Senior Account Executive - Sustainable Infrastructure (K-12 Carolinas)

About the role

Johnson Controls, a global leader in thermal management, mission-critical building systems, energy efficiency, and decarbonization, seeks a seasoned sales professional to join its team. This role involves selling large, complex, bundled offerings with guaranteed savings to high-potential, solution sales customers at the C-level.

Responsibilities

• Sells JCI offerings persuasively, persistently, and confidently to building owners and owner representatives at the C-level while achieving optimal profit levels.
• Focuses on selling performance contracting, along with some design-build and Energy-as-a-Service (EaaS) offerings, while maximizing share of customer business.
• Demonstrates value at the executive level by providing solutions to business and financial challenges and working through gateways to achieve joint planning status.
• Sells, renews, and expands renewable service agreements, including multi-year agreements, for both new and existing customers.
• Builds strong partnering relationships with economic buyers, owners, and decision-makers to drive solution-based sales of JCI offerings.
• Manages the ongoing sales process, develops relationships, and proactively responds to and anticipates customer needs.
• Engages appropriate sales support resources as needed, including construction management, energy and operational engineering, technical support, and financial and legal resources.
• Effectively writes, presents, and communicates proposals, securing major opportunities through financial agreements.
• Negotiates value, addresses resistance, and successfully closes sales.
• Leverages applicable sales tools (Salesforce, Account Management, Account Plans, and Altify) to plan and document progress, increase business opportunities, and manage the sales pipeline.
• Leverages monthly sales process checkpoints to gain progressive customer commitments and ensure milestones are met throughout the buying process.
• Leads the sales development team by building and fostering strong team relationships to ensure customer satisfaction.
• Communicates effectively with internal teams and collaborates with Systems and Service sales organizations to exceed customer expectations.
• Owns and facilitates the customer relationship, particularly when selling Performance Contracting initiatives.
• Acts as the customer's advocate within the JCI organization to ensure they receive maximum value from offerings.
• Sets appropriate expectations, participates in final project inspections, and ensures customers are trained and properly oriented to system operations or service value delivered.
• Assists in developing and implementing sales and marketing strategies and action plans, targeting new customers based on vertical market strategies.
• Keeps management informed of progress and account status and knows when to involve leadership to maintain sales momentum.
• Attends and presents at trade shows, participates in professional organizations, and leverages creative ideas for marketing, lead generation, and customized project solutions.

Requirements

• Bachelor’s degree in business, engineering, or related discipline required.
• MBA preferred.
• A minimum of 10 years of progressive field and consultative sales experience at the C-level.
• Excellent initiative and interpersonal communication skills; comfortable speaking in public.
• Demonstrated ability to influence the market at key levels.
• Ability to travel up to 50%.

Qualifications

• Strong initiative and interpersonal communication skills.
• Comfortable speaking in public.
• Demonstrated ability to influence the market at key levels.
• Ability to travel up to 50%.

Skills

• Excellent initiative and interpersonal communication skills.
• Comfortable speaking in public.
• Demonstrated ability to influence the market at key levels.
• Ability to travel up to 50%.

Benefits

• Competitive benefits package.
• Salary Range: 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.)
• This role also offers a competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis.

Pay

• Hiring Salary Range: $100,100 - $150,400

Schedule

• Full-time