Global Business Development Manager - Datacenter Vertical

Our Team

Global Datacenter Solutions (GDS) team has the overall accountability for delivering profitable growth, innovation, product journey and strategy for the datacenter vertical globally. Backed by our customers desire to work with us and purchase from us globally, the GDS team will expand the product and best practices we have deployed in North America across the world, providing our customers with a truly global experience.

What you will do

Support the leadership team to define and implement new business strategies to drive growth and increase market share for global Applied Equipment into Data Center market. This role drives specific actions enabling JCI teams to secure business - Analyze sectors, markets, and competitors to identify new opportunities.  This role maintains and expands relationships with new and existing data center stakeholders (key owners, consultants, and contractors). The candidate must be able to work through vaguely defined issues with partial data to build solution options with consideration of impact (risks/benefits) of other business area (adjacent product business or other business function). This position engages frequently with business leadership, sales leadership, operations leadership, service teams, and industry organizations. As needed, direct engagement with standards and policy organizations (industry and government) to defend position or to promote specific changes will be required infrequently.

How you will do it

• Develop networks (internal and external) to identify key opportunities to drive unique JCI Applied Equipment solutions for data center vertical market. 

• Lead highly effective cross-functional team to ensure engagement and results for targeted key stakeholders, including owners, consultants, and contractors. 

• Success is measured through owner share of wallet, basis of design with consultant, and preference by contractors. Work within extended JCI solutions network to maximize opportunities with Security, BAS, Fire detection, Fire protection, Service Contracting, and other related JCI business units. 

• The ONE JCI collaborative approach focuses on identifying and delivering unique JCI integrated solutions to customer, unlocking unique value propositions beyond simple bundling to increase volume.

• Actively work to improve quality and value with existing processes with culture to drive improvements daily. Identify and drive process or system change improvements when warranted.

• Work across JCI organization to build critical mass support, negotiate compromises to progress integrated solutions, and support efforts to build network for maximizing JCI solutions into data center applications / projects.

​DC Application & Strategy Roadmap

• Responsible for promoting Global Applied Equipment competitive strategy related to data center applications. Identify and implement actions related to competitive positioning opportunities, identify product (systems solutions/applications) gaps, and initiate action to exploit competitive advantages or minimize gaps.

• Maintain, update, and execute roadmap related to building team (business unit) application expertise and related tools.

Business Planning & Competitive Analysis

• Manage activities and influence priorities of related teams (product management, product engineering, controls, manufacturing, sales, etc.) based on business targets and objectives.

• Capture specialized product needs through direct engagement with customers and through information exchange and market / application analyses with regional business sales and marketing personnel.

• Develop plan for system solution tools (related to water based systems) which deliver customer values through leveraging JCI and YORK product brand strengths.  The tools will be utilized to educate JCI sales, channel partners, and industry. 

• Identify new business opportunities based on expanded application of YORK Chiller Solutions technologies.  Work with business leaders to develop business growth plans for the best opportunities.

Communication

• Ability to build consensus across experienced technical experts and business leaders to drive process and systems improvements (both technical and business related)

• Often uses negotiation to reach agreement on acceptance of complete proposals and programs with both internal and external parties that share a common desire to reach agreement.

• Proven ability to effectively present as a spokesperson for business unit within JCI to senior leadership, as well as present on behalf of business unit and JCI for industry events.

People/Global Leadership Behaviors

• Holds himself / herself accountable for the success of people and the organization

• Uses proactive communication to drives performance and engagement

• Establishes trust-based relationships to accelerate results

• Demonstrates tenacity and optimism about the challenges ahead

• Inspires discretionary effort and commitment

• Turns mistakes into learning opportunities

• Draws on people with different skill sets to build the optimal team

• Removes organizational, functional and/or geographic barriers

• Creates strategies with global perspective to achieve long term goals

• Works across business units to achieve results, develop relationships and meet commitments

• Develops and uses a broad range of work-related relationships across various cultures

• Effectively manages complexity of working across multiple countries, entities & cultures

What we look for

Required

• Bachelor’s degree (MS/MBA highly preferred) and 12 years related to developing business strategies and solutions, particularly for BAS or HVAC related technical and applications challenges.  Leading cross-functional teams desired.  Involvement in Datacenter or HVAC Industry Organizations is a plus.

• Must have demonstrable business management skills in applied product business environment and must be technically savvy, possessing strong knowledge of field and business practices relating to the identified segments. Travel is required – variable frequency with up to 30% average annually.

• Demonstrated account management or opportunity pipeline management skills is a strong plus.

• Experience in Data Center Infrastructure Design is preferred. Experience in supporting large & global datacenter customers with their Cooling Infrastructure needs is a strong plus.

• The candidate must have a deep understanding of various cooling architectures used in the Datacentre Vertical. Demonstrated ability to evaluate and select equipment for best acoustics, carbon footprint, economization, PUE and WUE performance. Responsibilities include global coordination of the following activities:

  • Product selection: Select & rate HVAC equipment per specifications,

  • Pricing: Preparing quotations for special options needed to comply with specifications,

  • Technical support: Providing technical guidance to internal and external customers,

  • Training: Presenting products and providing training, including new product introductions,

  • Engineering data: Gathering and reviewing engineering drawings, analyzing designs, and understanding equipment specifications, and above all,

  • Communication: Coordinate NPI efforts with external customers, internal sales teams, product managers, program managers and product / NPI engineering to guide NPI efforts towards our customers current and future needs.

• Location: This position shall be located in the US close to a Datacenter Hub and must be near a major airport. Preferred locations are Northern Virginia, Northern California, Dallas, Columbus, Atlanta, Phoenix, Chicago, Denver etc.

• HIRING SALARY RANGE: $140000-$180000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role offers a competitive Bonus plan that will take into account individual, group, and corporate performance.  This position includes a competitive benefits package. For details, please visit the Employee Benefits tab on our main careers page at https://www.johnsoncontrols.com/careers.

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