Business Overview:

Chubb is the leading provider of fire and security services and a part of the APi Group Corporation, a global, market-leading business service provider of safety and specialty services. Operating in 17 countries and home to 13,000 employees, Chubb delights over 1 million customers annually.

One of the best-known global safety and security providers, Chubb draws on more than 200 years of experience to provide branch-based, end-to-end, high-quality, reliable fire safety and security solutions from design and installation to monitoring and ongoing maintenance. The business unit is Chubb Systems Private Limited, a subsidiary of APi Global Corporation, and internally referenced as “Chubb India”.

Chubb India provides Integrated Building Management solutions, which include supply, installation, commissioning, and maintenance of Building solutions such as Security systems, Fire detection, and alarms, access control, HVAC automation solutions, etc. The company has a PAN India presence, and the India head office is located in Bangalore.

At Chubb, we believe that our people make a difference and invite you to apply to this exciting and rewarding opportunities.

For more information, visit https://chubbfs.com/worldwide-en /www.apigroupinc.com

Position Summary

The Digital Services Sales Manager is responsible for developing and closing recurring-revenue, software-enabled and technology-led service opportunities across building automation, electronic security, access control, video surveillance and fire/life-safety systems.The position helps customers modernize building operations by combining connected systems, remote services, analytics, cloud platforms, cybersecurity and lifecycle services into measurable business solutions. The role requires a consultative sales professional who can engage facilities, operations, IT, security, sustainability and executive stakeholders and translate technical capabilities into financial and operational outcomes.

Role Purpose

• Build a sustainable pipeline of digital and connected-services opportunities.

• Expand the installed base through software, analytics and lifecycle-service agreements.

• Acquire new customers and penetrate strategic accounts.

• Develop multi-year, recurring-revenue contracts.

• Position the organization as a strategic partner for smart, secure, resilient and sustainable buildings.

• Create quantified customer value through improved uptime, energy performance, compliance, security and operational efficiency.

Portfolio Scope

1. Building Automation and Energy Services: BAS/BMS; HVAC controls and optimization; central plant and equipment analytics; fault detection and diagnostics; energy monitoring and management; indoor environmental quality; occupancy and space-utilization analytics; sustainability and carbon reporting; remote monitoring and command-center services.

2. Electronic Security: Access control; video surveillance and analytics; intrusion detection; visitor and identity management; mobile credentials; security operations and remote monitoring; enterprise integration; physical-security information management.

3. Fire and Life Safety: Fire alarm monitoring and connected services; inspection, testing and compliance programmes; remote system-health monitoring; modernization and lifecycle planning; emergency communications; integration with security, access control and BMS.

4. Digital and Managed Services: Cloud-hosted building and security applications; SaaS subscriptions; connected-device and IoT services; remote diagnostics and predictive maintenance; cybersecurity assessments and managed services; data integration and visualization; digital twins and portfolio dashboards; application support; outcome-based service agreements.

Key Responsibilities

1. Territory and Market Development

• Develop and execute a sales plan aligned with revenue, margin, recurring-revenue and customer-retention objectives.

• Identify priority verticals, target accounts, installed-base opportunities and competitive conversions.

• Build account plans defining stakeholders, customer issues, opportunity roadmaps and growth objectives.

• Develop new business through prospecting, referrals, associations, technology partners and internal leads.

• Monitor market trends, competitor activity, technology developments and changing customer buying behaviour.

• Represent the company at relevant industry events and balance near-term opportunities with strategic pursuits.

2. Consultative and Outcome-Based Selling

• Understand customer business objectives, operational challenges and technology environments.

• Lead discovery with facilities, operations, engineering, IT, security, sustainability, finance and executive stakeholders.

• Identify issues involving energy use, equipment reliability, staffing, cybersecurity, compliance, occupant experience and capital planning.

• Translate customer needs into digital-service use cases and measurable business outcomes.

• Develop value propositions covering lower operating costs and energy use, improved uptime, monetizable differentiated end-user outcomes, longer asset life, improved safety and compliance, better occupant experience and reduced operational and cybersecurity risk.

• Build executive-level business cases supporting customer investment decisions.

3. Digital-Solution Development

• Work with solution architects, engineering and operations teams to develop integrated customer solutions.

• Determine the appropriate combination of installed systems, connectivity, software, analytics, professional services and managed services.

• Facilitate site assessments, technology workshops and operational reviews.

• Support architectures covering edge devices, controls, networks, cloud platforms, data integration and user applications.

• Coordinate demonstrations, pilots and proofs of concept where required.

• Develop customer-specific digital-transformation and system-modernization roadmaps.

• Ensure solutions are scalable across sites and capable of integrating with third-party systems.

• Coordinate with cybersecurity specialists on network architecture, data privacy, remote connectivity and IT requirements.

4. Installed-Base Growth

• Develop opportunities within the existing customer and system installed base.

• Convert transactional customers into multi-year agreement customers.

• Extend maintenance agreements with remote monitoring, analytics, software assurance, cybersecurity, energy optimization, compliance reporting, connected inspections and lifecycle planning.

• Identify obsolete or unsupported systems and develop phased modernization programmes.

