Job Description – Install Base Demand Leader

The Install Base Demand Leader is responsible for unlocking the growth from the existing install base by systematically identifying, prioritizing, and converting the aged or technologically obsolete JCI solutions into upgrade and replacement opportunities. Operating in a capital goods environment with different product lifecycles, this role will design and execute an AI enabled lifecycle management and demand generation engine that predicts upgrade readiness, generates high quality leads, and equips Inside Sales teams with data driven insights and value propositions to accelerate customer change decisions.

This role acts as the architect and orchestrator of install base driven demand generation, bridging product lifecycle intelligence, AI capabilities, CRM execution and driving revenue growth with the Inside Sales leads.

Key Responsibilities

1. Installed Base & Lifecycle Intelligence

• Map and maintain a comprehensive lifecycle model for the EMEA installed base, including:
  • Equipment age, generation, configuration, and upgradeability
  • Energy efficiency gaps versus new product generations
  • Software compatibility and digital enablement constraints
  • Regulatory, sustainability, and compliance exposure

• Define upgrade and replacement trigger points based on lifecycle, performance, cost of ownership, and customer risk.
• Segment the installed base into actionable cohorts (e.g. “Upgrade-Ready”, “At-Risk”, “Efficiency Gap”, “End-of-Support”).

2. AI-Enabled Demand Generation Engine

• Design and deploy AI-driven predictive models (in collaboration with data, IT, and analytics teams) to:
  • Identify machines most likely to require upgrade or replacement
  • Predict customer readiness and propensity to change
  • Prioritize leads based on value, urgency, and win probability

• Translate predictive outputs into qualified, sales-ready leads for the inside sales organization.
• Continuously improve model accuracy using feedback loops from CRM outcomes and field results.

3. Inside Sales Lead Orchestration

• Build and own the installed-base demand generation playbook for inside sales:
  • Lead qualification criteria
  • Outreach sequencing and cadences
  • Objection patterns and conversion paths

• Ensure seamless lead routing, tracking, and follow-up discipline within the CRM.
• Establish clear handoff rules between inside sales and field sales for larger or complex opportunities.
• Drive consistent execution across EMEA while allowing for local market nuances.

4. AI-Supported Value Proposition Development

• Develop AI-supported, customer-specific value propositions that articulate:
  • Energy efficiency gains
  • Total cost of ownership reduction
  • Risk mitigation and operational continuity
  • Sustainability and regulatory compliance benefits

• Equip inside sales teams with automated value calculators, upgrade narratives, and ROI storytelling tools.
• Standardize messaging while enabling personalization at account and asset level.

5. CRM, Process & Performance Management

• Own the end-to-end installed base demand workflow in the CRM:
  • Data quality standards
  • Opportunity hygiene
  • Funnel stage definitions

• Define and track leading and lagging KPIs, including:
  • Install-base coverage and penetration
  • Lead-to-opportunity conversion
  • Upgrade and replacement win rates
  • Cycle time and deal velocity

• Provide actionable insights and recommendations to senior commercial leadership.

6. Cross-Functional Leadership

• Partner closely with:
  • Product Management on lifecycle strategy and roadmap alignment
  • Digital and AI teams on model development and automation
  • Marketing on campaigns and content aligned to lifecycle triggers
  • Service and Aftermarket teams on installed base intelligence

• Act as the EMEA subject-matter expert for lifecycle-driven demand generation.

Key Deliverables

• EMEA Installed Base Lifecycle Model and Segmentation playbook development
• AI-Driven Upgrade & Replacement Prediction Engine integration
• Inside Sales Installed Base Demand Generation Playbook
• AI-Supported Value Proposition and ROI Toolkits
• Capability builds programs for the Inside Sales teams
• CRM-Embedded End-to-End Lead Management Process
• Executive Dashboards on Installed Base Monetization
• Drive order booking growth $ year over year.

Candidate Profile

Experience

• 8–12+ years in B2B commercial operations, inside sales, demand generation, or lifecycle management
• Proven experience in capital equipment, industrial, energy, HVAC, automation, or similar long-lifecycle businesses
• Demonstrated success in installed base monetization, upgrades, or replacement selling
• Hands-on experience working with AI, analytics, or advanced data models in a commercial context

Capabilities & Skills

• Strong analytical and systems thinking mindset
• Ability to translate data and AI outputs into clear commercial actions
• Deep understanding of CRM-driven sales processes
• Experience leading cross-regional, matrixed teams
• Excellent stakeholder management and executive communication skills

Comfortable operating between strategy design and operational execution