Senior Account Executive - Sustainable Infrastructure (Central and North Florida)

Location: Orlando, Jacksonville, or Tampa, FL (remote within territory; frequent regional travel) Business: Sustainable Infrastructure (SI) Role Summary The Senior Account Executive is a high‑impact, customer‑obsessed seller who creates, shapes, and wins complex Sustainable Infrastructure (SI) opportunities across Central and North Florida. 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—framing outcomes, risk transfer, financing, and governance in language that resonates with boards and elected officials. Own the Book of Business: Source and progress a healthy pipeline across priority verticals (government, education, healthcare, commercial/industrial), balancing near‑term bookings with multi‑year programmatic growth. 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. 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. Create Compelling, Risk‑Mitigated Solutions across a range of offerings including Performance Contracting/ESCO, Design‑Build Modernization, Advisory & Energy Services, O&M/Facility Management, and as‑a‑Service models. Grow recurring service revenue by packaging performance guarantees, customer success, and lifecycle asset strategies. Influence & Lead 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, Project Delivery Consultants, Performance Engineers, Operations) to set scope, win themes, and solution strategy. 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 professional organizations to represent the company and expand industry knowledge. Proactively develop and maintain a strong network within related industry groups and associations. 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. Core Competencies Driven & Outcomes‑Focused: Relentless pursuit of customer value and bookings/margin/cash goals; thrives in ambiguity and pace. Creative Deal Crafting: Designs novel commercial structures and “coalitions of the willing” that unlock stalled initiatives. Executive Presence & Storytelling: Communicates confidently with boards/C‑suite; reframes risk and ROI to motivate decisive action. Team Leadership: Inspires and directs PDE, PDC, Performance Engineering, and Operations teams; sets clear win strategy and roles. Collaborative Influence: Aligns legal/finance/engineering/delivery toward a coherent customer promise and flawless handover. Commercial & Technical Acumen: Understands energy economics, M&V, rate structures, DG technologies, construction delivery, and risk governance. Qualifications Required 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 Central and North Florida (up to 50%); on‑site customer meetings, executive workshops, and project walkthroughs with pursuit teams. Fluency in outcome‑based commercial models (performance guarantees, IaaS/BaaS/EaaS, structured financing) and risk governance. Preferred Qualifications Master’s of Business Administration (MBA) or related postgraduate studies/degree. Public sector (state/local/education) selling experience in Florida. Advanced certifications such as CEM, PE, PMP. Salary & Benefits 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. This position includes a competitive benefits package. Equal Employment Opportunity Statement Johnson Controls is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, status as a qualified individual with a disability, or any other characteristic protected by law. #J-18808-Ljbffr