OpenBlue Lead Generation Specialist

Johnson Controls · United Arab Emirates

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What you will do

OpenBlue is Johnson Controls’ suite of AI-enabled smart building software, delivering measurable outcomes in energy efficiency, sustainability, equipment uptime, facilities productivity and workplace experience, built on 140 years of building expertise.

We are looking for a smart, ambitious Lead Generation Specialist with fire in the belly to help scale OpenBlue across the Middle East & Africa. You will use AI to find and qualify the right customers, run compelling OpenBlue demonstrations, engage decision-makers, and keep Salesforce sharp and forecast-ready. Working with the Direct Digital Sales team, branch sellers, partners and presales, this role is a launchpad into enterprise digital sales.

How you will do it

     AI-Led Lead Generation

• Use AI tools (Microsoft Copilot, LinkedIn Sales Navigator, intent data) to build target account lists, map buying centres and personalise outreach.
• Run multi-channel outbound campaigns into priority verticals such as real estate, ports & logistics, utilities, government, data centres and hospitality.
• Convert branch, partner and marketing leads into qualified opportunities, focusing on deals that close quickly.
• Qualify early on budget, decision process, use case, and hosting and data residency fit with the OpenBlue SaaS model.

     OpenBlue Demonstrations

• Deliver outcome-led demos of Equipment Performance, Net Zero Plus, CUPO, Workplace and Worker Safety.
• Tailor each demo to the persona (CXO, sustainability, FM, operations or IT) and build early business cases using case studies and value tools.
• Support discovery sessions and customer workshops with presales and Customer Advisors.

     Customer Engagement

• Build trusted relationships with decision-makers and keep momentum through structured follow-ups.
• Identify upsell and cross-sell opportunities within existing JCI accounts and support quotations and renewals.

     Salesforce & Pipeline Management

• Keep SFDC accurate: accounts, contacts, activities, stages, next steps and close dates.
• Apply MEDDPICC discipline and support weekly pipeline and forecast reviews, flagging risks early.
• Share customer feedback and competitive insights with sales, marketing and product teams.

     How success is measured

• Qualified pipeline created (ARR/ACV) and revenue contribution from sourced deals.
• Meetings and OpenBlue demonstrations delivered; lead-to-opportunity conversion.
• Salesforce data quality and forecast accuracy.

What we look for

Required

• Bachelor’s degree in Engineering, Business, Computer Science or a related field.
• 4–6 years in inside sales, business development or technology sales, ideally in building technologies, smart buildings, IoT, SaaS or digital platforms.
• Proven track record of lead generation and opportunity creation against targets.
• Daily, hands-on use of AI for prospecting, research, outreach and productivity.
• Confident demonstrating software platforms to technical and business audiences.
• Proficient in Salesforce (or equivalent CRM) and Microsoft 365; excellent English communication.
• Hungry to learn, coachable and resilient, with strong commercial acumen and a winning attitude.

Preferred

• Exposure to BMS, HVAC, energy management, CAFM/CMMS/IWMS, workplace or security solutions.
• SaaS or subscription sales experience and understanding of ARR models.
• Familiarity with MEDDPICC or similar sales methodologies.
• GCC market experience; Arabic is an advantage.

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