Technical Sales & Account Manager - Security
Pubblicato il 28-08-2026 - Johnson Controls in Milano
In line with the EMEA data center vertical strategy, you will develop long-term customer relationships with consulting engineers, design & build contractors, hyperscalers and colocation operators to create SECURITY related pipeline for the EMEA region. You will maximize account penetration of assigned accounts by serving the full spectrum of SECURITY solutions needed, leveraging Johnson Controls’ broad portfolio of security solutions (Access Control & Intrusion, Perimeter Security, Visitor Management, CCTV & Video Management) offerings. You are a hunter, driven to seek and develop strong client relationships, self-motivated to drive growth. You’re naturally perseverant, tenacious and consistent in your approach to work, managing multiple priorities simultaneously because of your excellent planning, organization and time management skills. You will be responsible for clearly articulating and communicating JCI offerings to the customers, provide feedback to the business. You will strategize on the sales approach and define stakeholder mapping to improve JCI’s competitiveness in the market. For assigned accounts, you will seek for Johnson Controls to become the preferred supplier of SECURITY systems (“trusted advisor and default spec/BoD” with consulting engineers, design build contractors, hyperscalers and colocation operators. You will ensure customer retention and growth of assigned accounts. You will partner up with JCI branch offices within EMEA to maximize order intake & profit generation from assigned accounts through influence on specifications and market pricing intelligence. You will effectively team up with JCI teammates from all departments to ensure customer support and satisfaction. You will utilize sales tools to plan and document progress, as well as increase business opportunity in accounts.
You will educate and support consultant engineers on a regular basis to influence customer specifications. Eventually, you will be expected to achieve your quarterly quotas and annual sales plans. **How you will do it**: - Builds partnering relationships with assigned Data Center customers (C, VP and operational levels) and consulting engineers to earn basis of design (BOD), influence specifications, and lead account and project strategies to grow our account share across our entire line card of SECURITY systems offerings. Develops and continually refines Account Management Plans to achieve this success.
- Maintains frequent face-to-face contact with the customers who most directly influence decisions. Actively listens, probes, identifies and addresses concerns. Understands the customer's business and speaks their language. Develops credibility, loyalty, trust and win-win-win relationships.
- Consistently drives specifications towards the full spectrum of Johnson Controls offerings with consulting engineers, design build contractors, hyperscalers and colocation operators, not only earning BoD status, but also influencing written specifications to provide value to the customers and differentiation from competitors. With assigned owner accounts, consistently drives preference for our offerings, works on building OFCI/CFCI programs for SECURITY solutions,
achieves favorable specifications & decision making.
- Leads collaborative efforts with regional offices, global prodcuts and other JCI teams to pursue projects, based on account assignments.
- Develops relationships with internal support, sales, operations, and administrative staff to ensure customer satisfaction, and quickly addresses issues. Trains and mentors local sales teams within EMEA to drive customer satisfaction.
- Keeps management informed of progress and account status. Leverages management with accounts, such as local, area, and/or executive leadership engagement and sponsorship, when and where appropriate.
- Utilizes applicable sales tools effectively (Salesforce CRM, Altify Account Management, STAR Account Plan reviews etc.) to plan, build pipeline of opportunity, and document progress as well as increase penetration of accounts.
- Develops a solid understanding and remains current on industry standards, pertinent building codes/regulations within the EMEA region, and best practices for design of SECURITY solutions within data centers.
- Provides feedback to management and factory teams on activities in the field, including customer perception of JCI products, competitive moves, industry trends, and lost/secured/pipeline information.
- Acts as a thought leader, in terms of SECURITY solutions for data centers, fosters a team mentality within all internal departments, communicates effectively and clearly to create internal alignment with all stakeholders.
- Supports the entire pre-bid (sales support), bid (DoA) and post-bid (hand over) processes to set our regional teams up for a successful delivery and works with local/regional/global operation teams to achieve high levels of customer satisfaction.
- Owns and facilitates the customer rel