Higher Education Vertical Market Leader

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Where is the work:

Virtual

Position Summary:
The Higher Education Vertical Market Leader is responsible for designing and executing the Energy Services go-to-market strategy within the higher education sector. This role will build vertical-specific programming, deploy strategies, and lead a team of Account Executives focused on driving bookings and maintaining a robust opportunity pipeline. The leader will guide the team in crafting tailored value propositions for complex customer needs—including structuring and negotiating advanced financial solutions such as energy-as-a-service agreements, performance contracts, and other innovative financial instruments. The position works closely with cross-functional teams and executive leadership to ensure Trane delivers differentiated, high-impact energy solutions for colleges and universities across North America.

Key Responsibilities:

• Strategy and Programming:
  • Develop and execute a comprehensive go-to-market strategy for the higher education vertical.
  • Build and deploy market programs, campaigns, and offerings to address vertical-specific challenges and opportunities.
  • Stay current on industry trends, innovative contract models, and regulatory environment changes impacting higher education clients.
• Deal Synthesis & Financial Innovation:
  • Directly support and coach Account Executives in developing and structuring complex deals.
  • Lead the synthesis of customized commercial structures, incorporating advanced financial solutions such as energy performance contracting, energy-as-a-service (EaaS), public-private partnerships (P3), managed energy service agreements (MESA), and related mechanisms.
  • Serve as the primary escalation point for advanced deal strategy, financial modeling, risk assessment, and contract negotiation efforts.
  • Ensure that all financial structures align with client goals, support sustainability outcomes, and adhere to Trane Technologies' risk management policies.
• Leadership:
  • Hire, develop, and lead a high-performing team of Account Executives specializing in higher education customers.
  • Set team objectives, track performance, and develop team capabilities in consultative and solution selling, deal structuring, and financial acumen.
  • Foster a culture of accountability, continuous improvement, and innovation.
• Sales Execution:
  • Oversee execution of the vertical's strategic plan in pursuit of bookings, pipeline health, and growth objectives.
  • Forecast pipeline accurately and ensure disciplined opportunity management across the team.
  • Provide hands-on support for major pursuits, deal review, and advanced proposal development.
• Market Development:
  • Build and maintain relationships with key decision makers at higher education institutions, including CFOs, sustainability officers, and facilities leadership.
  • Represent Trane at industry events and forums; communicate thought leadership on energy and financial innovations.
• Collaboration:
  • Work closely with internal product, marketing, service, legal, and finance teams to support proposal development and due diligence.
  • Provide market and customer feedback to influence solution development and go-to-market approaches.

Qualifications:

• Bachelor's degree in Business, Finance, Engineering, or related field; MBA or advanced degree preferred.
• Minimum 7 years of progressive sales leadership experience, preferably in energy or facilities solutions for higher education or the public sector.
• Proven expertise in structuring complex energy or infrastructure deals using advanced financial structures (e.g., performance contracts, EaaS, P3, MESA).
• Solid understanding of the higher education decision-making process, funding mechanisms, and long-term financial planning.
• Demonstrated ability to build, lead, and motivate high-performing sales teams.
• Excellent financial modeling, contract negotiation, and risk assessment skills.
• Strong communication, stakeholder management, and problem-solving abilities.

ES25

Annual Base Salary Range or Hourly Base Pay Range:

$146,200.00 - $290,010.00

Compensation Type:

Salary

Incentive Eligible:

Yes

Sales Commission Eligible:

No

Disclaimer

We strive to provide competitive compensation for this position, tailored to a variety of factors. The actual compensation will depend on elements such as seniority, merit, geographic location, education, experience, travel requirements, and union designation. Our compensation range is generally based on the national average for the country. Additionally, benefits may vary depending on the region, business alignment, union involvement, and employee status.

Thrive at work and at home:

• Benefits kick in on DAY ONE for you and your family, including health insurance and holistic wellness programs that include generous incentives – WE DARE TO CARE!
• Family building benefits include fertility coverage and adoption/surrogacy assistance.
• 401K match up to 6%, plus an additional 2% core contribution = up to 8% company contribution.
• Paid time off includes 15 vacation days, 9 paid holidays, 3 floating holidays, sick leave, and additional options to support volunteer and parental leave.
• Educational and training opportunities through company programs along with tuition assistance and student debt support.

Disclaimer: Benefit offerings may vary depending on Collective Bargaining Agreements and local/state regulations.

Safety Sensitive Role:

Yes

The company designates certain roles as Safety Sensitive. Safety Sensitive roles may require that you pass additional drug screening.

We offer competitive compensation and comprehensive benefits and programs. We are an equal opportunity employer; all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, pregnancy, age, marital status, disability, status as a protected veteran, or any legally protected status.