Solutions Development Leader I

Johnson Controls is a growth company. And not just because we've posted increased sales for over 58 consecutive years. We also do all we can to give people the chance to grow. Our employees enjoy working at a place that offers great advancement opportunities, training, benefits and more. You'll be challenged to innovate, encouraged to apply your knowledge and well-rewarded for results.

A Fortune 100 company, Johnson Controls is a global leader offering solutions in automotive systems and facility management and controls. We've been consistently recognized as one of the world's 100 best-managed companies. Our family includes more than 118,000 employees on six continents. Their health and safety is paramount to our success. We value teamwork, integrity and diversity. And we welcome anyone who shares our commitment to excellence.

EOE/AA Employer


Under minimal direction, designs conceptual solutions for customers based on customer needs and sales team direction and strategies - initial order of magnitude assessment. Ensures assessments contain a broad set of JCI capabilities as appropriate for the customer's requirements. Manages the development of a compelling business case for the proposed scope of work. Leads and manages the development of larger, complex, or strategic Regional projects from inception through close. Responsible for development budget and timeline.



Has Vertical Market (VM) specialization with significant experience in a principal VM. Maintains a networking relationship with the specific VM Director to actively engage in planning, new solution development, and Best Practice sharing across Regions.  Supports other large VM opportunities in the Region when the Sales Pipeline dictates, but primary focus is intended to be on a single VM for specialization.



Has an advanced understanding of the full range of JCI capabilities (e.g., energy management, security, fire systems, building automation systems, services, operations and maintenance, finance, facilities management, etc.) and is able to combine these capabilities to solve critical customer needs. Must also have demonstrated ability to lead this process and review the detailed work. Possesses a strong understanding of the regulatory, legislative and business environment, as well as procurement requirements unique to the VM specialization.

PRINCIPAL DUTIES:

Develops the initial Order of Magnitude assessment during the Qualify phase.

Acts as the Project Development point of contact for the sales team throughout the Project Development on assigned projects. Also helps discipline to the Sales Process.

For large, complex, or "high opportunity" projects, leads teams of subject matter experts, development engineers, and strategic partners to establish the conceptual solution, accurately develop it within projected costs and schedule, and provide a final solution consistent with customer's procurement process.

Prepares preliminary business case analyses quantifying the benefits of the proposed Solution in the "language" specific to that VM.

Networks with the VM Director, and other VM SDLs to leverage the best solution approaches developed within the organization to propose more innovative solutions and reduce development expense and development cycle time.

Participates in Target Account Selling (TAS) reviews starting in the Qualify phase. Assists the sales team in qualifying new opportunities via the TAS review.

Works with the Regional PDM and Regional Management to ensure that the appropriate individuals are involved from Sales, Program Development, and Operations (e.g., Project Development Managers, Operations Project Manager, PAS, STM, etc.). Ensures a smooth transition through project development and into Installation. Ensures proper communication and participation by Strategic Partners and Subcontractors.

Assists the sales team as needed in presenting the evolving business case to the customer throughout the solution development process.

Participates in appropriate professional organizations and builds relationships within customer organizations.

Actively identifies and documents new solution approaches and supports other members of the team in exchanging knowledge and applying best practices.

Has VM specialization and stays actively engaged in that market internally and externally to JCI.

Leads or participates in other duties as assigned.
REQUIREMENTS


Bachelor's degree in engineering, business or a related field, MBA desirable. Requires 10+ years of engineering, construction, and facility operations, with excellent knowledge of building-related systems and services. Possesses an advanced understanding of JCI's capabilities and the conceptual skills to solve important customer problems through a combination of JCI capabilities. Demonstrated experience in a primary VM with the skills and comfort level required to be a key part of a VM sales team. Must have solid knowledge of the regulatory, legislative and business environment in the specific VM. Possesses strong project management skills for managing large development projects with diverse resources. Excellent presentation and communication skills required. Strong conceptual skills required for developing innovative solution designs. Has excellent customer-facing skills and is comfortable presenting at the C-level. Strong team leader, able to quickly assemble and manage a solution development team as required. Has excellent business analysis skills used to create compelling business cases. Third-party technical or business certifications related to the assigned vertical market desirable. Possesses solid working knowledge of common computer applications (e.g., MS Word, MS Excel, MS PowerPoint, MS Project, etc.). Ability to travel up to 50%, primarily within Region.