Senior Sales Engineer – ESCO & Cooling as a Service (CaaS)

Role Overview

Senior Sales Engineer – ESCO & Cooling as a Service (CaaS) at Johnson Controls, based in Dubai. Reports directly to the Associate Director - Sustainability.

Role Purpose

Drive growth of Johnson Controls' Energy Solutions, ESCO, and Cooling as a Service portfolio across the GCC region by identifying, developing, and closing high-value opportunities with government entities, developers, facility management companies, industrial clients, hospitals, universities, commercial buildings, and other large energy-consuming facilities.

Key Responsibilities

Business Development & Sales Strategy

• Develop and execute strategic sales plans to achieve ESCO and CaaS revenue, profitability, and growth targets across the GCC region.
• Identify, qualify, and secure new business opportunities for Low Delta T Energy solutions, Heat Pump Solutions, and Cooling as a Service (CaaS).
• Leverage a consultative sales approach to identify customer pain points, quantify energy-saving opportunities, and develop value-driven ESCO and Cooling as a Service solutions.
• Lead the sales cycle from opportunity creation through contract award.

Customer Relationship Management

• Build and maintain strong relationships with C-level executives, asset owners, developers, government entities, facility management companies, consultants, and strategic partners.
• Establish trusted advisor relationships with customers, helping them achieve sustainability, energy efficiency, operational excellence, and decarbonization objectives.
• Engage customers early in the project lifecycle to influence specifications and position Johnson Controls as the preferred sustainability partner.
• Develop stakeholder mapping and account penetration strategies to maximize revenue opportunities within key accounts.

Solution Development & Presentations

• Conduct energy-saving assessments and collaborate with technical teams to develop commercial and technical proposals.
• Present business cases focused on energy savings, carbon reduction, lifecycle cost optimization, ROI, and operational efficiency.
• Promote Johnson Controls' sustainability vision and support customers' ESG, net-zero, and decarbonization initiatives.

Negotiations & Contract Management

• Lead negotiations, commercial discussions, and contract closures while ensuring profitable growth.
• Work collaboratively with internal engineering, finance, legal, and operations teams to deliver comprehensive customer solutions.

Market Intelligence

• Analyze market trends, competitor activities, regulatory developments, and emerging sustainability opportunities within the region.

Qualifications & Experience

• Bachelor's degree in Mechanical Engineering, Electrical Engineering, Energy Engineering, Controls Engineering, or a related discipline.
• Minimum of 5 years of sales and business development experience within the ESCO, Energy Services, Sustainability, HVAC, Building Technologies, or Cooling as a Service sector.
• Minimum of 5 years of hands-on experience with HVAC and Energy solutions.
• Proven track record of securing and managing large-scale energy efficiency, HVAC retrofit, or sustainability projects within the GCC region.
• Demonstrated success in developing new business opportunities and expanding strategic customer relationships.

Skills & Competencies

• Strong understanding of Energy Performance Contracting (EPC), Cooling as a Service (CaaS), Low Delta T Energy solutions, and Heat Pump Solutions.
• Strong commercial acumen with experience building complex financial and value-based business cases.
• Excellent presentation, negotiation, stakeholder management, and communication skills.
• Ability to engage and influence senior-level stakeholders and decision-makers.
• Strong understanding of GCC energy markets, sustainability regulations, and energy efficiency frameworks.
• Self-driven with a strong hunter mentality and passion for achieving growth targets.