Key Account Manager

At Johnson Controls, we're reimagining how businesses operate through intelligent, connected technologies. With more than 140 years of innovation and a global presence spanning smart buildings, security, sustainability, and digital solutions, we help organisations work smarter, safer, and more sustainably.

We are seeking a high-performing Key Account Manager to drive growth across Australia and New Zealand. Based in Sydney, you will be responsible for expanding strategic customer relationships, developing new business opportunities, managing channel partnerships, and supporting global retail accounts operating across the region.

This is a highly visible role that combines strategic account management, new business development, and executive stakeholder engagement. You'll work closely with local, regional, and global teams to deliver innovative retail technology solutions to some of the largest retailers in the market.

You will:

• →Grow revenue and market share across an assigned portfolio of retail customers.
• →Develop and execute strategic account plans that drive customer retention, expansion, and long-term partnership growth.
• →Identify, qualify, and secure new business opportunities across key retail verticals.
• →Build and maintain a strong sales pipeline through proactive prospecting and market engagement.
• →Partner with channel partners, distributors, and technology alliances to expand market penetration.
• →Lead complex sales opportunities from discovery through to commercial negotiations and contract closure.
• →Act as a trusted advisor to senior customer stakeholders by understanding business challenges and recommending value-driven solutions.
• →Collaborate with Customer Success, Professional Services, Supply Chain, Marketing, Finance, and Service Delivery teams to ensure successful customer outcomes.
• →Maintain accurate pipeline management, forecasting, and opportunity tracking through Salesforce.
• →Represent Australia and New Zealand in regional and global business reviews and strategic planning initiatives.

In this role, you'll be measured on:

• Revenue growth and margin achievement
• Strategic account expansion and customer retention
• New logo acquisition and pipeline generation
• Channel partner development and productivity
• Forecast accuracy and Salesforce excellence
• Executive stakeholder engagement
• Customer satisfaction and business outcomes
• Cross-functional collaboration and operational execution

• Proven success in enterprise sales, account management, or business development within retail technology, SaaS, security, analytics, or related industries.
• Experience selling complex technology solutions into large enterprise customers.
• Strong business development capability with a track record of generating and closing new opportunities.
• Expertise in consultative selling, value-based solution selling, and strategic relationship management.
• Experience engaging and influencing senior executives and C-suite stakeholders.
• Strong commercial acumen and negotiation skills.
• Experience using Salesforce or comparable CRM platforms.
• Ability to thrive in a fast-paced, highly collaborative, results-driven environment.
• Retail technology, RFID, traffic analytics, computer vision, or retail intelligence experience will be highly regarded.

If you're passionate about technology, retail innovation, and building strategic customer partnerships, we'd love to hear from you.

For a confidential discussion, contact Janis Sotelo at janis.sotelo@jci.com.