OpenBlue Lead Generation Specialist

Role overview

Lead generation and qualification

• Use AI tools, LinkedIn Sales Navigator, and intent data to build target accounts, map buying centres, and personalize outreach.
• Run outbound campaigns in real estate, ports and logistics, utilities, government, data centres, and hospitality.
• Convert branch, partner, and marketing leads into qualified opportunities; assess budget, decision process, use case, and hosting and data-residency fit.

Demonstrations and customer engagement

• Demonstrate Equipment Performance, Net Zero Plus, CUPO, Workplace, and Worker Safety with an outcome-led approach.
• Tailor demonstrations and early business cases to CXO, sustainability, facilities-management, operations, and IT audiences.
• Support discovery and workshops with presales and Customer Advisors; build decision-maker relationships and follow up consistently.
• Identify account upsell and cross-sell opportunities and support quotations and renewals.

Pipeline management

• Keep Salesforce accounts, contacts, activities, stages, next steps, and close dates accurate.
• Apply MEDDPICC discipline; support weekly pipeline and forecast reviews and flag risks early.
• Share customer feedback and competitive insights with sales, marketing, and product teams.

Required qualifications

• Bachelor’s degree in Engineering, Business, Computer Science, or a related field.
• Four to six years in inside sales, business development, or technology sales; experience in building technology, smart buildings, IoT, SaaS, or digital platforms is ideal.
• Proven lead generation and opportunity creation against targets, with daily hands-on AI use for prospecting, research, outreach, and productivity.
• Confident demonstrating software to technical and business audiences.
• Proficient in Salesforce or an equivalent CRM and Microsoft 365; excellent English communication.
• Commercial acumen, coachability, resilience, and willingness to learn.

Preferred qualifications

• Exposure to BMS, HVAC, energy management, CAFM/CMMS/IWMS, workplace, or security solutions.
• SaaS or subscription sales experience and understanding of ARR models.
• Familiarity with MEDDPICC or similar sales methodologies; GCC market experience.
• Arabic is an advantage.

OpenBlue product