Comprehensive Solutions Account Executive

Trane Technologies; Fort Wayne (IN); On-site; USD 98,000 - 230,000; Full time

Job summary

Trane Technologies seeks a high‑caliber executive salesperson to drive financial and sustainability driven solution sales with public and private sector clients. You will identify opportunities, build strategic client relationships and develop comprehensive business cases.

You will present financial, legal, and technical deal aspects, manage long sales cycles, and lead multi‑stakeholder engagements to close multi‑million dollar opportunities. Travel to sites is required.

Qualifications

• A bachelor of science degree or 4-8 years of demonstrated executive selling experience is preferred.
• 5+ years experience of executive sales experience, preferably within the MUSH market.
• Must be accustomed to and have documented success in financial sales with long, complex, multi-tiered sales cycles.
• Ability to engage multiple stakeholders, influencers, and key decision makers.
• Has expertise in the financial, legal, and technical aspects of deal structuring with multiple buying influences.

Responsibilities

• Develops & Manages Process for Discovering Client Business Needs and Aligns with Solutions
• Evaluates Projects and Aligns Process/Solutions
• Works Directly & Indirectly with Clients on Projects to Confirm Structured Finance Solution(s)
• Client Discovery & Qualification
• Works Directly / Client Executives to Develop Financial Pro Forma & Associated Business Case(s)
• Convert leads into opportunities by assigning the appropriate sales process and communicating next steps
• Understand Macro Market & Finance Trends & Informs Current Offerings/Projects
• Directly Monitors/Engages Clients to Establish Creative Financial Solutions
• Proactively Engages with Regional Sales & Leadership Teams to Develop/Optimize Strategies
• Stays Abreast of Current Finance Trends for Emerging Offerings
• Establishes and Advances Trane's Thought Leadership Position in Focus Market(s)
• Works Directly with Clients to Establish Key Indicators and close large deals
• Provide knowledge on financial drivers, legislation and requirements for energy and outcome-based sales
• Travel to customer job sites as required; engage with regional teams to support pipeline growth

Skills

Executive selling

Stakeholder engagement

Financial sales

Complex sales cycles

Education

B.S. degree

Job description

Be a part of our mission! As a world leader in creating comfortable, sustainable, and efficient climate solutions for buildings, homes and transportation, it's our responsibility to put the planet first. For us at Trane Technologies, and through our businesses including Trane® and Thermo King, sustainability is not just how we do business—it is our business. Do you dare to look at the world's challenges and see impactful possibilities? Do you want to contribute to making a better future? If the answer is yes, we invite you to consider joining us in boldly challenging what's possible for a sustainable world.

Learn about our benefits designed for you to Thrive at work and at home.

We boldly go.

Where Is The Work

Prioritize engaging with customers. When not directly interacting with customers; collaborate with colleagues in your office.

What’s In It For You

Be a part of our mission!

As a world leader in creating comfortable, sustainable, and efficient environments, it’s our responsibility to put the planet first. For us at Trane Technologies, sustainability is not just how we do business—it is our business. Do you dare to look at the world's challenges and see impactful possibilities? Do you want to contribute to making a better future? If the answer is yes, we invite you to consider joining us in boldly challenging what’s possible for a sustainable world.

As a Comprehensive Account Executive for the business with Trane, you will be the primary driver for our financially and sustainability driven solution‑sales opportunities. You will be responsible for identifying and qualifying new business as well as developing strategic customer relationships with public and private sector customers seeking value and outcome‑based solutions.

What You Will Do

Project Synthesis

• Develops & Manages Process for Discovering Client Business Needs and Aligns with Solutions
• Evaluates Projects and Aligns Process/Solutions
• Works Directly & Indirectly with Clients on Projects to Confirm Structured Finance Solution(s)
• Client Discovery & Qualification
• Works Directly / Client Executives to Develop Financial Pro Forma & Associated Business Case(s)
• Convert leads into opportunities by assigning the appropriate sales process, identifying the required project team members, making assignments, and communicating the next steps in the process.

Energy Services Project Strategy

• Understand Macro Market & Finance Trends & Informs Current Offerings/Projects
• Directly Monitors/Engages Clients to Establish Creative Financial Solutions that Enhance/Expand the Projects
• Proactively Engages with Regional Sales & Leadership Teams to Develop/Optimize Strategies on Priority Projects
• Stays Abreast of Current Finance Trends for Emerging Offerings & Applies to Current Projects
• Actively Maintains Market-oriented Relationships (external) to Support the Full Set of Offerings
• Establishes and Advances Trane's Thought Leadership Position in Focus Market(s)
• Works Directly with Clients to Establish Key Indicators to Align/Develop Tailored Offerings Identify and close large deals or sales opportunities. This role requires the salesperson to consistently achieve quota targets and build, maintain, and grow a multi-million‑dollar pipeline.
• Provide knowledge and consultation to our customers on the financial drivers, legislation and requirements for energy and outcome‑based driven sales

Regional Engagement

• Maintains Active Relationship(s) w/ Regional Energy Services Sales Leaders & CSAEs
• Supports the Growth of Pipeline & Project Size with Creative/Accretive Structured Finance Approaches
• Maintains a Visible & Active Sales/Project Funnel Utilizing Software Tools
• Work collaboratively with a cross‑functional internal team of Project Development, Energy Engineering, and Project Management resources to develop system‑related solutions for the customer’s challenges and opportunities, including financial and performance‑based considerations.
• Travel to customer job sites is required, which may include outdoor work and/or work in mechanical/equipment rooms. During the site visits, the employee may be exposed to variable weather conditions; moving mechanical parts; heights, and other variable environmental conditions based on location.

What You Will Bring

A bachelor of science degree or 4-8 years of demonstrated executive selling experience is preferred

5+ years experience of executive sales experience, preferably within the MUSH market (municipal, utility, healthcare and education vertical markets) with a track record of achieving and exceeding sales targets

Must be accustomed to and have documented success in financial sales with long, complex, and multi‑tiered sales cycles in both public and/or private sectors.

Ability to engage multiple stakeholders, influencers, and key decision makers

Has expertise in the financial, legal, and technical aspects of deal structuring with multiple buying influences within a client

Outstanding communication skills – able to educate clients about Trane’s Design Build & Energy Services offerings, persuasively articulating costs, savings, investment opportunities, and long‑term options for infrastructure renewal and decarbonization.

DL NUMBER - Driver License, Valid and in State with no major or frequent traffic violations included, but not limited to: DUI, Hit & Run, License Suspension, Reckless/Careless Driving or multiple smaller infractions or preventable collisions in the previous 3 years. within 1 Year Required

Annual Base Salary Range Or Hourly Base Pay Range

$98,300.00 - $229,800.00

Compensation Type

Salary

Incentive Eligible

No

Sales Commission Eligible

Yes

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.

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.