GTM Strategy Leader Johnson Controls Dubai

GTM Strategy Leader at Johnson Controls in Bin Brook Building 7th Floor, Building No 720, Hamdan Bin Mohammed St, Al Danah, E10, Abu Dhabi, UAE will be based in Dubai and drive commercial digital growth in key accounts which is segmented globally and GTM digital strategy. As they have dedicated key account leaders and customer intimacy is high, strategy will be to put a GTM digital commercial growth key account plan. This GTM will involve proof of value accelerated offerings focused on sustainability, healthy and smart buildings, innovative commercial business models, value mapping and digital workshops with C levels stakeholders. Support the sellers during the sales process by providing specifics around solutions offering, application engineering and how it enables customer outcomes. To drive new customer logos and drive lighthouse enterprise customers. This is a Senior level full time job. And salary can range between 25000-55000 AED/month.

Responsibilities of GTM Strategy Leader

• 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 acceleration playbooks across Industry verticals and refresh it as the solution features enhance so it is scalable globally.
• Sales enablement to key accounts team members and customers on solutions offering, application engineering and how it enables customer outcomes.
• 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.

What you will do more

• 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.

Requirements for Role of GTM Strategy Leader

• Bachelor’s degree, Master’s in Business Administration, Marketing, Economics, or a related field.
• Minimum 15-20 years’ experience in digital transformation and understanding buildings domain and digital convergence.
• Experience in digital transformation of an industrial company to digital led industrial company.
• Experienced in building and maintaining Executive level (CXO) stakeholder relationships.
• Experienced in orchestrating and leading teams to develop and close sales opportunities through influence.

Skills And Knowledge Desired

• Strong C level customer relationship and value articulation leveraging solution / consultative sales skills.
• Understanding 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.
• Candidate should be adaptive, agile and demonstrate curiosity and willingness to learn.

Sales Executive Data Centers Johnson Controls Dubai