Director, Openings Studio Building Technologies

ASSA ABLOY is a global leader in door opening solutions dedicated to providing a safe, secure, and accessible building environment. Every day, we help billions of people move through a safer, more open world with ease. If you’ve ever walked through an automatic door, stayed in a hotel, or gone through passport control, you’ve probably used one of our products or services. ASSA ABLOY’s offerings include products and services related to locks, doors, gates, and entrance automation such as controlling access and confirming identities with keys, cards, tags, mobile and biometric identity verification systems, mechanical and digital locks, cylinders, security doors and automated entrances.

Are you as passionate as we are in servicing our customers in the State and Local Government vertical market?  We provide unsurpassed security and life-safety solutions and the essential support services (LEED consultation, code compliance, access control system integration, product research and selection, specification writing services, technical support, etc.) to ensure well-functioning doorway systems in the commercial building industry.  If so, we have an exciting opportunity on our ASSA ABLOY sales team that is meant for you.

What you will be doing:

The Director, Professional Services Sales will lead a customer-focused sales team responsible for growing professional services and software revenue across the building design, construction, and facility operations lifecycle. This leader will enable execution of go-to-market strategy, build a disciplined and predictable sales operating rhythm, develop team capability, and strengthen executive relationships with customers, channel partners, and internal stakeholders.

The role will own sales execution from market development through opportunity qualification, solution positioning, proposal development, negotiation, contract fulfillment, and handoff for successful software implementation and support. Success will require balancing new business growth, expansion of existing accounts, software adoption, services utilization, customer outcomes, and cross-functional alignment.

Key areas you will contribute to the role include:  

• Develop and execute the annual sales strategy for professional services and software solutions, aligned with business growth, profitability, and customer-adoption objectives.
• Lead, coach, and develop a team of sales professionals; establish clear goals, priorities, activity standards, and development plans.
• Own team revenue performance, pipeline coverage, forecast accuracy, opportunity progression, win rates, sales cycle, and other agreed key performance indicators.
• Manage continuous refinement of a consistent sales process for discovery, qualification, solution design, value articulation, proposal development, pricing, contracting, and implementation handoff.
• Build relationships with senior decision-making owners, architects, contractors, consultants, integrators, distributors, and other strategic customers and partners.
• Drive product demand generation through consulting, services, project support, and subscription-based software offerings.
• Partner with marketing to refine target segments, campaigns, sales enablement content, customer stories, and market messaging.
• Partner with software development, customer success, support, operations, finance, and legal to enhance commercial viability of solutions and a strong customer experience.
• Maintain a high-confidence forecast and communicate business performance, risks, resource needs, and corrective actions to leadership.
• Lead strategic pursuits, major proposals, negotiations, and complex account planning.
• Oversee resource management for project execution.
• Use customer and market feedback to influence service packaging, software roadmap priorities, pricing, delivery models, and continuous improvement.
• Establish a culture of accountability, collaboration, ethical selling, customer value, and continuous learning.

Leadership and Team Development:

• Recruit, onboard, retain, and develop high-performing sales talent with the technical and commercial skills required to sell services and software.
• Conduct regular pipeline reviews, coaching, account planning, one-on-ones, and performance discussions.
• Develop team capability in consultative selling, business-case development, software demonstrations, services scoping, negotiation, and communication.
• Create clear role expectations and career-development pathways while promoting knowledge sharing across regions and market segments.
• Coordinate effectively with delivery and customer-success leaders to ensure commitments made during the sales process are achievable and clearly documented.

Customer and Market Focus:

• Understand customer workflows and business challenges across planning, design, specification, procurement, construction, commissioning, compliance, and facility management.
• Position integrated service and software solutions using measurable customer value, including risk reduction, process consistency, data quality, productivity, compliance support, and lifecycle visibility.
• Identify new markets, strategic accounts, partner channels, and recurring-revenue opportunities.
• Represent the organization at customer meetings, industry associations, conferences, user groups, and selected thought-leadership events.

