Security Strategic Accounts Manager, Government

1 week ago

Westbrook, United States Johnson Controls Full time

Remote Strategic Accounts Role – Live Anywhere in the posted or neighboring US states

Build your best future with the Johnson Controls team

As a global leader in smart, healthy and sustainable buildings, our mission is to reimagine the performance of buildings to serve people, places and the planet.  Join a winning team that enables you to build your best future Our teams are uniquely positioned to support a multitude of industries across the globe. You will have the opportunity to develop yourself through meaningful work projects and learning opportunities. We strive to provide our employees with an experience, focused on supporting their physical, financial, and emotional wellbeing. Become a member of the Johnson Controls family and thrive in an empowering company culture where your voice and ideas will be heard – your next great opportunity is just a few clicks away

What we offer

  • Competitive salary and commission plan

  • Paid vacation/holidays/sicktime - 15 days of vacation first year

  • Comprehensive benefits package including 401K, medical, dental, and vision care - Available day one

  • Extensive product and on the job/cross training opportunities. With outstanding resources

  • Encouraging and collaborative team environment Dedication to safety through our Zero Harm policy

  • Company vehicle​

  • Check us out:  A Day in a Life at Johnson Controls

What you will do

Develop and expand existing and new government accounts within the Security domain of Johnson Controls across the United States. This role will encompass the federal and federal contractor government market, with a focus on increasing market share for the installation and service of our Security line of business. Promote the JCI value proposition to executive-level contacts and consultants by providing comprehensive solutions with well-defined return on investment for the client’s business and operational needs. Provide value-driven sales strategies to effectively communicate JCI’s vertically integrated service offerings in Security products and Security systems, ultimately driving towards the venue owner's desired outcomes. Drive sales to cultivate and manage long-term relationships while seeking out, qualifying, and closing new sales opportunities. Navigate the sales process for our most complex and large-scale government clients throughout their buying journey. Leverage your experience with complex, multi-site, large-scale acute government systems to enhance the buying process through insight, collaboration, strategic activities, and partnerships.

How you will do it

  • Identify, pursue, and secure government business opportunities by strategically positioning Johnson Controls to win with security solutions.

  • Leverage contract vehicles:

    • Blanket Purchase Agreement (BPA)

    • Indefinite Delivery, Indefinite Quantity (IDIQ)

    • General Services Administration (GSA)

  • Establish and maintain small business relationships.

  • Maintain a pipeline and forecast.

  • Bid Management – collaborate with cross-functional teams to ensure timely and accurate submissions.

  • Contract Negotiation – negotiate terms and conditions with collaboration from legal, customer, and local teams.

  • Relationship Building – attend key industry conferences to network and build decision-making relationships.

  • Compliance – understand government procurement regulations and requirements.

Build partnering relationships to drive the decision-making process with the owner or owner representatives to align with JCI products and services. Actively listen, probe, and identify preferred owner outcomes. Possess a deep understanding of the government landscape and clients' business objectives, such as patient experience, operational efficiency, and high-quality service. Serve as a subject matter expert on construction delivery methodology and value streams by field trade subject area.

Partner with JCI Cross Domain Strategic Account Managers to develop a business plan for assigned accounts, aligning JCI offerings with key accounts and their initiatives for multi-site and/or complex integrated digital offerings. Implement and execute the co-developed business plan in collaboration with local and corporate teams at both the client and JCI levels.

Utilize applicable sales tools effectively to develop market strategies and segmentation of prospective market opportunities, aligning resources and prioritizing activities. Apply market strategies to target specific opportunities using a customized approach with internal customers and external partners. Actively supervise, manage, and lead opportunities through strong planning, communication, and documentation progress. Leverage our sales process through monthly checkpoints to secure progressive commitments from clients. Manage the process steps of the pipeline in Salesforce, maintaining a focused approach on next steps, action items, and achievement timelines.

What we look for

Required

  • A minimum of seven years of progressive strategic account sales experience at the executive level and above.

  • Bachelor’s degree in business, construction, engineering, or a related subject area required.

  • Excellent initiative and interpersonal communication skills.

  • Experience working in a highly matrixed company environment.

  • Financial acumen and the ability to organize large data sets effectively.

  • Demonstrated ability to influence the market at key levels.

  • Ability to travel 25% (nation-wide; virtually located position).

Preferred

  • MBA preferred.

  • Security Industry Experience.

  • Construction industry knowledge preferred.

  • Proficiency in government-industry requirements, e.g., ASHRAE, ASHE, J-Co, ICRA, NFPA, CISA.

  • Branch and local operational model knowledge a plus.

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