Johnson Controls · Dubai, AE
Posted:
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.