Account Executive, Complex Security & Fire

Johnson Controls, Inc.; Town of Florida (NY); On-site; USD 69,000 - 107,000; Full time

Job summary

Johnson Controls is seeking an Account Executive for Security & Fire in the United States. You will sell security and integrated systems to building owners, primarily at the Director level, and build long-term relationships with target and managed accounts.

The role emphasizes consultative selling in the construction environment, with responsibility for identifying opportunities and closing business monthly.

Qualifications

• Eight+ years of degree or equivalent experience.
• At least two years of consultative, progressive field sales experience in a highly complex sales process, preferably in Fire, Security, or IT, with emphasis on Security selling.
• Excellent initiative and interpersonal communication skills.
• Demonstrated ability to influence the market at key levels.
• Technical aptitude and comfort discussing solutions with building owners, contractors, and engineers.

Responsibilities

• Build and maintain relationships with accounts to grow Security and Integrated Systems.
• Engage with customers to understand needs and address concerns with credibility.
• Work with contractors to prepare take-offs and bids across Johnson Controls offerings.
• Collaborate with consulting engineers to drive project specifications toward our solutions.
• Develop favorable specifications with owner accounts and expand Johnson Controls within each account.
• Manage the sales process from qualification through close, closing new opportunities monthly.
• Keep management informed of account status and support needs.
• Demonstrate technical knowledge by aligning proposals with building requirements.

Skills

Consultative sales

Interpersonal skills

Influence at levels

Technical aptitude

Stakeholder engagement

Education

Degree or equivalent experience

Job description

Build your best future with the Johnson Controls team. As a global leader in smart, healthy, and sustainable buildings, Johnson Controls helps reimagine the performance of buildings to serve people, places, and the planet. Join a team where you can grow through meaningful work, learning opportunities, and a culture that values your voice, collaboration, and customer impact.

Role Overview

As an Account Executive Security & Fire, you will sell Johnson Controls security and integrated systems offerings to building owners, primarily at the Director level, while building long-term relationships with target and managed accounts. This role is focused on consultative selling in the construction environment, with responsibility for identifying opportunities, advancing specifications, and closing business on a monthly basis.

Key Responsibilities

• Build and maintain partnering relationships with assigned accounts to grow penetration of Security and Integrated Systems and Services offerings.
• Engage frequently with customers who influence buying decisions, actively listen to their needs, and address concerns with credibility and professionalism.
• Work with contractors to prepare take-offs and bids across the full spectrum of Johnson Controls offerings.
• Partner with consulting engineers to drive project specifications toward the Johnson Controls solution set.
• Develop favorable specifications with owner accounts and expand the depth and breadth of Johnson Controls within each account.
• Manage the sales process from qualification through close, seeking and closing new opportunities on a monthly basis.
• Keep management informed of account status, progress, and support needs throughout the sales cycle.
• Demonstrate technical knowledge by aligning proposals and specifications with building requirements to create value for the customer.
• Qualify and assess prospects under direction, collaborate with colleagues on assigned projects, and refer opportunities to other business segments when appropriate.
• Build strong working relationships with internal operations and administrative teams to support customer satisfaction and timely issue resolution.

How You Will Do It

• You will build trusted relationships by staying close to the work, speaking the customer's language, and focusing on what matters most to their business.
• You will own your commitments with accountability, safety, and integrity while keeping the sales process moving.
• You will use curiosity and candor to uncover customer concerns early, then turn them into clear next steps and solutions.
• You will collaborate with contractors, consulting engineers, owners, and internal teams as one Johnson Controls team.
• You will improve every day by learning from each pursuit, refining your approach, and strengthening your technical and commercial expertise.
• You will position Johnson Controls thoughtfully and professionally through strong specifications, value-based proposals, and disciplined follow-through.

Qualifications

• More than eight years of degree or equivalent experience.
• At least two years of consultative, progressive field sales experience in a highly complex sales process, preferably in the Fire, Security, or IT industry, with a strong emphasis on Security selling.
• Excellent initiative and interpersonal communication skills.
• Demonstrated ability to influence the market at key levels.
• Technical aptitude and comfort discussing solutions with building owners, contractors, and engineers.

Nice to Have

• Bachelor's degree in business or Engineering.
• Five or more years of proven sales success in the Fire, Security, or IT industry.
• Experience selling security, fire, or integrated building systems in a construction or consultative sales environment.

Why Join Us

Johnson Controls offers a competitive salary and commission, paid vacation, holidays, and sick time, with 15 days of vacation in the first year. You will also have access to a comprehensive benefits package including 401(k), medical, dental, and vision coverage available day one. Additional highlights include a collaborative team environment, dedication to safety through our Zero Harm policy, a company vehicle, and a competitive Sales Incentive Plan tied to project, quarterly, and annual margin.

Salary Range: HIRING SALARY RANGE: $69,000 to $107,000 (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 annual basis. 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, 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 https://jobs.johnsoncontrols.com/about-us