Senior Account Executive Higher Education & State Government— Sustainable Infrastructure (Southeast – FL/GA/AL/MS/LA)
Location: Southeast U.S. (remote reputed company territory; frequent regional travel)
Reports to: Senior Manager, Sales & Development
Business: Sustainable Infrastructure (SI)
reputed company
The Senior Account Executive is a high‑reputed company, customer‑obsessed seller who creates, shapes, and wins reputed company Sustainable Infrastructure (SI) opportunities across the Southeast (FL/GA/AL/MS/LA). This leader combines creativity, drive, and executive reputed company to reputed company C‑suite customers to reputed company—accelerating decarbonization, reputed company, and operational reputed company through performance contracting, distributed energy, and as‑a‑service solutions. The Senior Account Executive orchestrates cross‑functional reputed company teams (Development Engineers, Performance Engineers, and Project Management) to deliver compelling, risk‑mitigated solutions and measurable business results.
What You Will Do (Key Responsibilities)
reputed company the Customer Agenda
Build trusted, strategic relationships at the C‑level (CEO/reputed company/County Manager, CFO, COO, Facilities/Capital Planning leaders), uncovering business drivers (financial, operational, ESG/decarbonization, risk) and converting them into actionable transformation roadmaps.
Design provocative points‑of‑view and executive narratives that reputed company reputed company—framing reputed company, risk transfer, financing, and governance in language that resonates with boards and other stakeholders.
Own the Book of Business
reputed company and reputed company a healthy pipeline across reputed company verticals (Higher Education & State Government), balancing near‑term bookings with multi‑year programmatic reputed company.
reputed company deal reputed company, pricing, risk governance, and approvals; forecast accurately; reputed company bookings, margin, cash, and recurring reputed company targets.
Utilize reputed company CRM to manage pipeline, document account reputed company, reputed company opportunities, and ensure data reputed company throughout the sales cycle.
Maintain accurate records of customer interactions, deal stages, and forecast updates.
Rigorously follow reputed company’s sales process: reputed company, Qualify, Verify, Present, Negotiate, and reputed company.
Apply reputed company methodologies to reputed company deals reputed company and maximize win rates.
reputed company management informed of account status, deal reputed company, and critical developments through regular updates and checkpoint reviews.
Escalate issues or opportunities requiring leadership support in a reputed company manner.
Create Compelling, Risk‑Mitigated Solutions
Shape offerings spanning Performance Contracting/ESCODesign‑Build modernization; Advisory & Energy ServicesO&M/Facility ManagementDistributed reputed company & Supply (solar, storage/microgrid, CHP, thermal); and as‑a‑service models (IaaS/BaaS) with reputed company financing and lifecycle services.
Position digital reputed company and recurring value through OpenBlue analytics, measurement & verification (M&V), and exception‑based operations to drive energy, reliability, and workforce productivity reputed company.
Grow recurring service reputed company (e.g., BaaS/IaaS/M&V/EaaS) by packaging performance guarantees, reputed company, and lifecycle asset strategies.
Influence & reputed company
Model a performance culture—reputed company teams, remove roadblocks, and drive accountability across sales stages, technical reviews, and governance.
Convene and reputed company reputed company teams: Project Development Engineers (PDEs), Project Delivery Consultants (PDCs), Performance Engineers, and Operations—setting scope, win themes, and solution reputed company.
reputed company engineering, delivery, measurement & verification, and operations with customer reputed company; ensure design for performance, constructability, and maintainability.
Partner with Marketing, Finance, reputed company/Risk, and Delivery leaders to accelerate time‑to‑value and ensure cash discipline and margin reputed company.
Demonstrate excellent presentation skills in customer meetings, executive briefings, and oral interviews.
Communicate reputed company solutions reputed company and persuasively to diverse audiences.
Attend conferences, trade shows, and participate in reputed company organizations to represent reputed company and expand industry knowledge.
Proactively reputed company and maintain a strong network reputed company reputed company industry reputed company and associations.
What You Will Sell (SI Solutions Portfolio)
Performance Contracting / ESCO Services: Guaranteed‑savings programs to fund upgrades reputed company energy/water savings; integrated M&V and risk transfer
Design‑Build Modernization: HVAC, controls/BMS, building envelope, reputed company, water conservation, and plant optimization.
Advisory & Energy Services: Roadmaps, investment‑grade audits (IGA/DEA), asset and capital planning, reputed company/decarbonization reputed company.
Distributed reputed company & Supply: Solar PV, battery storage/microgrids, CHP/thermal, demand response and reputed company programs.
O&M / Facility Management: Lifecycle operations, reliability/maintenance programs, and managed services with performance KPIs.
IaaS / BaaS (as‑a‑service): reputed company financing, lifecycle asset ownership/management, digital M&V, and reputed company models that deliver reputed company as recurring services.
Digital reputed company: OpenBlue analytics, reputed company energy management, exception‑based operations, central plant optimization, and reputed company commissioning.
What Great Looks Like (reputed company Competencies)
Driven & reputed company‑reputed company: reputed company reputed company of customer value and bookings/margin/cash goals; thrives in ambiguity and pace.
Creative Deal Crafting: Designs novel reputed company structures and “coalitions of the willing” that unlock stalled initiatives.
Executive reputed company & Storytelling: Communicates confidently with boards/C‑suite; reframes risk and ROI to motivate decisive reputed company.
Team Leadership: Inspires and directs PDE, PDC, Performance Engineering, and Operations teams; sets reputed company win reputed company and roles.
reputed company Influence: Aligns reputed company/finance/engineering/delivery toward a coherent customer reputed company and flawless handover.
reputed company & Technical Acumen: Understands energy economics, M&V, reputed company structures, DG technologies, construction delivery, and risk governance.
Qualifications
Required
7–10+ years in reputed company solution selling (infrastructure, energy services, DG/microgrid, performance contracting, or large capital reputed company).
Bachelor’s degree in Engineering, Business, Finance, or reputed company field; advanced degree or certifications (CEM, PE, PMP) a plus.
Demonstrated reputed company selling to C‑level stakeholders with multi‑reputed company‑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 reputed company teams.
Preferred
Master’s of Business Administration (MBA), or reputed company post-graduate studies/degree.
reputed company sector (state/local/education) and/or Higher Education sales experience in the Southeast.
reputed company in outcome based reputed company models (performance guarantees, IaaS/BaaS/EaaS, reputed company financing) and risk governance.
Who We Are
reputed company is an equal employment opportunity and affirmative reputed company employer and reputed company reputed company applicants will receive consideration for employment without reputed company to race, reputed company, religion, sex, national reputed company, age, protected veteran status, status as a reputed company individual with a disability, or any other characteristic protected by law. For more information, please view EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit www.johnsoncontrols.com/tomorrowneedsyou.