Strategic Account Channel Sales Representative

About us

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.

What you will do

At Johnson Controls, we help customers protect people, property, and operations with fire detection, fire suppression, and security solutions. In this remote role, you will manage strategic accounts, strengthen manufacturer and channel partner relationships, and help drive growth across technically complex product lines.

As a Strategic Account Manager, you will own a portfolio of key accounts and work closely with engineering, procurement, safety, and channel stakeholders to develop solutions that match customer applications. You will combine relationship management, technical product knowledge, and disciplined sales execution to support revenue growth and achieve SIP performance targets.

How you will do it

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• Serve as the primary contact for assigned strategic accounts in the fire detection, fire suppression, and security products space.
• Build and maintain strong relationships with engineering, procurement, safety, and channel partner stakeholders.
• Understand customer applications and recommend tailored solutions across fire detection, clean agent systems, fire sprinkler, pre-engineered, standard products, access control, video, and security offerings.
• Meet or exceed quarterly and annual Sales Incentive Plan (SIP) targets.
• Identify and develop upsell and cross-sell opportunities across product lines and customer segments.
• Partner with field sales and technical teams to support complex sales cycles, proposals, and customer decision-making.
• Stay current on product specifications, certifications such as UL and FM, and standards such as NFPA and ISO.
• Provide virtual product demos and support proposal development and follow-up.
• Develop account plans and sales strategies for target segments such as data centers, industrial facilities, and OEMs.
• Maintain accurate CRM records, analyze sales data, and provide regular performance and forecast updates.
• Own your accounts with accountability, safety, and integrity by following through on commitments, managing priorities clearly, and escalating risks early.
• Stay close to the customer’s work by understanding applications, stakeholder needs, and channel dynamics so you can remove obstacles and recommend the right solution.
• Use data and candid problem-solving to improve every day by reviewing pipeline health, account progress, and sales performance to sharpen your approach.
• Win as one team by collaborating with field sales, technical specialists, and internal partners to support complex opportunities and deliver a consistent customer experience.
• Keep your communication practical and customer-focused, turning technical features into clear value for each buying group.

What we look for

Required

• Bachelor’s degree in Engineering, Business, or related field (preferred).
• 3+ years of sales or account management experience in the tech or industrial manufacturing sector.
• Familiarity with fire detection, fire suppression systems or safety-critical technologies is a strong plus.
• Excellent communication, negotiation, and virtual presentation skills.
• Proficiency in CRM platforms (e.g., Salesforce) and remote collaboration tools.
• Self-motivated and able to thrive in a remote work environment.

Salary Range

HIRING SALARY RANGE: $101,000- 157,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis. This position includes a competitive benefits package.

The posted salary range reflects the target compensation for this role. However, we recognize that exceptional candidates may bring unique skills and experiences that exceed the typical profile. If you believe your background warrants consideration beyond the stated range, we encourage you to apply.

To support an efficient and fair hiring process, we may use technology assisted tools, including artificial intelligence (AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers. For details, please visit the About Us tab on the Johnson Controls Careers site at https://jobs.johnsoncontrols.com/about-us