Account Executive

Overview

Reporting within the Johnson Controls security business, directly to a Security Sales Manager, the Security Services Sales Account Executive's main focus is to secure Planned Service Agreements with new and existing customers. This role serves as the subject matter expert for video services and digital services, including proactive health, and more.

Two-fold responsibilities:
1) reactivate, add-on, and make minor modifications to out-of-service locations. Resales represent a critical need for JCI, helping recapture valuable recurring revenue and bringing in new JCI customers for additional services.
2) sell our complete services portfolio to new and existing customers. Our goal is to drive impactful activities, achieve results, and improve attach rates. Primary responsibility is to work daily with district sales leaders (CSMs) in managing stated metrics (leading and lagging indicators) using available dashboards and tools.

• Influence a territory and aggressively manage out-of-service locations.
• Identify opportunities from sources such as Salesforce, ADMIN, 55 Day List, and Power BI RIF List.
• Conduct field and phone blitzes; network with Centers of Influence (e.g., property managers); engage in face-to-face marketing in a given area.
• Follow the SPIN Selling process to ensure the customer understands our value proposition.
• Sell services and upsell products within the assigned territory to existing and new customers, including customers with a previously discontinued JCI system, while maintaining the sales and service quota and following established guidelines.
• Target and grow existing customers with low service penetration; work with customers with one service or with no service attached.
• Market and introduce JCI digital services to existing customers and new prospects.
• Target non-JCI customers to add services or take over existing service contracts.
• Identify prospects using creative lead-generation techniques, including data mining and leveraging the Power BI RIF Database.
• Add-on, amend, and convert existing customer systems to meet customer expectations.
• Utilize approved marketing materials to present sales presentations and proposals, highlighting the benefits of our products and services over competitors.
• Adhere to current JCI policies, procedures, products, programs, and services; follow up with prospects; prepare final contracts for signature.
• Process work orders and complete all paperwork in accordance with approved procedures; perform post-installation follow-up to ensure commitments are met; maintain customer retention.

• Excellent oral, written, and presentation skills with the ability to present to senior-level executives within the customer and Johnson Controls Security organizations.
• Ability to work a full-time schedule.
• Available for local travel.

• College degree and/or technical degree or equivalent.
• Minimum of 2 years’ experience as a successful commercial sales representative in the security, IT, or other technology sales industry, demonstrated by a consistent ability to meet and exceed quota.

Salary Range: HIRING SALARY RANGE: $45,000-$61,000 (Salary to be determined by education, experience, knowledge, skills, and abilities of the applicant, internal equity, location, and alignment with market data). This role also offers a competitive Sales Incentive Plan that takes 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