Senior Account Executive - Sustainable Infrastructure

1008 Johnson Controls Inc.; Memphis (TN); Teletrabalho; USD 100 100 - 150 400; Tempo integral

Resumo da oferta

Johnson Controls is seeking a Senior Government Sales Executive to lead complex, high-value opportunities with public-sector entities in the US, focusing on Arkansas, Western Tennessee, and Northern Mississippi. You will manage the full sales lifecycle, expand relationships with executive-level buyers, and apply financial acumen to deliver compelling value propositions.

The role requires a minimum of 10 years of consultative field sales to government organizations, strong initiative, executive

Qualificações

• Bachelor’s degree in business, engineering, public administration, or a related field; MBA or MPA preferred.
• Minimum of 10 years of progressive consultative field sales experience, including both executive- and director-level engagement with government organizations.
• Strong initiative, executive presence, and communication skills, with the ability to influence individuals and groups.
• Experience using AI-enabled tools to support research, planning, and customer engagement.
• Demonstrated ability to influence markets, develop strategy, and engage senior organizational leaders.
• Ability to travel up to 50% to support client engagement and business development.

Responsabilidades

• Sell Johnson Controls’ advanced infrastructure and guaranteed savings solutions to executive-level building owners and public-sector decision-makers.
• Promote performance contracting, design-build, Energy-as-a-Service, renewable services, and water or wastewater solutions that support customer priorities.
• Build and expand trusted relationships with economic buyers, elected officials, administrators, and key decision-makers.
• Apply financial and business acumen to understand customer challenges and develop compelling value propositions.
• Prospect, qualify, and develop new opportunities that support near-term revenue and long-term account growth.
• Develop solutions that address customer business, financial, operational, and environmental objectives.
• Coordinate project development, technical, financial, legal, and leadership resources to advance opportunities and deliver customer value.
• Prepare and deliver persuasive proposals and presentations, negotiate value, address objections, and use AI tools where appropriate to improve research and engagement.
• Use Salesforce and related sales tools to manage pipeline activity, track milestones, and maintain accurate account plans.
• Lead cross-functional sales development efforts and promote a collaborative, customer-focused approach.
• Serve as the customer advocate within Johnson Controls to support seamless delivery and a strong client experience.
• Support sales and marketing initiatives that expand market reach, generate leads, and strengthen solution positioning.
• Provide timely account updates to leadership and engage management support to accelerate strategic opportunities.
• Represent Johnson Controls at industry events and professional organizations to build relationships and identify growth opportunities.

Conhecimentos

Executive presence

Communication skills

Consultative sales

AI-enabled tools

Travel readiness

Formação académica

Bachelor’s degree in business/engineering/public administration or related field

MBA or MPA preferred

Descrição da oferta de emprego

Overview

Lead complex, high-value sales opportunities for Johnson Controls’ guaranteed savings and bundled infrastructure solutions. Engage executive-level decision-makers, align solutions to customer business and financial priorities, and position Johnson Controls as a trusted long-term partner. Manage the full sales lifecycle—from prospecting and qualification through proposal, negotiation, and close—while expanding customer relationships through offerings such as performance contracting, design-build, Energy-as-a-Service, renewable services, and water or wastewater system solutions. The primary focus for this virtual role is the local government sector across Arkansas, Western Tennessee, and Northern Mississippi, including counties, cities, municipal water or wastewater utilities, and municipal electric utilities. The preferred location is the greater Memphis, Tennessee area. Additional government market assignments may be included as business needs evolve.

Responsibilities

• Sell Johnson Controls’ advanced infrastructure and guaranteed savings solutions to executive-level building owners and public-sector decision-makers.
• Promote performance contracting, design-build, Energy-as-a-Service, renewable services, and water or wastewater solutions that support customer priorities.
• Build and expand trusted relationships with economic buyers, elected officials, administrators, and key decision-makers.
• Apply financial and business acumen to understand customer challenges and develop compelling value propositions.
• Prospect, qualify, and develop new opportunities that support near-term revenue and long-term account growth.
• Develop solutions that address customer business, financial, operational, and environmental objectives.
• Coordinate project development, technical, financial, legal, and leadership resources to advance opportunities and deliver customer value.
• Prepare and deliver persuasive proposals and presentations, negotiate value, address objections, and use AI tools where appropriate to improve research and engagement.
• Use Salesforce and related sales tools to manage pipeline activity, track milestones, and maintain accurate account plans.
• Lead cross-functional sales development efforts and promote a collaborative, customer-focused approach.
• Serve as the customer advocate within Johnson Controls to support seamless delivery and a strong client experience.
• Support sales and marketing initiatives that expand market reach, generate leads, and strengthen solution positioning.
• Provide timely account updates to leadership and engage management support to accelerate strategic opportunities.
• Represent Johnson Controls at industry events and professional organizations to build relationships and identify growth opportunities.

Qualifications

• Bachelor’s degree in business, engineering, public administration, or a related field; MBA or MPA preferred.
• Minimum of 10 years of progressive consultative field sales experience, including both executive- and director-level engagement with government organizations.
• Strong initiative, executive presence, and communication skills, with the ability to influence individuals and groups.
• Experience using AI-enabled tools to support research, planning, and customer engagement.
• Demonstrated ability to influence markets, develop strategy, and engage senior organizational leaders.
• Ability to travel up to 50% to support client engagement and business development.

About Johnson Controls / Equal Opportunity

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 www.johnsoncontrols.com/tomorrowneedsyou.

Salary and Benefits

Salary Range: HIRING SALARY RANGE: $100,100 - $150,400 (Salary to be determined by 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 consider 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. Exceptional candidates may warrant consideration beyond the stated range.

Additional Information

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

Introductory Statement

Johnson Controls: Enhancing the Intelligence of Buildings. Your buildings have a purpose. They are places for people to live or work, facilities for learning or healing, and venues for entertainment and shopping. This is where Johnson Controls helps drive outcomes that matter most. We offer a full range of systems and digital solutions to make buildings smarter, safer, more comfortable, more efficient, and more sustainable. We continue to grow our capabilities, depth, and global reach, delivering the world’s largest portfolio of building products, technologies, software, and services to transform environments where people live, work, learn and play.