Senior Account Executive - Sustainable Infrastructure

About the role

Lead complex, high-value sales opportunities for Johnson Controls' guaranteed savings and bundled infrastructure solutions. Engage executive-level decision-makers, align solutions to customer business and financial priorities, and position Johnson Controls as a trusted long-term partner.

Responsibilities

• Sell Johnson Controls' advanced infrastructure and guaranteed savings solutions to executive-level building owners and public-sector decision-makers.
• Promote performance contracting, design-build, Energy-as-a-Service, renewable services, and water or wastewater solutions that support customer priorities.
• Build and expand trusted relationships with economic buyers, elected officials, administrators, and key decision-makers.
• Use strong financial and business acumen to understand customer challenges and develop compelling value propositions.
• Possess strong initiative, executive presence, and communication skills, with the ability to influence individuals and groups.
• Apply strong financial and business acumen to understand customer challenges and develop compelling value propositions.
• Manage the full sales lifecycle—from prospecting and qualification through proposal, negotiation, and close—while expanding customer relationships through offerings such as performance contracting, design-build, Energy-as-a-Service, renewable services, and water or wastewater system solutions.
• Coordinate project development, technical, financial, legal, and leadership resources to advance opportunities and deliver customer value.
• Prepare and deliver persuasive proposals and presentations, negotiate value, address objections, and use AI tools where appropriate to improve research and engagement.
• Use Salesforce and related sales tools to manage pipeline activity, track milestones, and maintain accurate account plans.
• Lead cross-functional sales development efforts and promote a collaborative, customer-focused approach.
• Serve as the customer advocate within Johnson Controls to support seamless delivery and a strong client experience.
• Support sales and marketing initiatives that expand market reach, generate leads, and strengthen solution positioning.
• Provide timely account updates to leadership and engage management support to accelerate strategic opportunities.
• Represent Johnson Controls at industry events and professional organizations to build relationships and identify growth opportunities.

Requirements

Minimum of 10 years of progressive consultative field sales experience, including both executive- and director-level engagement with government organizations. Bachelor’s degree in business, engineering, public administration, or a related field; MBA or MPA preferred. Experience using AI-enabled tools to support research, planning, and customer engagement. Demonstrated ability to influence markets, develop strategy, and engage senior organizational leaders. Ability to travel up to 50% to support client engagement and business development.

Qualifications

Bachelor’s degree in business, engineering, public administration, or a related field; MBA or MPA preferred.

Skills

Strong initiative, executive presence, and communication skills, with the ability to influence individuals and groups. Experience using AI-enabled tools to support research, planning, and customer engagement. Demonstrated ability to influence markets, develop strategy, and engage senior organizational leaders. Ability to travel up to 50% to support client engagement and business development.

Benefits

Competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis. This position includes 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 some travel required.