Lead Generation Specialist - OpenBlue (Middle East & Africa)

About the role

JCI's OpenBlue is a suite of AI-enabled smart building software focused on energy efficiency, sustainability, equipment uptime, facilities productivity and workplace experience. The company is looking for a Lead Generation Specialist to help scale OpenBlue across the Middle East and Africa, working with the Direct Digital Sales team, branch sellers, partners and presales. The role uses AI to find and qualify customers, run OpenBlue demonstrations and keep Salesforce accurate.

Key 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 verticals such as real estate, ports and logistics, utilities, government, data centres and hospitality.
• Convert branch, partner and marketing leads into qualified opportunities, qualifying early on budget, decision process, use case and hosting and data residency fit.
• Deliver outcome-led demos of Equipment Performance, Net Zero Plus, CUPO, Workplace and Worker Safety, tailored to CXO, sustainability, FM, operations or IT personas, and support discovery sessions and workshops with presales.
• Build relationships with decision-makers, identify upsell and cross-sell opportunities and support quotations and renewals.
• Keep Salesforce accurate and support weekly pipeline and forecast reviews using MEDDPICC discipline.

Required profile

• 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 track 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.
• Excellent English communication; Arabic is an advantage.

Required skills

• Proficiency in Salesforce (or equivalent CRM) and Microsoft 365.
• Preferred: exposure to BMS, HVAC, energy management, CAFM/CMMS/IWMS, workplace or security solutions.
• Preferred: SaaS or subscription sales experience, ARR models, familiarity with MEDDPICC.