demonstrate business, technical, or functional knowledge at the mastery level, as well as administration or operations knowledge. Functional knowledge of traditional Sensormatic Solutions/Retail Enablement types of offerings Strong understanding of global Finance or HR (?) negotiation and contracting issues and regulations Johnson Controls is a global diversified technology and multi industrial leader serving a wide range of customers in more than 150 countries. Our commitment to sustainability dates back to our roots in 1885, with the invention of the first electric room thermostat.
We are committed to helping our customers win everywhere, every day and creating greater value for all of our stakeholders through our strategic focus on buildings. 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.
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