About JLL –
We’re JLL—a leading professional services and investment management firm specializing in real estate. We have operations in over 80 countries and a workforce of over 98,000 individuals around the world who help real estate owners, occupiers and investors achieve their business ambitions. As a global Fortune 500 company, we also have an inherent responsibility to drive sustainability and corporate social responsibility. That’s why we’re committed to our purpose to shape the future of real estate for a better world. We’re using the most advanced technology to create rewarding opportunities, amazing spaces and sustainable real estate solutions for our clients, our people and our communities.
Our core values of teamwork, ethics and excellence are also fundamental to everything we do and we’re honored to be recognized with awards for our success by organizations both globally and locally.
Creating a diverse and inclusive culture where we all feel welcomed, valued and empowered to achieve our full potential is important to who we are today and where we’re headed in the future. And we know that unique backgrounds, experiences and perspectives help us think bigger, spark innovation and succeed together.
If this job description resonates with you, we encourage you to apply even if you don’t meet all of the requirements below. We’re interested in getting to know you and what you bring to the table!
The Role
The Senior Director, Technology Sales Advisory will collaborate directly with the larger JLL services sales organization by acting as a technology expert in all of the phases that lead to a client to an outsourcing buying decision. Our business model is an advisory lead, people business with responsibilities to our clients that cover all aspects of corporate real estate including facility management and portfolio services. Direct responsibilities include pre-sales technology solutions, pricing models, technology demonstrations, and client presentations. This role will be part of a global team, with a focus in the APAC region and travel up to 50% in APAC.
This is a senior-level role in our organization and will represent technology as a key differentiator in the sales process. This role exhibits a deep understanding of technology applications and the connectivity of those applications to form a holistic solution for our corporate real estate clients. This individual must be comfortable presenting to high-level decision-makers, demonstrating key functions of our technology applications, and collaborating with the sales team, delivery teams, and product management teams. Please see further details in these five key areas:
1. Client facing thought leadership.
a. Drive dynamic discussions and presentations to draw clients into understanding how our technology ecosystem and roadmap will benefit them.
b. Instill trust in clients by engaging in conversations and storytelling around business outcomes supported by our technology ecosystem
2. Pre-Sales Solutioning:
a. Assist the sales team in providing expert technology solutions for our clients as a pre-sales exercise.
b. Partner with existing product management teams to ensure the value propositions of each solution is communicated consistently.
c. Ability to lead through influence, rather than direct management.
3. Product Demonstrations:
a. Collaborate with the sales team to map out product demonstration flows and deliver demonstrations to the client.
b. This role will be responsible for demonstrating multiple application’s spanning the entire real estate life cycle from lease administration, transaction management, project management, occupancy planning, facility management, employee experience applications and business intelligence applications.
4. Product Innovation and Continued Expertise:
a. Develop personal learning path to ensure that all functional areas cross the real estate life cycle are understood and can communicate confidently how technology enables process. There will be a cyclical nature to this path: Learn, Repeat, Teach, and Innovate.
b. Provide voice of the customer feedback from your role in the pre-sales function with the strategic product management group for continual product improvement, ideas sharing, and general collaboration.
c. Maintain knowledge of the competitive landscape across technology and competitors.
5. Pricing Models:
a. Understand current process, parameters and conditions to generate costs estimates for the purpose of qualification.
b. Develop and use tools to collect relevant information to generate accurate costs estimates.
6. Product Bid Response Efforts:
a. Participate in RFP response efforts which include collaborating on technical responses, example deliverables, system graphics training guides, and pricing exercises.
b. Make recommendations to the bid management team on improvements to proposal language and technical deliverables.
c. Attend sales pursuit debriefs to provide feedback on the sales cycle, team approach, win themes, and client engagement.
d. Manage competitive demands, while coordinating and producing meaningful technology solutions for our perspective clients.
Preferred Skills
· Exposure to software sales, preferably someone across multiple technologies
· Expertise presenting technology material and demonstrations of technologies in front of audiences that can range from 10-50
· Relevant understanding of how applications create an ecosystem and work together
· The candidate must have 15+ years of experience in technology.
· Consulting and software experience preferred
· Ability to multi-task across multiple pursuits, stakeholders, and complexity of technology
Education Credentials
· This position requires a bachelor’s degree
