Senior Account Executive - Sustainable Infrastructure

About the role

Operating with visionary leadership and autonomy, you will spearhead the sales of high-value, sophisticated bundled solutions—delivering guaranteed savings—to influential C-level executives and decision-makers. Your mission is to champion the distinctive Johnson Controls value proposition, strategically addressing customers' most critical business and financial objectives at the executive level. By forging and cultivating enduring partnerships with key building owners and targeted accounts, you will not only drive exceptional customer satisfaction but also solidify Johnson Controls as a trusted long-term advisor and solutions provider.

Responsibilities

• Drive persuasive, confident, and persistent sales of Johnson Controls' advanced solutions directly to C-level building owners and their representatives, consistently achieving peak profitability and maximum customer share.
• Champion performance contracting while expertly cross-selling design-build and Energy-as-a-Service (EaaS) offerings, positioning Johnson Controls as the irreplaceable partner for our clients' strategic needs.
• Develop and expand long-term, trusted relationships with economic buyers and decision-makers, skillfully navigating the executive landscape to deliver tailored, impactful solutions.
• Demonstrate financial mastery and deep business acumen to engage, influence, and earn the loyalty of our clients, becoming fluent in their unique challenges and priorities.
• Proactively pursue and initiate contact with high-potential prospects, building an extensive network and consistently qualifying new opportunities for both immediate and future growth.
• Deliver comprehensive solutions that address each customer's strategic business, financial, operational, and environmental objectives, setting Johnson Controls apart from competitors through innovation and insight.
• Strategically deploy Project Development Engineering and internal resources to ensure optimal value for both the client and Johnson Controls, collaborating with technical, financial, and legal experts as needed.
• Craft and deliver compelling proposals and presentations, confidently negotiating value and overcoming objections to secure major contracts.
• Maximize the effectiveness of Salesforce and other advanced sales tools to drive opportunity management, track progress, and deliver on critical milestones.
• Lead and inspire the sales development team, cultivating a culture of partnership, support, and exceptional customer satisfaction.
• Serve as a passionate advocate for the customer within Johnson Controls, ensuring seamless delivery and exceptional client experiences through every phase of the engagement.
• Provide senior leadership with timely updates on account status and progress, proactively engaging upper management support to accelerate the sales cycle when needed.
• Represent Johnson Controls as a thought leader at industry trade shows and within professional organizations, consistently sharing innovative ideas and custom solutions to fuel growth.

Requirements

• Bachelor’s degree in business, engineering, or a related discipline (MBA preferred).
• Proven track record with at least 10 years of progressive, consultative field sales experience at the executive level.
• Exceptional initiative and interpersonal communication skills, with the ability to influence and inspire audiences both one-on-one and in public settings.
• Demonstrated market influence and strategic vision at the highest organizational levels.
• Willingness and ability to travel up to 50% to drive results and nurture client relationships.

Qualifications

• Experience in the local government sector, specifically municipal water utilities in South Carolina, Georgia, and East Tennessee.
• Ability to work independently and as part of a team.
• Strong analytical and problem-solving skills.
• Excellent written and verbal communication skills.
• Ability to manage multiple projects simultaneously.

Skills

• Strategic thinking and execution.
• Customer relationship management.
• Financial analysis and budgeting.
• Project management.
• Proposal and presentation development.
• Technology proficiency (Salesforce and other advanced sales tools).

Benefits

• Competitive Sales Incentive Plan based on volume and margin on a project, quarterly, and annual basis.
• A competitive benefits package.

Pay

Hiring salary range: $100,100 - $150,400 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.)

Schedule

Full-time position with occasional travel required.