Senior Sales Specialist, Digital Solutions

2 weeks ago

Hofuf, Saudi Arabia Johnson Controls Full time

**What you will do**

The Senior Digital Solutions Sales Specialist position is part of our Building Technology & Solutions business with Johnson Controls and directly reporting to the Associate Sales Director.

You will be based in Dammam - Saudi Arabia and will be part of an emergent team that is focused in expanding our footprint and customer base to achieve our strong growth objectives. The digital solutions team provides the missing “technology solution” piece and supports the local market’s channel efforts to identify, propose, sell and deliver new construction, prime retrofit and technology refresh scopes of work.

**How you will do it**

Under general direction, you will conduct solution-based sales of advanced solutions, to strategic major accounts and lighthouse smart building projects. You will work with account managers and selling teams in key verticals to identify, qualify, and close opportunities. Skills required for the role includes consultative selling at the executive level, differentiating offerings from competitors, and understanding complex sales processes. Drives pipeline growth and maturation. Educates the field resources and directly sells solutions. Identifies tangible outcomes through use cases to improve value proposition (i.e. savings achievement from previous wins, customer ROI) for target verticals. Works with the Advanced Solutions Digital development team to drive customer satisfaction and future offering refinement.

**Responsibilities**
- Directly responsible for **exceeding Digital Solutions sales targets **on a monthly, quarterly, and yearly basis
- Provide **business and technical expertise **to qualify Digital Solution opportunities and maintain a consistent, high-quality **pipeline **with sufficient coverage and high forecast accuracy.
- Know your customer's pain points and target persona(s) and align high value impact scenarios. Effectively understand needs and influence multiple departments and levels within a customer’s organization.
- **Collaborate **with regional sales teams to identify and target high-potential opportunities to increase sales and total account wallet share in strategic accounts with Digital Solutions aligned to customer priorities. Develop and maintain Digital Solution strategy as part of strategic **Account Plans **that details priorities, personas, progress and blockers.

**What we look for**

**Required**
- Bachelor’s degree in related field. Master’s preferred.
- Prefer 8 years of demonstrated success in enterprise, value-based solution and software sales, meeting revenue targets.
- **Experienced in Account Management **including planning, opportunity qualification and creation, stakeholder communication, partner engagement and sales excellence practices including opportunity and pipeline management, and close planning.
- Demonstrated **consultative, value-based solution **selling **skills and ability to connect innovative solutions to customer priorities. 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.
- Experience of working successfully in a functionally matrix global organization.
- Valid Saudi Driving License

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