Technology Business Development Manager

Job title: Technology Business Development Manager

Job description: Who we are

The Technology Business Development Manager is part of our Sensormatic Solutions business with Johnson Controls . We have 2 positions open that will focus on driving new business from enterprise retail businesses. This is a ”hunter” role, going after new business. Territory will be open to all of Canada, prefer person live near a major city.

Sensormatic Solutions is the leading global retail solutions portfolio of Johnson Controls powering operational excellence at scale and enabling smart and connected shopper engagement. Our intelligent digital operating platform – Sensormatic IQ – combines the full Sensormatic Solutions portfolio, including unmatched insights into retail inventory, shopper behavior, and loss and liability, and Retailer and third-party solutions with advanced technologies, like AI and Machine Learning. This enables retailers to act on prescriptive, data-driven outcomes and confidently move into the future.

Want to learn more about Sensormatic Solutions and Sensormatic IQ? Find us here:

https://www.sensormatic.com/who-we-are

https://www.sensormatic.com/sensormatic-iq

What you will do

As a Technology Business Development Manager for Sensormatic Solutions you will be responsible for identifying new logo opportunities and driving these transactions. The Technology Business Development Manager role is a New Business Sales role, is quota bearing and bringing new sales revenue forms the primary performance objective. It is performance based and measured against both sales and Sensormatic Solutions enterprise KPIs. This role will focus on new logo acquisition and demand generation. This role promotes Sensormatic Solutions in the marketplace, and will be responsible for building relationships with targeted Retail clients.

This role will both frame and drive business opportunities, leveraging the Sensormatic Solutions/JCI Delivery teams. This will also involve the shaping and framing of propositions to meet client requirements working alongside Sector Leadership, Commercial Excellence leaders, Service Delivery Managers, Solution Architects and sales support teams, responsible for sales closure of the deals following Sensormatic Solutions processes and achieving the substantial targets including bookings, revenues and profitability.

This position is responsible for acquiring new clients and requires a results-driven Business Development Manager that has achieved success as an advisory seller in our highly competitive market. Extensive experience in developing Executive-level relationships and partnering with clients and stakeholders is required. Key attribute for being successful is the ability to gain a high level of trust from both clients and internal team members. The Technology Business Development Manager develops relationships with clients to create synergy between client needs and effective business solutions.

Key for the role will be the ability to assimilate complex Sensormatic Solutions business propositions and use them to guide client conversations; with a critical view on achieving relevant, measurable Business outcomes. The fundamental skills of client needs, and issue discovery, are clearly critical here, as is the ability to dynamically switch between issue discovery and proposition qualification.

What you’ll do

• Understand and discuss the Sales plan with the Sales leader to agree on potential major opportunities to be chased in his/her own focus area (territory, sector, etc.).
• Qualify major opportunities to be further pursued, drive consistency between Sales strategy (value messages, relationship approach, competitive differentiation) and content work managed by the Strategic Sales Support team (solution design, pricing and costing, delivery of proposal, planned project management).
• Own communications and relationships for each deal.
• You will be an expert in demand generation activities that are relevant to this market segment and will play a lead role in devising strategies to promote Sensormatic Solutions in these forums with tangible business results.
• You will be a key face of the Sensormatic Solutions relationship to the clients you engage with, covering many layers within the organization and be able to develop relationships at Executive level, both on the Retail Technology and Business sides of the account.
• As a major contributor you will be expected to represent your deals and accounts in the Monthly reviews that take place where there is a high level of accuracy expected in forecasting across the account activity.
• Penetrate targeted new logo accounts
• Compliance with the Sensormatic Solutions sales methodology and practices.
• Supports overall responsibility for Client Relationship at the company’s executive level. Plans, directs and manages sales and market activities to continually reflect customer trends, market fluctuations, and changes in business practices/technology.
• Impacts customer business strategy and sells solutions across the company solution portfolio. Establishes and articulates innovations and growth opportunities for customers and the company. Ensures client satisfaction and broadening of offerings with potential new customers.
• Leads the strategic direction of the account by establishing and articulating client satisfaction goals in relation to client expectations. Serves as an advisor to develop vision, innovation, and industry expertise. Establishes relationships proactively and grows customer intimacy. Communicates with cross-functional groups and builds strategic relationships with client teams.
• Provides significant industry expertise and client business acumen. Sells higher level services to the customer, enabling competitive advantage for them in the marketplace. Provides thought leadership and capitalizes on cumulative industry, product, and company-specific experiences. Captures best practices and advises and facilitates the management and movement of information.

What we look for

Required

Bachelor’s degree in related field or equivalent combination of education and experience.

Seven plus years of solution selling and/or client relationship experience in the technology field. (IoT, SaaS, AI, etc.)

Extensive understanding of the Retail Industry.

Able to negotiate deals where Sensormatic Solutions is not the low-cost provider.

Proven experience in winning complex deals with multiple stakeholders.

Excellent leadership skills necessary to operate at CxO level – selling and delivering multi-solution portfolio engagements.

Experience as a Strategic Partner, Trusted Advisor.

Business/financial management expertise.

Ability to work with cross functional teams in order to achieve customer objectives.

Well versed with commercial models, estimation techniques, pricing trends, and crafting complex MSA & SOW documents.

Ability to craft the solution including distributed delivery elements, price-to-win and an articulated value proposition.

Ability to innovatively and constructively challenge the status quo to drive the business forward.

In depth understanding, and expert utilization of, account planning methodologies, forecasting and productivity tools (e.g. Salesforce).

Preferred

Have personally led and sold at least 10 projects of $1M USD TCV Retail Solutions Deals to Tier 1 Retail organizations.

Company: Johnson Controls

Expected salary:

Location: Brampton, ON

Job date: Wed, 19 May 2021 22:54:57 GMT