Manager - Global Sales & Revenue Operations

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.  

Why JCI: https://www.youtube.com/watch?v=nrbigjbpxkg

Asia-Pacific LinkedIn: https://www.linkedin.com/showcase/johnson-controls-asia-pacific/posts/?feedView=all

Career: The Power Behind Your Mission

OpenBlue: This is How a Space Comes Alive

Role Purpose

This role sits at the intersection of revenue operations and sales, and leads the end-to-end post-sales operations function, including post-sale validation, management of the subscription base (including renewal accrual inputs and on-time execution), customer data governance, and systems/process optimization across the OpenBlue (OB) and FM:S portfolios. The position is accountable for driving revenue retention, ensuring timely and accurate renewals, maintaining high-quality customer data, improving data integrity, reducing operational friction, and enabling scalable growth.

Span of Control:

• Manages and develops a Sales Operations / Post-Sales team
• Influences Sales, Finance, Customer Success (CSM), Product, and Digital teams

Impact Area:

• ARR retention and renewal performance
• Post-sales accuracy and compliance
• Customer data quality and system integrity
• Sales process efficiency and scalability

Key Responsibilities

1. Post-Sales Process Leadership

• Own and govern post-sale validation  processes ensuring booking accuracy and compliance
• Align Finance, Sales, CSM on post-sale and renewal workflows
• Standardize and deploy SOPs to reduce administrative effort for sellers and CSMs
• Lead rollout and communication of process improvements across stakeholders

2. Renewal & Revenue Management

• Define and optimize renewal processes for OB and FMS portfolios
• Lead renewal tracking, forecasting, and execution
• Identify renewal risks, gaps, and upsell opportunities, including usage-based renewals
• Deliver ARR, retention, and renewal reporting with high data accuracy
• Drive on time renewal execution and renewal reporting accuracy
• Maintain subscription status determinations (active vs. lapsed) against overdue-renewal criteria, feeding revenue reporting and financial systems

3. Customer Data Governance

• Own account data integrity in Salesforce for the customer master
• Define and lead account management processes for direct and partner accounts
• Deliver account-based analytics and insights

4. Systems & Digital Enablement

• Lead system initiatives for subscription, renewal and customer data management
• Drive enhancements to:
  • Data visibility
  • Automation and accuracy
  • User experience for Sales and CSM teams
• Partner with Product & Engineering to improve usage data and renewal intelligence

5. Operational Excellence & Performance Management

• Establish and monitor KPIs, and use them to identify process gaps and improvement opportunities
• Track and improve:
  • Opportunity close cycle time
  • Post-sale processing efficiency
• Develop reporting frameworks to deliver actionable business insights

6. Sales Operations Enablement

• Create and maintain booking process documentation and playbooks
• Simplify workflows to enhance seller productivity and customer experience
• Provide data-driven insights to improve decision-making across teams

7. Leadership & Team Development

• Lead and develop a high-performing Sales Ops team
• Provide coaching, feedback, and performance management. Foster a culture of continuous improvement, accountability and data-driven execution
• Identify and drive training and capability development initiatives

Required Qualifications

• Strong knowledge of renewal management and subscription business models, and ARR reporting
• Proven leadership experience managing cross functional teams
• 8–12+ years experience in Sales Ops, Rev Ops, or Post-Sales Management
• Expertise in Salesforce and financial systems (e.g., Intacct)
• Strong analytical, stakeholder management, problem solving, and process design skills

Preferred

• Experience in SaaS / Digital / Smart Building solutions
• Background in data governance and CRM optimization
• Experience with government contracts (GSA/G-Cloud)

Role Summary Statement

This role is a critical leadership position that transforms post-sales operations into a strategic advantage—driving revenue growth, operational efficiency, and customer lifecycle excellence while building a high-performing team.

What we offer:

We offer an exciting and challenging position. Joining us you will become part of a leading global multi-industrial corporation defined by its stimulating work environment and job satisfaction. In addition, we offer outstanding career development opportunities which will stretch your abilities and channel your talents

Diversity & Inclusion Our dedication to diversity and inclusion starts with our values. We lead with integrity and purpose, focusing on the future and aligning with our customers’ vision for success. Our High-Performance Culture ensures that we have the best talent that is highly engaged and eager to innovate.  Our D&I mission elevates each employee’s responsibility to contribute to our culture. It’s through these contributions that we’ll drive the mindsets and behaviors we need to power our customers’ missions. You have the power. You have the voice. You have the culture in your hands.