Performance Measures:

• Revenue and gross-margin attainment for services and software.
• New annual recurring revenue, expansion revenue, renewals, and software adoption, as applicable.
• Qualified pipeline coverage, forecast accuracy, opportunity conversion, and sales-cycle performance.
• Strategic account growth, customer retention, and customer satisfaction.
• Team productivity, capability development, retention, and succession readiness.
• Quality of sales-to-delivery handoffs and alignment between sold scope, customer expectations, and delivery capacity.

Qualifications:

• Bachelor’s degree (business, sales, marketing, construction management, architecture, engineering, technology, or a related field), or equivalent practical experience. Minimum high school/GED diploma.
• Minimum of 10 years of B2B sales experience, including at least 5 years selling both professional services and software solutions is strongly preferred.
• Experience with consultative and solution-selling to enterprise customers and multiple stakeholders.
• Strong business acumen with the ability to understand pricing, margin, contracts, implementation dependencies, and customer return on investment.
• Demonstrated success building sales strategy, developing teams, managing complex pipelines, and achieving revenue targets.
• Proficiency with sales forecasting, sales analytics, presentation tools, and virtual collaboration platforms.
• Knowledge of design and construction workflows, project delivery, BIM, project-management platforms, or facility lifecycle data.
• Experience in commercial construction, architectural products, physical security, access control, building technology, or facility management.
• Ability to read, interpret and review CSI MasterFormat Division 08 written and electronic architectural specifications and construction documents including, door schedules, hardware sets, floor plans, elevations, submittals, and shop drawings.
• Understanding of fire, life safety, accessibility, and model building codes in relation to door and hardware specifications
• Proficiency with computer software applications including major Microsoft "Office Suite" programs, Salesforce CRM platform, Autodesk Revit Architecture® software, Division 08
  specific platforms (e.g. Openings StudioTM, PRO-TECH, AVAWare, Comsense, etc.), connstructyion management platforms (e.g. Procore, Autodesk Forma, etc.).
• Experience selling SaaS, implementation services, consulting, inspection, training, or managed-service offerings.
• Experience working through direct sales teams, channel partners, distributors, consultants, and strategic alliances.
• Familiarity with recurring-revenue models, customer success, adoption, renewals, and expansion selling.
• Excellent communication, presentation, negotiation, coaching, and executive relationship-management skills.
• This position operates in office, remote, customer, and active project-site environments and requires the ability to lift 50lbs.
• Ability to travel by air and ground transportation up to 50% based on customer and business needs.

This position will be performed remote/hybrid Monday through Friday from the contiguous US within commuting distance to a major airport.

The annualized salary for this role is $140K - $160K.  The final pay offered to the successful candidate will depend on experience, skill level, and other qualifications for the role.  Benefits and additional compensation offered for this position are

• Eligibility for a discretionary bonus
• Paid time off, 10 days of vacation inclusive of paid sick days
• 13 paid holidays
• Job-protected leave benefits in accordance with applicable law
• Medical, dental, vision, and life insurance
• Short-term and long-term disability benefits
• Supplemental critical illness, hospital, accident, and indemnity available for purchase
• Health and flexible savings accounts, subject to eligibility requirements
• 401(k) plan with employer contributions and matching subject to plan eligibility
• Company vehicle
• Tuition reimbursement
• Employee discounts

All benefits and additional compensation are governed by applicable Company policies and plans as they currently exist and may be amended in the future.

Applications for this position will be accepted through 12/31/2026, although the Company reserves the right to modify or discontinue the posting at any time.

“Let’s open the doors to the future – together!”

We are an equal opportunity employer.  All qualified applicants will receive consideration for employment without regard to any characteristic protected by applicable federal, state, or local law.

We are the ASSA ABLOY Group
Our people have made us the global leader in access solutions. In return, we open doors for them wherever they go. With nearly 63,000 colleagues in more than 70 different countries, we help billions of people experience a more open world. Our innovations make all sorts of spaces – physical and virtual – safer, more secure, and easier to access. 

As an employer, we value results – not titles, or backgrounds. We empower our people to build their career around their aspirations and our ambitions – supporting them with regular feedback, training, and development opportunities. Our colleagues think broadly about where they can make the most impact, and we encourage them to grow their role locally, regionally, or even internationally.

As we welcome new people on board, it’s important to us to have diverse, inclusive teams, and we value different perspectives and experiences.