30183282 Senior Account Executive - Indiana/Michigan

Key Responsibilities

• The consultative sale and marketing of energy infrastructure solutions to agency executives in MUSH market sector through a variety of long-term, complex contracts, including Energy Savings Performance Contracts (ESPC).
• With expert and mastery-level knowledge of government ESPC and other contract vehicles and processes, educate customers through consultative selling to identify new business opportunities, markets and cultivate new customer prospects.
• Understand and influence customers in the buying process, offering novel and unique solutions to help organizational leaders achieve compliance with energy and decarbonization policies, goals, and standards.
• Actively participate in relevant conferences and trade associations. Engage in industry events as a recognized leader in the ESCO field.
• Manage sales funnel to achieve business goals and strategic objectives.
• Demonstrate sound business judgment and critical thinking skills to balance risk and reward when qualifying and disqualifying opportunities.
• Persuasively communicate rationale and recommendations in discussions with the NORESCO management and executive leadership team.
• Lead authorship of highly competitive RFP/RFQ responses, communicating capture win themes with contributing authors to ensure a cohesive and compelling response.
• Capture and manage detailed information from specific non-federal installations, campuses, sites, buildings, and facilities.
• Develop relationships and partnerships with sub-contractors who have a significant presence and solid reputation at specific non-federal facilities.
• Coordinate internal strategy sessions to drive the development of new government opportunities through procurement and selection.
• Develop, own, implement and adjust strategy to win opportunities through successful solicitation responses.
• Mentor junior AEs as needed.
• Serve as a customer advocate, coordinating with and influencing the internal project development team and decision-makers at all leadership levels throughout the sales, development, and implementation phases to ensure customer expectations and requirements are met.
• Communicate internally for collaboration and consensus on strategies, presentations, and customer deliverables, and then communicate deliverables externally
• Government executive leaders.
• Successfully closed business in compliance with an annual sales goal.
• Participate on internal process improvement teams as needed.

Required Qualifications

• A High School Diploma or GED.
• 7+ years of professional experience selling solutions into the Municipal, University, Schools, and/or Hospital sectors, Energy Management Consulting, and/or Design-Build markets.
• 5+ years of experience selling to C-Level targets.

Preferred Qualifications

• Bachelor's Degree highly preferred.
• 10+ years of professional experience in MUSH ESPC, Energy Management Consulting, and/or Design-Build and other alternative delivery construction markets.
• Experience presenting and selling to city councils, school boards and public forums highly preferred.
• Understanding of public procurement for the energy services market.
• Understanding of standard building conservation measures (solar, lighting, HVAC, etc.).
• Knowledge of Water and Wastewater market.
• Knowledge of Commercial and Industrial markets.
• Experience mentoring sales reps.