Senior Account Executive - Sustainable Infrastructure

Johnson Controls, a global leader in thermal management, mission-critical building systems, energy efficiency, and decarbonization, helps customers use energy more productively, reduce carbon emissions, and operate with the precision and resilience required in rapidly expanding industries such as data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education. For more than 140 years, Johnson Controls has delivered performance where it really matters. Backed by advanced technology, lifecycle services and an industry-leading field organization, we elevate customer performance, turn goals into real-world results and help move society forward.

About the role

This is a remote position open to qualified candidates residing in Texas. Under general direction, responsible for the sale of large, complex, bundled offerings with guaranteed savings to high potential, solution sales customers at the C-level. You will promote the JCI value proposition at the executive level by providing solutions to the customer’s business and financial challenges, build and manage long-term customer relationships, and execute the sales process to cultivate and close new sales opportunities.

Responsibilities

• Sell JCI offerings persuasively, persistently, and confidently to building owners and owner representatives at the C-level, focusing on performance contracting while maximizing share of customer business.
• Demonstrate value at the executive level by addressing business and financial challenges, working through gateways to achieve joint planning status.
• Sell, renew, and expand renewable service agreements, including multi-year agreements, to both new and existing customers.
• Build partnering relationships with economic buyers, owners, or owner representatives to drive solution sales.
• Manage the ongoing sales process, develop relationships, respond to and anticipate customer needs, and actively listen to identify concerns.
• Understand the customer's business, speak their language, and demonstrate financial and business acumen to build credibility and trust.
• Seek out, target, and initiate contact with prospective customers, develop a network of contacts, and qualify potential customers.
• Address customer’s financial, business, operational, and environmental objectives, recommending solutions that match their challenges.
• Differentiate JCI services and products from competitors based on business benefits and knowledge of competitor strategies.
• Maximize assigned Project Development Engineering resources effectively and engage appropriate sales support resources.
• Write, present, and communicate proposals effectively, secure major opportunities through financial agreements, and negotiate value to close sales.
• Utilize sales tools (Salesforce, Account Management, Account Plan, TAS) to plan and document progress, leveraging JCI sales process checkpoints.
• Lead the sales team by fostering relationships to ensure customer satisfaction and communicate effectively with internal staff.
• Act as the customer’s advocate within JCI to ensure they receive the best value from offerings and set appropriate expectations.
• Assist in developing team or Area Office solution sales and marketing plans, targeting new customers based on vertical market strategies.
• Keep management informed of progress and account status, and know when to seek assistance from upper management.
• Attend and present at trade shows and participate in professional organizations.

Requirements

• Bachelor’s degree in business, engineering, or related discipline required; MBA preferred.
• A minimum of five to seven years of progressive field sales experience at the C-level.
• Excellent initiative and interpersonal communication skills.
• Demonstrated ability to influence the market at key levels.
• Ability to travel 50%.

Benefits

• Competitive pay.
• Paid vacation, holidays, and sick time.
• Comprehensive benefits package, including 401K, medical, dental, and vision care – available from day one.
• Encouraging and collaborative team environment.
• JCI Employee discount programs (The Loop by Perk Spot).

Pay

Hiring salary range: $100,100 - $150,400. This role also offers a competitive Sales Incentive Plan that accounts for volume and margin on a project, quarterly, and annual basis.