Employment Type:
Full-Time
Location:
Rydalmere, New South Wales, Australia
Job Category:
Sales & Marketing
Job Number:
WD30241437
Job Description
At Johnson Controls, we’ve been making buildings smarter and safer since 1885 and our capabilities, depth of innovation, experience, and global reach have been growing ever since. Our diverse global team offers the world’s largest portfolio of building products, digital technologies, software, and services to transform the environments where people live, work, learn and play.
Our mission is to continuously deliver the outcomes for our customers and partners. Tomorrow needs your talent. Tomorrow needs you. So let’s talk today!
About the role:
Global Strategic Account Manager (GSAM) - Global Data Center Solutions
Sales Motions
Ongoing planning
Lead team to win within account; Cocreate BOD
Lead demand generation by building global relationships
Sell
Assess opportunity size and likelihood of success
Lead proposal development and promote cross-sell
Lead negotiations and close sale
Service
Assist with service renewals
Internal Operating Rhythms
Annual Account Planning (Annual)
Objective: Set strategic objectives that focus on hunting growth opportunities and building customer relationships.
Role of GSAM: Own and present the account plan, driving discussion of strategic objectives, customer needs, and sales & relationship play priorities to align efforts of the full account team. Advocate for necessary engagement and resources required to capture account ambition.
Key Next Step: Follow up with initiative owners to align on their action items.
GSAM Summit (Annual)
Objective: Share best practices and experiences across accounts.
Role of GSAM: Share experiences from assigned account(s), and actively collaborate with other GSAMs to define best practices (e.g., account engagement routines) that are replicable across accounts. Identify common roadblocks / issues experienced by many GSAMs and develop potential solutions to elevate to DC leadership.
Account QBR (Quarterly)
Objective: Review quarterly performance, targets, challenges, and hunting and farming opportunities within the account.
Role of GSAM: Present account-level performance, targets, and opportunities. Lead discussion with key stakeholders to identify gaps and action items to resolve challenges and develop a clear path for target achievement.
GSAM & Global Products Touchpoints (Quarterly)
Objective: Inform GP counterparts of NPI and other key product needs across domains, reflecting the voice of the customer.
Role of GSAM: Provide voice of customer to NPI team to align JCI and account priorities. Discuss product offerings of strongest competitors within the account and highlight largest pain points with JCI’s offerings (e.g., price, performance)
Key Next Step: Coordinate with Tech Sales AMs to communicate product development roadmap to customer stakeholders.
GSAM & Regional Team (Biweekly)
Objective: Discuss pipeline opportunities, align on evolving regional priorities, and address regional roadblocks.
Role of GSAM: Lead discussions about key sales and relationship plays with regional stakeholders (e.g., Tech Sales AMs, Sales Leaders). Reinforce upcoming regional sales and operational needs and discuss potential implications for regional resourcing.
Note: GSAMs to meet with each regional team every ~6 weeks, leading to a biweekly cadence for GSAMs
GSAM & Technical Sales AM Touchpoints (As Needed)
Objective: Tactical discussion on specific opportunities (incl. upsell and cross-sell) and/or to mobilize resources to support execution.
Role of GSAM: Support Tech Sales AM(s) in addressing specific opportunities, resolve roadblocks, and mobilize supporting resources to enable effective sales and relationship plays (e.g., bring in additional LOB to cross-sell).
External Operating Rhythms
Strategic Partnership Planning (Annual)
Objective: Strengthen partnership, align priorities, set global standards, and drive adoption of JCI products.
Role of GSAM: Lead discussion of partnership over the past year and where relationship is going at a high level. Highlight major achievements in past year and key opportunities in the coming year. Communicate how JCI’s priorities and actions align with priorities of the customer and drive mutual growth.
Key Next Step: Communicate customer insights to relevant stakeholders (e.g., full technical team, regional leadership, Technology, Marketing)
Innovation and NPI Workshop (Annual or As Needed)
Objective: Collaborate on new technologies and innovations across LOBs to ensure JCI is a preferred vendor in future builds.
Role of GSAM: Drive customer demand for new products. Orchestrate JCI and customer stakeholder interactions to highlight VOC and position JCI as an innovative partner across LOBs.
Account QBR (Quarterly)
Objective: Review quarterly performance, targets, challenges, and potential for hunting opportunities.
Role of GSAM: Present performance and targets for the account. Identify customer pain points across regions and LOBs, and highlight actions taken to address them in the coming quarter.
Demand Planning Touchpoint (Monthly)
Objective: Discuss upcoming projects, expansion opportunities for joint-capacity and resource planning.
Role of GSAM: Lead discussion of account-specific opportunities, helping drive alignment on resource and capacity planning to deliver customer success. Ensure right Tech Sales AMs are brought in to support conversation.
Key Next Step: Communicate new demand-planning insights to relevant stakeholders (e.g., regional leadership, Marketing)
If you are interested in this role, please click the Apply now button. Feel free to reach out for a confidential chat to Amy on 0417 445 920.
JCI’s Diversity & Inclusion
Our dedication to diversity and inclusion starts with our values. We lead with integrity and purpose, focusing on the future and aligning with our customers’ vision for success. Our High-Performance Culture ensures that we have the best talent that is highly engaged and eager to innovate. Our D&I mission elevates each employee’s responsibility to contribute to our culture. It’s through these contributions that we’ll drive the mindsets and behaviors we need to power our customers’ missions. You have the power. You have the voice. You have the culture in your hands
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