Digital Solutions Sales Executive 2

Johnson Controls , a global leader in thermal management, mission-critical building systems, energy efficiency, and decarbonization, helps customers use energy more productively, reduce carbon emissions, and operate with the precision and resilience required in rapidly expanding industries such as data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education. For more than 140 years, Johnson Controls has delivered performance where it really matters. Backed by advanced technology, lifecycle services and an industry-leading field organization, we elevate customer performance, turn goals into real-world results and help move society forward.

In this role, you are part of the Digital Solutions commercial team within Johnson Controls’ Building Technologies & Solutions business. This team sits at the center of JCI’s fast-growing digital smart building strategy, delivering innovative solutions across the building ecosystem. Our value-based sales organization leverages JCI’s OpenBlue suite of digital solutions – linking building operational technology (OT) with IT and business systems on a converged platform – to achieve impactful outcomes for customers. These outcomes include reducing operating costs, improving building performance, and advancing sustainability and occupant experience goals. You will be covering the Pacific region and large deal pursuit, you will focus on driving the growth and expansion of JCI’s digital solutions footprint across key markets. You will engage directly with enterprise customers and channel partners, while collaborating with local JCI branch teams, to identify, propose, sell and deliver smart building projects. Your mission is to translate Johnson Controls’ global OpenBlue strategy into local market success – helping clients modernize their buildings with next-generation capabilities in new construction, retrofit, and technology upgrade projects. As a Large Deal Pursuit Leader you would drive the strategy, pursuit, and closure of high‑value, multi‑year enterprise deals. This leader operates at the intersection of executive relationship‑building, commercial innovation, and cross‑functional orchestration. By applying consultative, outcome-based selling, you will help customers achieve their digital transformation goals (e.g. energy efficiency, decarbonization, asset performance, occupant comfort) through Johnson Controls’ cutting-edge solutions. How you will do it: You will stay current on the latest features and capabilities of Johnson Controls’ OpenBlue digital solutions to conduct effective value-based selling. Under general direction, you will strategically qualify high-potential opportunities and drive them to closure. This role is accountable for building a robust digital pipeline and delivering on defined sales targets by efficiently progressing opportunities through the sales cycle directly or with partners. On a daily basis, you will work closely with internal solution architects, engineering, and delivery teams to craft proposals that meet customer requirements, reviewing pricing and ensuring proposed scopes align with customers’ desired outcomes. You will maintain accurate opportunity information in the CRM and participate in regular sales cadence reviews to provide forecast visibility. Leveraging cross-functional support, you will deliver compelling presentations and demos tailored to each client, showcasing the value of JCI’s OpenBlue offerings and latest innovations. By orchestrating resources and following a disciplined sales process, you will progress deals from initial discovery and solution development to negotiation and closing, ensuring a smooth handover to delivery teams for execution. Success requires creativity, entrepreneurial drive, and a start-up mindset—developing innovative solutions for the market while operating within a multinational environment. Candidates should possess strong knowledge of