Senior Sales Executive

**Job Details**

Our digital technology business is growing at a very fast pace. Our teams are outcome-based sellers developing our OpenBlue solutions that link building, Information Technology/ Business Systems and Specialty systems into a single converged network to achieve our customers’ operating costs and improve the functionality of the building by providing an intelligent communications network to exchange data, automate actions and provide critical information required, optimizing systems and people performance throughout the life cycle of the building.

The digital solutions team supports the local market’s channel efforts to identify, propose, sell and deliver new construction, prime retrofit and technology refresh scopes of work. We help sales deliver Internet of Things (IoT) outcomes through systems integration, design-assist, and converged technology solutions, producing smarter buildings.

**What you will do**

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, using your knowledge in software as a service sale, cloud-based products, enterprise software analytics, and use of advanced data analytics/AI. Skills required for the role include consultative selling at the executive level, differentiating offerings from competitors, and understanding complex sales processes.

**How you will do it**
- Drive pipeline growth and maturation
- Educate the field resources and directly sell solutions
- Responsible to use evaluation criteria account opportunities to improve efficiency and hit rates
- Provide input & feedback into future offering development & refinement
- Identify tangible outcomes through use cases to improve value proposition (i.e. savings achievement from previous wins, customer ROI) for target verticals
- Work with the Advanced Solutions Digital development team to drive customer satisfaction and future offering refinement
- Responsibility for exceeding Digital Solutions sales targets
- Provide business expertise to qualify Digital Solution opportunities and maintain a consistent, high-quality pipeline with sufficient coverage and high forecast accuracy
- Know your customer 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.
- Develop and present monthly business insights into KPIs; share insights and trends on market conditions, customer adoption.
- Maintain working knowledge of industry and technology trends such as IoT, AI and Software as a Service business models, and sustainability.
- Optimal usage of salesforce CRM to ensure effective management of your sales pipeline with proper qualification and relationship mapping developing opportunities from
- Provide customer signal and feedback to inform Digital Solution development and roadmap prioritization. Identify new solution for unmet customer needs by working with Ecosystem Team and partners to fulfill customer requirements when our Global Products team is not able to address defined needs.
- Actively participate in industry professional groups and speaking engagements

**What we look for**
- Bachelor’s degree, Master’s preferred
- Profound enterprise solution sales experience with 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
- 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
- Willing to travel as needed within Continental Europe

**What we offer**

In this exciting role, you will have a considerable impact on growing our business further. Joining us, you will become pa