Business Development Director - Sustainable Infrastructure (REMOTE)

About the Role

The Business Development Director serves as an executive‑level strategic leader within Johnson Controls' Infrastructure as a Service (IaaS) team, a fast‑paced and growth‑oriented group. This high‑energy role requires a strong foundation in business leadership, C‑suite relationships, and a proven track record of managing opportunities through the full sales cycle. The Director creates demand for partnership‑based solutions, focusing on Design‑Build‑Finance‑Operate‑Maintain structures to drive sales growth and high‑impact renewable partnerships. They lead enterprise teams—including sales, development, services, engineering, legal, and finance—to execute unique strategic account strategies. The position is accountable for securing $50 M in new client opportunities and managing IaaS partnerships across existing accounts and multiple sales channels. In execution, the Director proactively targets C‑level customers, qualifies business opportunities, and develops strategic solutions that align with customers’ key drivers and constraints. They provide industry expertise, sell higher‑level services that give customers a competitive advantage, and leverage economic, financial, and market trends to improve outcomes. Passionate about the organization’s strategy, they raise sales performance expectations and support teams to exceed challenging goals. Influence strategies are crafted to gain stakeholder commitment, and lifecycle costing is presented to maximize overall NPV rather than first‑cost. Solutions are sold for both renewal of existing infrastructure and new greenfield projects. The role initiates and maintains strategic relationships with internal and external stakeholders, including reference customers, vendors, and alliance partners. The Director leads pursuit teams that encompass development, engineering, finance, construction, legal, and design resources, managing partnering agreements across the deal ecosystem. They author and present proposals, negotiate value, address resistance, and prepare term sheets and final contracts to mitigate risk before closing sales. Training and mentorship are key responsibilities, with the Director coaching Johnson Controls sales partners across channels to advance IaaS strategies and broaden market impact. They also spearhead vertical market strategic planning for IaaS and support broader regional and vertical strategic initiatives that drive long‑term recurring revenue growth. • Drive $50M+ in new IaaS client opportunities and manage existing partnership pipelines. • Lead cross‑functional enterprise teams (sales, engineering, legal, finance) to execute Design‑Build‑Finance‑Operate‑Maintain deals. • Build and nurture C‑level relationships, qualify opportunities, and craft strategic, data‑driven solutions. • Present lifecycle costing and NPV analyses to secure renewal or greenfield projects. • Negotiate term sheets and final contracts while mitigating risk for JCI. • Train and mentor sales partners to expand IaaS strategies across channels. • Develop vertical market and regional strategic plans to grow recurring revenue.

Key Responsibilities

• ▸iaas sales
• ▸team leadership
• ▸c‑level relations
• ▸lifecycle costing
• ▸contract negotiation
• ▸partner training

What You Bring

Required qualifications include a bachelor’s degree in business or finance (MBA preferred) and 5‑7 years of direct sales experience in ESCO, EaaS, P3, or infrastructure development at the C‑level. Candidates must demonstrate strong initiative, interpersonal communication, and the ability to influence the market, with willingness to travel 30‑40%. The role demands integrity, deep industry knowledge, business/financial management expertise, and proven success as a strategic seller and trusted advisor. Salary ranges from $141,900 to $213,300, complemented by a competitive sales incentive plan and comprehensive benefits. Johnson Controls is an equal‑opportunity employer. • Bachelor’s degree required (MBA preferred) with 5‑7 years of ESCO/EaaS/P3 sales experience. • Proven ability to influence at the executive level and lead multi‑solution engagements. • Ability to travel 30‑40% and demonstrate strong integrity, industry expertise, and financial acumen.

Requirements

• ▸mba
• ▸esco
• ▸executive influence
• ▸travel
• ▸financial acumen
• ▸integrity

Benefits

• Salary $141,900–$213,300 plus competitive sales incentive plan and comprehensive benefits.

Work Environment

Hybrid