Address
Form of workWhat You Will Do:
The Vice President of Strategic & Alliance Accounts for North America operates a fast-paced, growth-oriented, entrepreneurial team in Johnson Controls. The role requires a dynamic, high-energy, highly effective and engaging leader with a strong foundation in business leadership, c-suite relationships centered on deep industry expertise, and a proven track record for leading senior teams.
This role drives business outcomes for large global and national customers by leading teams of Strategic and National Account Executives, as well as Eco-system partners who create customer demand for solutions/services that allow customers to achieve their mission by understanding the customer’s customer. The successful leader effectively leads and mobilizes enterprise teams (sales, digital, services, engineering) and senior executives (VP, President) to commit to drive Johnson Controls’ strategic business in key industry at premier, leading industry customers. This role is accountable for driving strong sales growth, increased share of wallet, leading world class solutions that dramatically improve outcomes for customers and drive change for the industry.
How You Will Do It:
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.
Developing strategic solutions for customers that appropriately consider available facts, constraints, competitive circumstances, strategic priorities, and probable consequences; clearly connecting solutions to business needs
Passionately selling the organization’s strategy; continuously raising expectations of sales performance; encouraging and supporting team efforts to achieve and exceed challenging sales goals.
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.
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.
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
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.
Establishing and committing to a long-term business direction based on an analysis of systemic information and consideration of resources, market drivers, organizational values, and emerging economic, technological, and regulatory conditions; creating a plan with specific goals, targets, and milestones that are tied to our vision and support the customer while balancing the global and local focus.
Driving organizational and cultural changes needed to achieve strategic objectives; catalyzing new approaches to improve results by transforming organizational culture, systems, or products/services; helping others overcome resistance to change; being a catalyst and model for change.
Own key customer metrics of secured growth, service growth, digital growth and new product introductions for named strategic accounts. Align internal organization to drive profitable growth and improved customer experience.
Develop a team of successful account leaders and program managers to profitability grow the strategic accounts business.
Align the strategic account business with the area and local market teams through the Building Operating System to drive alignment down to the front line seller and technician.
What We Look For:
A Bachelor’s degree in Business, Marketing or Engineering
At least 12 years of experience in a similar role
Must have documented experience selling to C-suite individuals, including presenting and negotiating large opportunities, with proven track record as a closer
Knowledge of the technology and industry ecosystem, including the interplay between large investor-owned companies
The technical inclination to build an in-depth knowledge of technology roadmaps and digital strategies to create customer solutions.
Must work cooperatively on a team and approach each day and opportunity with a high degree of passion and enthusiasm.
