Business Development Director - Sustainable Infrastructure; REMOTE

What you will do

The Business Development Director operates as an executive level strategic leader in the Infrastructure as a Service (IaaS) team; a fast-paced, growth-oriented, entrepreneurial team in Johnson Controls Sustainable Infrastructure. The Business Development Director role requires a dynamic, high-energy, highly effective and engaging leader with a strong foundation in business leadership, c-suite relationships, and a proven track record for managing opportunities through the entire sales cycle.

We are seeking a high achieving, proactive leader who is self-directed, internally motivated and operates with personal integrity and can reflect the values of JCI.

The Business Development Director creates customer demand for service partnership-based solutions that allow customers to achieve their mission and long term goals for sustainability and infrastructure needs. Particularly focusing on structuring deals consistent with Design-Build-Finance-Operate-Maintain deal structures. This demand requires a leader motivated by high achievement to drive sales growth and significant deal structuring for high impact, long term renewable partnership approaches with the customer.

The successful leader effectively leads and mobilizes enterprise teams (sales, development, services, engineering, legal and finance) with leadership to commit to drive the unique strategic account strategies for sales growth and relationship management.

This position is responsible for securing $50M in new client opportunities as well as managing IaaS based partnerships through our existing account base and multiple sales channels. The position will be responsible to lead and partner with other salespeople across the organization to position and successfully sell IaaS opportunities. The Business Development Director will have achieved success as an advisory seller in our highly competitive market with extensive experience in developing executive-level relationships.

• Seeks out, targets and initiates contact with c-level customers; proactively qualifying business opportunities with the customer; conveying a firm understanding of the customer’s key business drivers.

• Developing strategic solutions for customers that appropriately consider available facts, constraints, competitive circumstances, strategic priorities, and probable consequences; clearly connecting solutions to business needs

• Provides significant industry expertise and client business acumen. Sells higher level services to the customer, enabling competitive advantage for them in the marketplace. Uses knowledge of economic, financial, market, and industry trends to understand and improve customer results through our solution.

• Passionately selling the organization’s strategy; continuously raising expectations of sales performance; encouraging and supporting team efforts to achieve and exceed challenging sales goals.

• Creating and executing influence strategies that gain commitment throughout the sales process and organizational buy-in for customer solutions; persuading key stakeholders to take action by demonstrating how the work will advance shared interests and business goals.

• Focuses on demonstrating value at the executive level by providing solutions to business and financial challenges as well as working through gateways to achieve joint planning status. Presents lifecycle costing implications to customer with the objective of maximizing overall NPV for the contract term as opposed to first cost. Sells solutions for either renewal of existing infrastructure or new greenfield projects.

• Initiating and maintaining strategic relationships with stakeholders and potential partners inside and outside the organization (e.g. reference customers, peers, external vendors, alliance partners) who are willing and able to provide the information, ideas, expertise, and/or influence needed to advance understanding of business issues and achieve business goals

• Leading a pursuit team including internal and external development resources, engineering, finance, construction, legal and design team partners with management of partnering agreements across the deal pursuit…