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
Johnson Controls is seeking a Enterprise Area Sales Manager Security to grow video and access solutions through channel partners, representative firms, distributors, and end users. This role combines territory ownership, partner development, and solution selling with the flexibility to support competitive projects and drive market share growth.
In this role, you will be responsible for developing business across your territory through strong partner relationships, solution demonstrations, and disciplined quota management. You will work independently against standard to high sales targets while using Johnson Controls resources and support mechanisms to expand pipeline, strengthen channel performance, and grow video-led business.
How you will do it
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Sell video and access solutions through channel partners, representative firms, and distributors.
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Develop and maintain relationships with partners and end users to drive territory growth.
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Assign yearly targets and quotas for channel partners and maintain annual quota forecasts.
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Develop partner KPIs and use them to track progress and performance.
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Create growth strategies with partners to expand market share and strengthen channel execution.
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Provide product updates, product overviews, and demonstrations to key stakeholders.
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Identify new opportunities and new partners within the territory.
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Work with partners on channel planning and business strategies, including support for competitive projects and pricing or margin decisions within delegated flexibility.
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Set clear expectations for partners by aligning yearly targets, KPIs, and forecast commitments early and reviewing them consistently.
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Stay close to the work and the customer by building trusted relationships with partners and end users, identifying barriers quickly, and focusing effort on the opportunities that matter most.
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Use product knowledge to enable action through concise updates, relevant overviews, and effective demonstrations that help stakeholders position video and access solutions confidently.
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Balance accountability with sound judgment when operating within pricing and margin flexibility on competitive projects.
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Improve every day through candor and follow-through by reviewing performance, adjusting channel plans, and turning market feedback into practical next steps.
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Win as one team by working closely with internal support resources and partner teams to build trust, share insights, and execute against shared goals.
What we look for
Required
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5 years of sales experience
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5 years’ experience managing a successful territory with a proven record of success
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Travel 50%+ within Florida, Alabama, Tennessee, and Mississippi
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Sound knowledge of the security industry
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Channel Selling Experience
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Marketing experience
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Experience conducting customer presentations and demonstrations
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Excellent verbal and written communication skills
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Salesforce knowledge
Preferred
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Sales experience in the security industry
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Bachelor’s Degree
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Salesforce knowledge
Salary Range: HIRING SALARY RANGE: $80,000- 120,000 (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