Account Executive - Sustainable Infrastructure

What You Will Do The Account Executive Energy Solutions position is part of our Sustainable Infrastructure business at Johnson Controls. We are seeking a seasoned sales professional with a proven track record of success selling performance contracts for commercial buildings, which results in reducing energy costs for our customers. Come join our successful team. Responsibilities Under general direction, responsible for the sale of large, complex, bundled offerings with guaranteed savings to high potential, solution‑sales customers at the C‑level. Promote the JCI value proposition at the executive level (C‑level) by providing solutions to the customer’s business and financial challenges. Build and manage long‑term customer relationships/partnerships with key and target building owners. Responsible for customer satisfaction. Execute the sales process to aid in cultivating and managing long‑term relationships and in seeking out, qualifying and closing new sales and guaranteed savings opportunities. Position renewable service agreements and guaranteed savings as the foundation of managed‑account relationships. Utilize sales tools to plan and document progress as well as increase business opportunity in accounts. Leverage monthly checkpoints to gain progressive commitments from the customer. Seek to expand the depth and breadth of offerings within that account. Select account team on key and target customers. Focused in a vertical market. How You Will Do It Sells, with minimal supervision, the JCI offerings persuasively, persistently and confidently to building owners and owner representatives at the C‑level while reaching optimal profit levels. Focus on selling performance contracting while ensuring that we achieve maximum share of the customer’s business, demonstrating value at the executive level and working through gateways to achieve joint‑planning status. Sells, renews and expands renewable service agreements, including multi‑year agreements, to both new and existing customers. Builds partnering relationships with the economic buyer, owner, or owner representatives responsible for the decision‑making process to drive the solution sales of JCI offerings. Manages the ongoing sales process, develops relationships, responds to and anticipates customer needs, actively listens, probes and identifies concerns. Understands the customer’s business and speaks their language. Demonstrates financial and business acumen to develop credibility, loyalty, trust and commitment. Seeks out, targets and initiates contact with prospective customers. Develops a network of contacts. Understands and leverages sales‑process checkpoints and demonstrates evidence of gaining small trial closes and commitments. Qualifies and assesses potential customers. Refers leads to other business segments. Addresses the customer’s financial, business, operational and environmental objectives, needs and requirements. Recommends solutions that match the customer’s business and financial challenges. Differentiates JCI services and products from competitors based on business benefits and knowledge of competitors’ business strategies. Maximizes assigned Project Development Engineering resources effectively and efficiently. Ensures the customer and JCI receive maximum value from dedicated and assigned resources. Engages appropriate sales support resources (COE, energy and operational engineering, technical support, financial and legal resources, etc.). Effectively writes, presents and communicates proposals. Secures major opportunities through the use of financial agreements. Negotiates value, addresses resistance when demonstrated, and closes the sale. Utilizes applicable sales tools effectively (Salesforce, Account Management, Account Plan and TAS) to plan and document progress and increase business opportunity in accounts. Leverages JCI sales‑process monthly checkpoints to gain progressive commitments from the customer. Manages the sales‑process steps of the pipeline with a focus on completing the Opportunity Action Plan and meeting the milestones in the customer’s buying process. Leads the sales team by building and fostering team relationships to ensure customer satisfaction. Solicits support from and communicates effectively with internal staff. Develops relationships with the Systems and Service sales organization to exceed customers’ expectations. Owns and facilitates the customer relationship, particularly when selling Performance Contracting initiatives. Acts as the customer’s advocate in interactions with the JCI organization to ensure the customer obtains the best value from the JCI offerings. Sets appropriate customer expectations on JCI product and service offerings. Participates in final project inspection. Ensures that the customer is trained and oriented to system operation or the value of services delivered. Assists in the development of the team or Area Office Solution sales and marketing plans and strategies. Aids in the implementation of these strategies and action plans. Targets new customers based on vertical‑market strategies. Keeps management informed of progress and account status. Knows when to call for assistance from upper management to keep the sales process moving. Attends and presents at trade shows. Participates in professional organizations. What We Look For Bachelor’s degree in business, engineering, or related discipline required. Familiarity with the operations and funding of K‑12 school construction. A minimum of five to seven years of progressive field sales experience at the C‑level. Prefer someone with experience selling energy solutions performance contracts. Excellent initiative and interpersonal communication skills. Demonstrated ability to influence the market at key levels. Ability to travel 50%. Who We Are 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. 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 . Salary Range HIRING SALARY RANGE: $97,400 – $146,300 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annually. This position includes a competitive benefits package. The posted salary range reflects the target compensation for this role. However, we recognize that exceptional candidates may bring unique skills and experiences that exceed the typical profile. If you believe your background warrants consideration beyond the stated range, we encourage you to apply. To support an efficient and fair hiring process, we may use technology‑assisted tools, including artificial intelligence (AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers. For details, please visit the About Us tab on the Johnson Controls Careers site at . #J-18808-Ljbffr Johnson Controls