Higher Education Vertical Market Leader

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About the role

This is a virtual position. The Higher Education Vertical Market Leader is responsible for designing and executing the Energy Services go-to-market strategy within the higher education sector. This role will build vertical-specific programming, deploy strategies, and lead a team of Account Executives focused on driving bookings and maintaining a robust opportunity pipeline. The leader will guide the team in crafting tailored value propositions for complex customer needs—including structuring and negotiating advanced financial solutions such as energy-as-a-service agreements, performance contracts, and other innovative financial instruments. The position works closely with cross-functional teams and executive leadership to ensure Trane delivers differentiated, high-impact energy solutions for colleges and universities across North America.

Responsibilities

• Strategy and Programming: Develop and execute a comprehensive go-to-market strategy for the higher education vertical. Build and deploy market programs, campaigns, and offerings to address vertical-specific challenges and opportunities. Stay current on industry trends, innovative contract models, and regulatory environment changes impacting higher education clients.
• Deal Synthesis & Financial Innovation: Directly support and coach Account Executives in developing and structuring complex deals. Lead the synthesis of customized commercial structures, incorporating advanced financial solutions such as energy performance contracting, energy-as-a-service (EaaS), public-private partnerships (P3), managed energy service agreements (MESA), and related mechanisms. Serve as the primary escalation point for advanced deal strategy, financial modeling, risk assessment, and contract negotiation efforts. Ensure that all financial structures align with client goals, support sustainability outcomes, and adhere to Trane Technologies’ risk management policies.
• Leadership: Hire, develop, and lead a high-performing team of Account Executives specializing in higher education customers. Set team objectives, track performance, and develop team capabilities in consultative and solution selling, deal structuring, and financial acumen. Foster a culture of accountability, continuous improvement, and innovation.
• Sales Execution: Oversee execution of the vertical’s strategic plan in pursuit of bookings, pipeline health, and growth objectives. Forecast pipeline accurately and ensure disciplined opportunity management across the team. Provide hands-on support for major pursuits, deal review, and advanced proposal development.
• Market Development: Build and maintain relationships with key decision makers at higher education institutions, including CFOs, sustainability officers, and facilities leadership. Represent Trane at industry events and forums; communicate thought leadership on energy and financial innovations.
• Collaboration: Work closely with internal product, marketing, service, legal, and finance teams to support proposal development and due diligence. Provide market and customer feedback to influence solution development and go-to-market approaches.

Requirements

• Bachelor’s degree in Business, Finance, Engineering, or related field; MBA or advanced degree preferred.
• Minimum 7 years of progressive sales leadership experience, preferably in energy or facilities solutions for higher education or the public sector.
• Proven expertise in structuring complex energy or infrastructure deals using advanced financial structures (e.g., performance contracts, EaaS, P3, MESA).
• Solid understanding of the higher education decision-making process, funding mechanisms, and long-term financial planning.
• Demonstrated ability to build, lead, and motivate high-performing sales teams.
• Excellent financial modeling, contract negotiation, and risk assessment skills.
• Strong communication, stakeholder management, and problem-solving abilities.

Pay

Annual base salary range: $146,200.00 - $290,010.00. This is a salaried position with incentive eligibility. The actual compensation will depend on factors such as seniority, merit, geographic location, education, experience, travel requirements, and union designation.

Benefits

• Benefits kick in on day one for you and your family, including health insurance and holistic wellness programs with generous incentives.
• Family building benefits including fertility coverage and adoption/surrogacy assistance.
• 401K match up to 6%, plus an additional 2% core contribution (total up to 8% company contribution).
• Paid time off including 15 vacation days, 9 paid holidays, 3 floating holidays, sick leave, and additional options to support volunteer and parental leave.
• Educational and training opportunities through company programs, tuition assistance, and student debt support.

Note: Benefit offerings may vary depending on Collective Bargaining Agreements and local/state regulations.