Senior Account Executive Higher Education & State Government— Sustainable Infrastructure (Southeast – FL/GA/AL/MS/LA)

About the role

The Senior Account Executive is a high-impact, customer-obsessed seller who creates, shapes, and wins complex Sustainable Infrastructure (SI) opportunities across the Southeast (FL/GA/AL/MS/LA).

Responsibilities

• Lead the Customer Agenda
• Build trusted, strategic relationships at the C-level (CEO/City/County Manager, CFO, COO, Facilities/Capital Planning leaders), uncovering business drivers (financial, operational, ESG/decarbonization, risk) and converting them into actionable transformation roadmaps.
• Design provocative points-of-view and executive narratives that inspire action—framing outcomes, risk transfer, financing, and governance in language that resonates with boards and other stakeholders.
• Source and progress a healthy pipeline across priority verticals (Higher Education & State Government), balancing near-term bookings with multi-year programmatic growth.
• Own the Book of Business; lead deal strategy, pricing, risk governance, and approvals; forecast accurately; achieve bookings, margin, cash, and recurring revenue targets.
• Utilize Salesforce CRM to manage pipeline, document account progress, track opportunities, and ensure data integrity throughout the sales cycle.
• Maintain accurate records of customer interactions, deal stages, and forecast updates.
• Rigorously follow the company's sales process: Target, Qualify, Verify, Present, Negotiate, and Close.
• Keep management informed of account status, deal progress, and critical developments through regular updates and checkpoint reviews.
• Escalate issues or opportunities requiring leadership support in a timely manner.
• Create Compelling, Risk-Mitigated Solutions
• Shape offerings spanning Performance Contracting/ESCO; Design-Build modernization; Advisory & Energy Services; O&M/Facility Management; Distributed Generation & Supply (solar, storage/microgrid, CHP, thermal); and as-a-service models (IaaS/BaaS) with structured financing and lifecycle services.
• Position digital outcomes and recurring value through OpenBlue analytics, measurement & verification (M&V), and exception-based operations to drive energy, reliability, and workforce productivity gains.
• Grow recurring service revenue (e.g., BaaS/IaaS/M&V/EaaS) by packaging performance guarantees, customer success, and lifecycle asset strategies.
• Influence & Lead
• Model a performance culture—coach teams, remove roadblocks, and drive accountability across sales stages, technical reviews, and governance.
• Convene and lead pursuit teams: Project Development Engineers (PDEs), Project Delivery Consultants (PDCs), Performance Engineers, and Operations—setting scope, win themes, and solution strategy.
• Align engineering, delivery, measurement & verification, and operations with customer outcomes; ensure design for performance, constructability, and maintainability.
• Partner with Marketing, Finance, Legal/Risk, and Delivery leaders to accelerate time-to-value and ensure cash discipline and margin integrity.
• Demonstrate excellent presentation skills in customer meetings, executive briefings, and oral interviews.
• Attend conferences, trade shows, and participate in professional organizations to represent the company and expand industry knowledge.
• Proactively develop and maintain a strong network within related industry groups and associations.

Qualifications

• 7–10+ years in complex solution selling (infrastructure, energy services, DG/microgrid, performance contracting, or large capital projects).
• Bachelor’s degree in Engineering, Business, Finance, or related field; advanced degree or certifications (CEM, PE, PMP) a plus.
• Demonstrated success selling to C-level stakeholders with multi-million-dollar bookings and margin attainment.
• Experience leading cross-functional support/delivery teams.
• Territory travel across the Southeast (up to 50%); on-site customer meetings, executive workshops, and project walkthroughs with pursuit teams.

Preferred

• Master’s of Business Administration (MBA), or related post-graduate studies/degree.
• Public sector (state/local/education) and/or Higher Education sales experience in the Southeast.
• Fluency in outcome based commercial models (performance guarantees, IaaS/BaaS/EaaS, structured financing) and risk governance.