Country: Australia
Location: LOC7022 : 314 Boundary Road Dingley, Melbourne VIC 3172, Australia
Company Overview: Carrier / Automated Logic Australia is in search of a seasoned Enterprise Business Development Manager to propel the growth of Carrier / Abound Advanced digital solutions and innovative managed services portfolio. As part of this role, the candidate will be accountable for leading, pursuing, and effectively securing new business prospects spanning a diverse but focused industries such as Multi-sites Retail, Quick Services Restaurants, industrial and commercial real estate sectors.
The future of buildings starts with Abound! A suite of digital solutions coupled with managed services offerings. Abound uses advanced technologies IoT, Cloud, AI, to aggregate, analyze, and visualize data enabling outcome-based results, making buildings more efficient, less costly to operate while providing occupants with confidence in the health and safety of their indoor environments.
ResponsibilitiesLead Carrier / Abound new Enterprise sales in Australia.Develop and implement Carrier / Abound sales strategies for SaaS and Managed Services in Australia. Align efforts with broader & regional business objectives and manage pipelines to achieve revenue goals.Identify and pursue new Carrier / Abound business opportunities within Australia, focusing on Multi-sites Retail, Quick Services Restaurants, industrial and commercial real estate sectors (Campuses, Retail, Education, Healthcare, etc.).Meet or exceed sales targets, monitor KPIs, and present regular sales reports and forecasts to senior management, identifying growth opportunities.Build and maintain customer pipelines, conduct needs assessments, and develop long-term relationships with key decision-makers to ensure customer satisfaction and drive upsell opportunities.Work & collaborate with property owners, operators, and facilities management customers to develop appropriate solutions and services to address key operational challenges such as energy, maintenance, and sustainability within their portfolios.Collaborate with Carrier / Abound regional and local internal teams to create tailored solutions, develop detailed proposals, negotiate contracts, and ensure smooth service execution to customers.Work closely with Carrier / Abound internal teams, including product, engineering, and service delivery to create custom solutions for customers.Work with Carrier/Abound teams, in-country partners, and dealers to deliver joint sales pitches, service demonstrations, and proposal development.Work closely with marketing, operations, legal, and finance teams to create effective campaigns, pricing models, and service transitions.Develop and execute partner enablement programs, providing training, resources, and support to ensure successful sales through channel partners.Conduct market research to stay ahead of trends and competitor strategies, continuously refining sales tactics and service offerings.Travel within Australia (20-30%) to meet clients, attend events, and support partners on-site, representing the company at industry conferences and networking opportunities.QualificationsAustralia market experience is a must. 10+ years' experience in Building Technologies Automation, SaaS offerings, and Building/Facilities Managed Services.Strong exposure to IoT, Cloud, AI, and SaaS concept and solutions implementation.Strong relationships in commercial real estate (campuses, multi-sites Retail, Quick Services Restaurants, and industrial sectors).Robust business acumen and a track record as a successful "hunter" capable of recognizing and sealing significant opportunities.Conversant in key concepts like smart building solutions, facilities/energy managed services, HVAC/chillers systems, and enterprise application services.Experience in energy optimization/saving services best practices, measurement & verifications, remote monitoring/managed services sales.Ability to understand technical building/HVAC/metering/SaaS solutions and communicate value proposition to project senior stakeholders – management, consultants, contractors, customers' facilities engineering stakeholders.A deep enthusiasm for sustainable technologies and a firm dedication to promoting the use of cutting-edge environmental and energy solutions.Proficient in cultivating new business, overseeing client relationships, pinpointing customer requirements, formulating proposals, structuring, and negotiating transactions, overseeing intricate projects to completion, finalizing deals, handling customer onboarding, and maintaining ongoing client relationships.Outstanding communication and interpersonal skills to foster effective collaboration with both internal and external partners.Motivated, industrious individual focused on sales, maintaining high personal and team standards; resourceful and adept at navigating an entrepreneurial, diverse, and matrixed environment.Bachelor's degree in engineering is a must. M.B.A or advanced technical degree preferred.A critical thinker with discerning judgment, avoiding a passive acceptance of conventional business approaches.Outstanding problem-solving, strategic-thinking, presentation, verbal and writing skills.Carrier is An Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age or any other federally protected class.
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