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.
