Johnson Controls International
Vice President of Strategic & Alliance Accounts (Remote)
Milwaukee, WI | $221K - $399K
Qualifications
- The role requires a dynamic, high-energy, highly effective and engaging leader with a strong foundation in business leadership, c-suite relationships centered on deep industry expertise, and a proven track record for leading senior teams
- A Bachelor’s degree in Business, Marketing or Engineering
- At least 12 years of experience in a similar role
- Must have documented experience selling to C-suite individuals, including presenting and negotiating large opportunities, with proven track record as a closer
- Knowledge of the technology and industry ecosystem, including the interplay between large investor-owned companies
- The technical inclination to build an in-depth knowledge of technology roadmaps and digital strategies to create customer solutions
- Must work cooperatively on a team and approach each day and opportunity with a high degree of passion and enthusiasm
Responsibilities
- This role drives business outcomes for large global and national customers by leading teams of Strategic and National Account Executives, as well as Eco-system partners who create customer demand for solutions/services that allow customers to achieve their mission by understanding the customer’s customer
- Adding customer equity by creating valued business partnerships with c-suite customers; proactively identifying business opportunities for the customer; conveying a firm understanding of the customer’s business and political drivers
- Developing strategic solutions for customers that appropriately consider available facts, constraints, competitive circumstances, strategic priorities, and probable consequences; clearly connecting solutions to business needs
- Passionately selling the organization’s strategy; continuously raising expectations of sales performance; encouraging and supporting team efforts to achieve and exceed challenging sales goals
- Ensuring that the customer’s perspective is a driving force behind strategic priorities, business decisions, organizational processes, and individual activities; crafting and implementing service practices that meet customers’ and own organization’s needs; promoting and operationalizing customer service as a value
- Creating and executing influence strategies that gain commitment and organizational buy-in for customer solutions; persuading key stakeholders to take action by demonstrating how the work will advance shared interests and business goals and it is tied to our vision
- Initiating and maintaining strategic global relationships with stakeholders and potential partners inside and outside the organization (e.g., customers, peers, cross-functional partners, external vendors, alliance partners) who are willing and able to provide the information, ideas, expertise, and/or influence needed to advance understanding of business issues and achieve business goals
- Using one’s knowledge of economic, financial, market, and industry trends to understand and improve customer results; using one’s understanding of major business functions, industry trends, and own organization’s position to contribute to effective business strategies and/or tactics
- Establishing and committing to a long-term business direction based on an analysis of systemic information and consideration of resources, market drivers, organizational values, and emerging economic, technological, and regulatory conditions; creating a plan with specific goals, targets, and milestones that are tied to our vision and support the customer while balancing the global and local focus
- Driving organizational and cultural changes needed to achieve strategic objectives; catalyzing new approaches to improve results by transforming organizational culture, systems, or products/services; helping others overcome resistance to change; being a catalyst and model for change
- Own key customer metrics of secured growth, service growth, digital growth and new product introductions for named strategic accounts
- Align internal organization to drive profitable growth and improved customer experience
- Develop a team of successful account leaders and program managers to profitability grow the strategic accounts business
- Align the strategic account business with the area and local market teams through the Building Operating System to drive alignment down to the front line seller and technician
Company information
