Channnel Account Manager, Controls

About us

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.

What you will do 

Johnson Controls delivers building automation and control solutions that help customers improve comfort, performance, and reliability across their facilities. In this role, you will help drive product revenue and margin growth through the Independent Distribution (IDC) channel, with a focus on the Facility Explorer building automation system and the broader Global Products portfolio.

As a BAS Controls Channel Account Manager, you will own assigned IDC channel accounts, strengthen partner relationships, and support sales execution across the channel. You will work with internal and external stakeholders to expand opportunities, align on account plans, and ensure customers and channel partners are equipped to sell Johnson Controls solutions effectively.

How you will do it 

• Drive product revenue and margin growth while meeting established sales plans and objectives through the IDC channel.

• Support the sale of the complete Johnson Controls product portfolio, with emphasis on Facility Explorer and related building automation solutions.

• Apply the sales process to build and maintain long-term customer and channel relationships while identifying new sales opportunities.

• Represent Global Products offerings during the sales process with IDC partners and end customers.

• Work with channel partners to launch new product offerings and ensure they are trained on product features, value propositions, and pricing.

• Deliver revenue and margin targets for assigned accounts and maintain key internal and external relationships.

• Use strategic account plans and quarterly reviews to align actions, track progress, and support sales objectives.

• Support project teams with pre-bid strategy, scope review, and offering expansions.

• Provide accurate monthly sales forecasts, develop annual volume and growth objectives, and communicate support needs as they arise.

• Analyze market performance, conduct competitive reviews, and share customer feedback with Product Management and Engineering to support product enhancements.

• Engage with regional and local industry associations and trade shows to strengthen market presence and uncover opportunities.

• Own your account outcomes with accountability, integrity, and a clear focus on revenue and margin performance.

• Stay close to the customer and the work by listening carefully, identifying barriers early, and acting quickly to remove obstacles.

• Use data, market insight, and candid problem-solving to improve forecasts, strengthen account plans, and refine your approach every day.

• Work as one team across sales, project, product, engineering, and technical support to deliver a consistent customer experience.

• Bring a consultative mindset to every interaction, recommending solutions that fit customer needs and differentiate Johnson Controls in the market.

• Keep channel partners informed and prepared through clear communication, practical training, and follow-through on commitments.

What we look for

Required

• Bachelor's degree in Engineering, Business, Marketing, or equivalent experience.

• 10+ years of progressive, direct sales experience, in the Commercial HVAC/Controls or related technical Construction industry.

• Excellent presentation and communication skills.

• Able to travel up to 50% of the time within the territory.

Salary Range: HIRING SALARY RANGE: $87,000- 136,000(Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis. This position includes a competitive benefits package. The posted salary range reflects the target compensation for this role. However, we recognize that exceptional candidates may bring unique skills and experiences that exceed the typical profile. If you believe your background warrants consideration beyond the stated range, we encourage you to apply. To support an efficient and fair hiring process, we may use technology assisted tools, including artificial intelligence (AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers. For details, please visit the About Us tab on the Johnson Controls Careers site at