OpenBlue Lead Generation Specialist

Job description

OpenBlue is the Johnson Controls suite of AI-enabled smart building software, delivering outcomes in energy efficiency, sustainability, equipment uptime and workplace experience. The company is hiring a Lead Generation Specialist in Dubai to help scale OpenBlue across the Middle East and Africa.

You will use AI to find and qualify the right customers, run OpenBlue demonstrations, engage decision-makers and keep Salesforce forecast-ready, working with the Direct Digital Sales team, branch sellers, partners and presales. The role is a launchpad into enterprise digital sales.

Responsibilities

• Use AI tools (Microsoft Copilot, LinkedIn Sales Navigator, intent data) to build target account lists, map buying centres and personalise outreach
• Run multi-channel outbound campaigns into priority verticals such as real estate, ports and logistics, utilities, government, data centres and hospitality
• Convert branch, partner and marketing leads into qualified opportunities, focusing on deals that close quickly
• Qualify early on budget, decision process, use case, and hosting and data residency fit with the OpenBlue SaaS model
• Deliver outcome-led demos of Equipment Performance, Net Zero Plus, CUPO, Workplace and Worker Safety, tailored to each persona
• Support discovery sessions and customer workshops with presales and Customer Advisors
• Identify upsell and cross-sell opportunities within existing accounts and support quotations and renewals
• Keep Salesforce CRM accurate and support weekly pipeline and forecast reviews using MEDDPICC discipline

Requirements

• Bachelor's degree in Engineering, Business, Computer Science or a related field
• 4-6 years in inside sales, business development or technology sales, ideally in building technologies, smart buildings, IoT, SaaS or digital platforms
• Proven record of lead generation and opportunity creation against targets
• Daily, hands-on use of AI for prospecting, research, outreach and productivity
• Confident demonstrating software platforms to technical and business audiences
• Proficient in Salesforce (or equivalent CRM) and Microsoft 365, with excellent English communication
• Exposure to BMS, HVAC, energy management, CAFM/CMMS/IWMS, workplace or security solutions is preferred
• SaaS or subscription sales experience and familiarity with MEDDPICC is preferred
• GCC market experience; Arabic is an advantage

Skills

• Inside Sales
• Lead Generation
• MEDDPICC
• Product Demonstration
• SaaS Sales
• Salesforce CRM