Territory Sales Manager - ACVS Security Products

Who we are?

About Johnson Controls

Johnson Controls, a global leader in thermal management, mission-critical building systems, energy efficiency, and decarbonization, helps customers use energy more productively, reduce carbon emissions, and operate with the precision and resilience required in rapidly expanding industries such as data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education.

For more than 140 years, Johnson Controls has delivered performance where it really matters. Backed by advanced technology, lifecycle services, and an industry-leading field organization, we elevate customer performance, turn goals into real-world results, and help move society forward.

Visit johnsoncontrols.com for more information and follow @Johnsoncontrols on social platforms.

Work Location : Mumbai, India

What will you do?

Responsible for driving revenue growth, profitability, and market expansion for the ACVS (Access Control, Video Surveillance & Security) product portfolio across the assigned territory. The role focuses on developing strategic customer relationships, strengthening channel partnerships, expanding market presence, and positioning the company's security products and solutions across key verticals including Commercial Buildings, Data Centers, Manufacturing, BFSI, Transportation, Healthcare, Education, Retail, Power, and Critical Infrastructure.

You will lead business development initiatives, manage key accounts, work closely with consultants and system integrators, and ensure consistent achievement of sales targets while enhancing brand visibility and competitive positioning within the security industry.

What will you do?

You will execute the territory growth strategy through effective customer engagement, partner development, and disciplined sales execution, including:

• Achieve assigned revenue, booking, and margin targets for ACVS product lines including Video Surveillance, Access Control, and Integrated Security Solutions.
• Drive new customer acquisition while expanding wallet share within existing enterprise, government, and strategic accounts.
• Develop and manage a robust sales pipeline through proactive prospecting, consultant engagement, channel development, and market coverage.
• Build strong relationships with End Users, Consultants, PMC firms, Architects, System Integrators, EPC Contractors, and Channel Partners to identify and influence projects at an early stage.
• Position the company's security products and integrated security solutions in key projects and specifications to drive long-term business opportunities.
• Work closely with channel partners and distributors to improve coverage, capability, and market penetration across the assigned territory.
• Identify emerging market opportunities, competitive threats, customer trends, and technology requirements, providing regular market intelligence to management.
• Collaborate with Presales, Product Management, Marketing, Operations, and Leadership teams to develop winning solution strategies and customer value propositions.
• Review project specifications, RFPs, and tender documents to ensure appropriate product positioning and competitive differentiation.
• Deliver technical and commercial presentations, product demonstrations, and consultative discussions with customers and influencers.
• Develop and execute account plans for strategic customers and large opportunities to maximize long-term growth.
• Maintain accurate sales forecasts, opportunity tracking, and customer records within SFDC or CRM systems.
• Ensure timely project follow-up, commercial closure, payment collection support, and customer satisfaction throughout the sales cycle.
• Build and promote the company's reputation as a trusted OEM and security solutions provider by maintaining strong customer engagement and industry visibility.
• Drive consultant and specification-led business by ensuring inclusion of company products in project designs and approved vendor lists.

What we look for?

Education

• Bachelor's Degree in Engineering, Electronics, Electrical, IT, or related discipline.
• MBA in Marketing or Business Management preferred.

Experience

• upto 15 years of experience in Security Industry sales, business development, or channel management.
• Minimum 5 years of experience in ACVS products including CCTV/Video Surveillance, Access Control, and Security Software Platforms.
• Proven experience managing large projects, enterprise accounts, consultants, and channel partners.
• Experience working with OEMs, security solution providers, or system integrators is highly preferred.

Skills & Competencies

• Strong understanding of Video Surveillance, VMS platforms, AI Analytics, Access Control, Intrusion Detection, and Integrated Security Solutions.
• Ability to drive specification and consultant-led business.
• Strong knowledge of project sales cycles, tendering processes, and commercial negotiations.
• Excellent customer relationship management and consultative selling skills.
• Strong presentation, communication, and influencing abilities.
• Ability to engage with CXOs, Security Heads, IT Teams, Facility Heads, and Procurement stakeholders.
• Strong business acumen with focus on revenue growth, margin management, and market expansion.
• Experience in managing channel partners, distributors, and system integrator networks.
• Proficiency in CRM tools, sales forecasting, and pipeline management.
• Highly self-driven, result-oriented, and capable of operating in a competitive market environment.

What we offer:

We offer a challenging and exciting position as part of a global, multi-industrial corporation. Joining us provides a stimulating work environment, career development opportunities, and the chance to make a significant impact on society.

Diversity & Inclusion:

Our dedication to diversity and inclusion stems from our core values. We lead with integrity and aim for a future aligned with our customers' vision for success. Our culture fosters engagement, innovation, and collaboration, ensuring every employee contributes to our collective mission.