[Hiring] Senior Account Executive Higher Education & State Government— Sustainable Infrastructure @Johnson Controls

Role Description

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). This leader combines creativity, drive, and executive presence to inspire C‑suite customers to act—accelerating decarbonization, resilience, and operational outcomes through performance contracting, distributed energy, and as‑a‑service solutions. The Senior Account Executive orchestrates cross‑functional pursuit teams (Development Engineers, Performance Engineers, and Project Management) to deliver compelling, risk‑mitigated solutions and measurable business results.

Key Responsibilities

• Lead the Customer Agenda
  • Build trusted, strategic relationships at the C‑level (CEO/City/County Manager, CFO, COO, Facilities/Capital Planning leaders).
  • Uncover business drivers (financial, operational, ESG/decarbonization, risk) and convert them into actionable transformation roadmaps.
  • Design provocative points‑of‑view and executive narratives that inspire action.
• Own the Book of Business
  • Source and progress a healthy pipeline across priority verticals (Higher Education & State Government).
  • 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.
  • Apply structured methodologies to progress deals efficiently and maximize win rates.
  • 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, and as‑a‑service models.
  • Position digital outcomes and recurring value through OpenBlue analytics, measurement & verification (M&V), and exception‑based operations.
  • Grow recurring service revenue 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.
  • Align engineering, delivery, measurement & verification, and operations with customer outcomes.
  • 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.
  • Communicate complex solutions clearly and persuasively to diverse audiences.
  • 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.

What You Will Sell (SI Solutions Portfolio)

• Performance Contracting / ESCO Services: Guaranteed‑savings programs to fund upgrades via energy/water savings; integrated M&V and risk transfer.
• Design-Build Modernization: HVAC, controls/BMS, building envelope, lighting, water conservation, and plant optimization.
• Advisory & Energy Services: Roadmaps, investment‑grade audits (IGA/DEA), asset and capital planning, resilience/decarbonization strategy.
• Distributed Generation & Supply: Solar PV, battery storage/microgrids, CHP/thermal, demand response and utility programs.
• O&M / Facility Management: Lifecycle operations, reliability/maintenance programs, and managed services with performance KPIs.
• IaaS / BaaS (as‑a‑service): Structured financing, lifecycle asset ownership/management, digital M&V, and customer success models that deliver outcomes as recurring services.
• Digital Outcomes: OpenBlue analytics, enterprise energy management, exception‑based operations, central plant optimization, and continuous commissioning.

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 Qualifications

• 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.

Benefits

• Competitive salary range: $100,100 - $150,400.
• Competitive Sales Incentive Plan based on volume and margin.
• Comprehensive benefits package.