Gtm Strategy Leader, Digital

7 months ago


Dubai, United Arab Emirates Johnson Controls International Full time

**What you will do**

The Industry Digital Director position is part of our Building Technology & Solutions business with Johnson Controls.

**How you will do it**
- Leadership - Build foundation for scalable GTM and sales strategy to accelerate JCI’s market lead and share of $7B TAM via key accounts.
- Sales strategy execution - Identify customer pain points & relevant use-cases based on internal / external customer opportunities.
- Sales strategy solution
- Align and test digital value proposition based on customer needs.
- Drive commercial solution hero / acceleration playbooks across Industry verticals and refresh it as the solution features enhance so it is scalable globally.
- Win new customers and seed conversion/upsell with entry offerings, POV accelerators and targeted GTM campaigns.
- Launch entry offer for energy management, IAQ monitoring and Occupant Experience for reach and upsell
- Develop Building in a Box, POC/POV Accelerator
- Launch industry targeted energy cost saving GTM campaign.
- Land lighthouse wins that tip industries in key accounts and prove digital solutions at scale, drive strong customer value and SAT.
- Conduct high propensity account targeting aligned to product portfolio fit, by industry for key accounts.
- Create industry playbooks for Education, healthcare, CRE for repeatable, high-value sales Play.
- Drive engagement & enablement through digital airlift.
- Optimize orchestration across sales cycle thru delivery.
- Define new business models and optimize processes, programs and reporting for operational efficiency and accelerated deal cycles in key accounts.
- Evaluate new business models; drive investment flywheel model to increase solution value for customers (from op efficiency to revenue)
- Align to global processes across digital sales motions, programs and support.
- Develop consistent global reporting on Recurring, Renewals and integrate into forecast.
- Establish pipeline Hygiene and fast accountability.
- Transform MBR into insights, actions, help needed.
- Solution Council
- Take feedback from voice of sales, voice of customers and give feedback to voice of product for agile road map and market adoption.
- Design deals going through specifications and customer requirements to meet functional requirements along with architecture.
- Build the pipeline and meet the target numbers for enterprise solution offerings within planned secured target.
- Ensure objective of the company, policies and quality system are implemented, understood, and maintained at all levels.
- Ensure activities comply with legal and ethical standards.
- Participate in sessions with customers including ideation and proof of value.
- Creating pitch deck and presenting customer and business research to key stakeholders.

**What we look for**
- Bachelor’s degree, Master’s preferred.
- Experience in digital transformation of an industrial company to digital led industrial company.
- Minimum 15-20 years’ experience in digital transformation and understanding buildings domain and digital convergence.
- Strong C level customer relationship and value articulation leveraging solution / consultative** sales skills. **Experienced in building and maintaining Executive level (CXO) stakeholder relationships.
- Experienced in orchestrating and leading teams to develop and close sales opportunities through influence.
- ** U**nderstanding of Internet of Things architecture, edge and cloud technologies.
- Strong **business acumen** demonstrated, including business case development, strong rhetorical skills, natural teaming and collaboration skills, achievement oriented and highly savvy in technology and digital information.


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