This job listing has expired and the position may no longer be open for hire.

Head of Channel Operations at Johnson Controls, Inc

Posted in General Business 30+ days ago.

This job brought to you by eQuest

Type: Full-Time
Location: Seattle, Washington

Job Description:

At Johnson Controls, we’re shaping the future to create a world that’s safe, comfortable and sustainable. Our global team creates innovative, integrated solutions to make cities more connected, buildings more intelligent and vehicles more efficient. We are passionate about improving the way the world lives, works and plays. The future requires bold ideas, an entrepreneurial mind-set and collaboration across boundaries. You need a career focused on tomorrow. Tomorrow needs you.

The future is being built today, and Johnson Controls is making that future more productive, more secure and more sustainable.  We are harnessing the power of cloud, data analytics, the Internet of Things, and user design thinking to deliver on the promise of intelligent buildings and smart cities that connect communities in ways that make people’s lives – and the world – better.

In this career defining opportunity within the commercial strategy organization, you will support the achievement of Converged Cyber-Physical Security (CCS) revenue goals and strategic objectives with Microsoft, leveraging a sales partnership with Microsoft, a major strategic account of the product group.

The Head of Channel Operations role will provide management support around sales capability, capacity, revenue forecasting, sales compensation and quotas negotiation, sales training, channel analysis, and actionable recommendations for the advancement of the P&L. This role works closely with the VP of Commercial Strategy and VP/GM of the Connected Security businesses at Johnson Controls.

You will focus on enabling our world-class JCI and Microsoft sales team to be as productive as possible. You will be responsible for partnering with a large team in designing and setting sales policy, sales quota and incentives, as well as planning new market, and new segment development.

You will be responsible for helping executives and sales management drive Professional Service and Platform (Software as a Service) sales opportunities. In your leadership role you will drive the curation of customer and segment data and creating timely reports and analyses, such as order volume growth, and product roadmap to customer need, comparative analysis. You will be a key member of a global leadership team and also support global efforts and initiatives.

We are looking for an exceptional business and people leader with strong quantitative, problem solving, communication, and project management skills. The ideal candidate can effectively communicate with executives and collaborate with a variety of people and job functions, accomplishing tasks of high complexity and scope, and have the ability to perform professionally in a challenging and extremely fast-paced environment. The ideal candidate will be able to handle highly sensitive, confidential, and non-routine information supporting a rapidly changing organization. We're seeking a leader who can recognize opportunities to drive business growth or improve processes and who can lead a team to bring these ideas to life.


• Build, develop and lead a top-caliber sales organization in partnership with Microsoft

• Provide visibility into performance of overall sales pipeline and accounts to JCI and Microsoft leadership 

• Assess the impact of the team’s efforts on driving business results

• Drive system improvements & streamline sales processes

• Design, build and optimize sales resources

• Setting annual goals & quotas for the JCI and Microsoft teams

• Drive management decision-making & program development by deriving analytics and insights from our CRM and other systems

• Deliver strategic and operations projects globally as required to evolve and transform JCI and Microsoft’s sales model 

• Coordinate with cross-functional teams to lead mission critical projects, role alignment & program integrations  

What we look for:

• BA or BS degree

• 8+ years in operations, sales, management consulting, or finance  

• 5+ years in people management experience  

Preferred Qualifications:

• MBA or advanced degree preferred (or can be compensated with additional work experience)

• Experience working in B2B SAAS businesses or with other sales organizations

• Strong project management skills and ability to mobilize cross functional teams towards a common goal 

• Strong communication skills, including written and verbal communication experience with senior management 

• Experience working in high-growth, performance focused environments 

• Experience working in tech, digital and/or Education or Learning space

• Experience managing large teams and/or managing managers

• Deep interest in analyzing data and the ability to see beyond the numbers to drive sound decision-making 

• Able to move seamlessly from big picture thinking to operational tactics 

• Experience using and developing reports, metrics and dashboards with, or other relevant sales metric tools and programs

• Deep interest in analyzing data and the ability to see beyond the numbers to drive sound decision-making 

Johnson Controls is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, status as a qualified individual with a disability, or any other characteristic protected by law. For more information, please view EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit