Business Development Director - Sustainable Infrastructure

<p></p><p></p><p><b>What you will do</b></p><p></p><p><span>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 Building Solutions North America.  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. </span></p><p></p><p><span>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 to serve the customer’s customer (students, patients, constituents, stakeholders, <span>customers).  </span> 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, digital, services, engineering, life-cycle) and senior executives (VP, President) to commit to drive the unique strategic account strategies for sales growth and relationship <span>management.  </span></span></p><p></p><p><span>This position is responsible for managing $50M secured by acquiring new clients as well as securing 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 <span>opportunities.  </span> 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. </span></p><p></p><p><b>How you will do it</b></p><ul><li><p><span>Adding customer equity by creating valued business partnerships with c-suite customers; proactively identifying business opportunities for the customer; conveying a firm understanding of the customer’s business and political drivers. </span></p></li><li><p><span>Developing strategic solutions for customers that appropriately consider available facts, constraints, competitive circumstances, strategic priorities, and probable consequences; clearly connecting solutions to business needs </span></p></li><li><p><span>Provides significant industry expertise and client business acumen. Sells higher level services to the customer, enabling competitive advantage for them in the marketplace. Provides thought leadership and capitalizes on cumulative industry, product, and company-specific experiences. Captures best practices and advises and facilitates the management and movement of information. </span></p></li><li><p><span>Passionately selling the organization’s strategy; continuously raising expectations of sales performance; encouraging and supporting team efforts to achieve and exceed challenging sales goals. </span></p></li><li><p><span>Ensuring that the customer’s perspective is a driving force behind strategic priorities, business decisions, organizational processes, and individual activities; crafting and implementing service practices that meet customers’ and own organization’s needs; promoting and operationalizing customer service as a value. </span></p></li></ul><ul><li><p><span>Creating and executing influence strategies that gain commitment 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 and it is tied to our vision. </span></p></li><li><p><span>Positioning long-term service based solutions as the foundation of a strategic partnership between Johnson Controls and the customer to achieve customer desired business outcomes. </span></p></li><li><p><span>Initiating and maintaining strategic global relationships with stakeholders and potential partners inside and outside the organization (e.g., customers, peers, cross-functional partners, 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 </span></p></li><li><p><span>Using one’s knowledge of economic, financial, market, and industry trends to understand and improve customer results; using one’s understanding of major business functions, industry trends, and own organization’s position to contribute to effective business strategies and/or tactics. </span></p></li><li><p><span>Developing demand generation activities that are relevant to assigned vertical market segment