Senior Account Executive - Sustainable Infrastructure

Senior Account Executive – Sustainable Infrastructure

Under general direction, the Senior Account Executive is responsible for the sale of large, complex, bundled infrastructure and energy solutions with guaranteed savings to high-potential customers at the C-suite level.

This position focuses on providing solutions to customers' business, financial, operational, and environmental challenges while developing and managing long-term relationships with key building owners and decision-makers.

Key responsibilities include:

• Drive new business development and revenue growth through complex solution sales and performance contracting.
• Build and manage long-term customer relationships and strategic partnerships with key and target building owners.
• Engage executive-level and C-suite decision-makers to identify business and financial challenges and develop appropriate solutions.
• Identify, qualify, develop, and close new sales opportunities, including guaranteed savings and performance contracting initiatives.
• Sell, renew, and expand renewable service agreements, including multi-year agreements, with new and existing customers.
• Develop account strategies designed to expand the depth and breadth of solutions within assigned accounts.
• Generate new opportunities through prospecting, networking, referrals, and direct outreach.
• Manage the complete sales cycle from initial customer engagement through proposal development, negotiation, closing, and implementation.
• Utilize monthly sales checkpoints to gain progressive customer commitments and advance opportunities through the pipeline.
• Maintain responsibility for customer satisfaction throughout the sales and project lifecycle.

How You Will Do It

• Persuasively and confidently present complex infrastructure, energy, service, and performance contracting solutions to building owners and C-level decision-makers.
• Focus on demonstrating measurable business and financial value while maximizing share of customer business.
• Build strong relationships with economic buyers, owners, and other representatives responsible for purchasing decisions.
• Develop a deep understanding of customers' businesses, objectives, challenges, and decision-making processes.
• Demonstrate strong financial and business acumen to establish credibility, trust, and long-term customer commitment.
• Actively listen, identify customer concerns, anticipate needs, and recommend solutions aligned with business objectives.
• Seek out and initiate contact with prospective customers while continuously developing a strong network of industry contacts.
• Qualify and assess potential customers and opportunities to determine strategic fit.
• Address customers' financial, operational, business, sustainability, and environmental objectives.
• Differentiate solutions and services from competitors based on measurable business benefits and knowledge of competitive strategies.
• Effectively utilize Project Development Engineering resources and other internal technical resources to support customer opportunities.
• Coordinate with construction management, energy and operational engineering, technical support, financial, legal, and other internal resources as needed.
• Write, present, and communicate compelling proposals and business cases.
• Secure major opportunities through financial agreements and performance-based solutions.
• Negotiate value, overcome objections and resistance, and successfully close complex sales.
• Utilize CRM and account-management tools, including Salesforce, to document activity, manage accounts, develop account plans, and track pipeline progress.
• Develop and execute Opportunity Action Plans aligned with milestones in the customer's buying process.
• Lead cross-functional sales teams and foster strong internal relationships to ensure customer satisfaction.
• Partner with Systems and Service sales organizations to deliver comprehensive customer solutions.
• Serve as the customer's advocate internally to ensure customers receive maximum value from products and services.
• Establish appropriate customer expectations regarding products, services, project delivery, and system performance.
• Participate in final project inspections and ensure customers receive appropriate training and orientation regarding delivered systems and services.
• Assist in developing local sales and marketing plans, strategies, and customer targeting initiatives.
• Identify new customers based on defined vertical-market strategies.
• Keep management informed of sales progress, pipeline activity, and account status.
• Engage senior leadership when appropriate to help advance complex opportunities.
• Attend and present at trade shows and participate in relevant professional and industry organizations.

What We Look For

• Bachelor's degree in Business, Engineering, or a related discipline required.
• MBA preferred.
• Minimum of 5–7 years of progressive field sales experience, including significant experience selling to C-level executives.
• Experience selling complex, consultative, solution-based offerings.
• Experience with performance contracting, energy solutions, infrastructure solutions, guaranteed savings programs, or related services strongly preferred.
• Demonstrated ability to develop new business and manage complex, long-cycle sales opportunities.
• Strong financial and business acumen.
• Excellent initiative, interpersonal, presentation, negotiation, and communication skills.
• Demonstrated ability to influence decision-makers at key levels within customer organizations.
• Strong relationship-building and account-management capabilities.
• Ability to work effectively with engineering, technical, financial, legal, construction, and operational teams.
• Experience using Salesforce or similar CRM and sales-management tools.
• Ability to travel up to 50%.

Compensation

Hiring salary range is $100,100 – $150,400, depending on education, experience, knowledge, skills, abilities, internal equity, and market alignment.

The position also offers a competitive Sales Incentive Plan based on factors such as project volume and margin, along with a competitive benefits package.