• Cross-sell digital services across building automation, fire and security accounts.

• Partner with branch and service teams to identify issues addressable through digital solutions.

Key Responsibilities — Continued

5. Pipeline and Opportunity Management

• Build and maintain a qualified pipeline sufficient to achieve annual bookings targets.

• Use CRM to record contacts, opportunities, activities, next steps and forecast dates.

• Apply disciplined qualification to evaluate customer need, budget, authority, competition and timing.

• Lead opportunity reviews, develop win strategies and coordinate internal resources and executive sponsorship.

• Maintain accurate forecasts and monitor sales-cycle progression, conversion rates and pipeline coverage.

• Disqualify opportunities where customer need, value or commercial viability cannot be established.

6. Proposal and Commercial Management

• Lead proposals, presentations, RFP responses and commercial offers.

• Develop pricing for subscriptions, managed services and multi-year agreements.

• Prepare ROI, payback, total-cost-of-ownership and lifecycle-cost analyses.

• Ensure pricing reflects delivery costs, contractual risks, escalation requirements and target margins.

• Coordinate reviews with legal, finance, cybersecurity, operations and risk-management teams.

• Negotiate terms, secure customer commitment and manage opportunities through contract execution.

7. Customer Relationship Management

• Establish trusted relationships with customer stakeholders and executive sponsors.

• Serve as the commercial point of contact and build multi-level relationships.

• Lead account reviews and digital-roadmap discussions.

• Work with service operations and customer success to monitor adoption and value realization.

• Identify renewal, expansion and cross-selling opportunities.

• Coordinate prompt resolution of customer concerns and promote references and case studies.

8. Internal Collaboration and Handover

• Partner with service operations to ensure commitments can be delivered safely, profitably and at the required service level.

• Coordinate with sales, engineering, estimating, IT, finance, legal and delivery teams.

• Complete a disciplined sales-to-delivery handover covering customer outcomes, scope, assumptions, architecture, commercial commitments, milestones and acceptance criteria.

Performance Expectations and KPIs

Financial

Annual bookings; recurring annual contract value; software and subscription revenue; service-agreement growth; gross margin; installed-base expansion; contract renewal and retention.

Pipeline

Qualified pipeline and coverage; opportunities created; conversion rate; average sales cycle; forecast accuracy; win rate; proposal-to-order conversion.

Customer

Strategic accounts developed; executive relationships; retention and satisfaction; reference customers and case studies; cross-sell penetration across BAS, security and fire.

Operational

Contract-risk and margin compliance; CRM accuracy; proposal timeliness; solution adoption and value realization.

Candidate Profile

Required Qualifications

• Bachelor’s degree in engineering, business, information technology, computer science or a related discipline; equivalent industry experience may be considered.

• 5+ of successful solution sales, service sales or business-development experience.

• Demonstrated B2B selling experience with commercial, institutional, industrial or infrastructure customers, including enterprise or multi-site accounts.

• Familiarity with healthcare, data centres, education, commercial real estate, manufacturing and pharmaceutical verticals.

• Experience with building automation/BMS, HVAC controls, electronic security, access control, video surveillance, fire/life safety, energy management, IoT/cloud/enterprise software, or managed and remote services.

• Track record of achieving bookings, revenue and margin targets and managing complex, multi-stakeholder opportunities.

• Ability to develop and present business cases, ROI models and executive-level value propositions.

• Experience preparing proposals and RFP responses; proficiency with CRM and forecasting systems.

• Ability to travel nationwide, typically 30–50%.

Preferred Qualifications

• 7+ of experience in smart buildings, digital services, automation, security, fire or energy services.

• Experience selling multi-year service agreements, SaaS subscriptions or managed services and understanding annual contract value.

• Knowledge of BACnet, Modbus, MQTT, APIs and cloud-based integration.

• Understanding of cybersecurity concepts for operational technology and connected buildings.

• Experience working with IT departments, CISOs, corporate security, system integrators, consulting engineers and contractors.

• Professional training in consultative, value-based or strategic-account selling.

• Relevant ASHRAE, BOMA, IFMA, SIA, NFPA or technology-provider certification.

Technical Knowledge

• Building-control architectures and fire/security system integration.

• IoT connectivity, edge devices, cloud-hosted and on-premises applications.

• Data acquisition, analytics, fault detection and predictive maintenance.

• Network and operational-technology cybersecurity, APIs and enterprise integration.

• Software licensing, subscriptions, service-level agreements and remote support.

• System migration and lifecycle planning.

Additional Information

About Us, Our Culture & What We Can Offer You

Established over 200 years ago, Chubb Fire & Security are a global business driven by keeping people and the world safe.  We provide essential systems, equipment and services, from digital CCTV surveillance and intruder alarms, to fire detection and suppression systems. Offering a full range of innovative products and services to a broad range of customers, from local independent business, to many of the FTSE 100 companies

We believe we offer a unique working culture, where you are as important to us as our customers, and we want you to feel that everyday. We are proud to offer extensive training to all of our new Advisors, fully supporting, and enabling you to thrive in your new role and beyond, with ongoing career development opportunities throughout your career journey with us.

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