Senior Account Executive - Sustainable Infrastructure

Johnson Controls; Dallas (TX); On-site; USD 100,000 - 150,000; Full time

Job summary

Johnson Controls is seeking a senior sales professional to lead high-value, multi-year performance contracting deals with building owners and their representatives. You will drive executive-level engagements, shape proposals, and secure major opportunities across complex, bundled offerings while maintaining a focus on guaranteed savings and profit optimization.

The role emphasizes developing long-term partnerships, expanding within key accounts, and coordinating cross-functional teams to deliver

Qualifications

• Bachelor’s degree in business, engineering, or related discipline.
• MBA preferred.
• A minimum of five to seven years of progressive field sales experience at the C-level.
• Excellent initiative, interpersonal and communication skills.
• Demonstrated ability to influence the market at key levels.
• Ability to travel 50%.

Responsibilities

• Sells, with minimal supervision, the JCI offerings persuasively to building owners and owner representatives at the C-level while reaching optimal profit levels.
• Focus on selling performance contracting and maximizing share of customers’ business.
• Demonstrate value at the executive level by providing solutions to business and financial challenges 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.
• Build partnering relationships with the economic buyer, owner, or owner representatives responsible for the decision-making process to drive the solution sales of JCI offerings.
• Manage the ongoing sales process, developing relationships, responding to and anticipating customer needs.
• Actively listen, probe, and identify concerns; understand the customer’s business and speak their language.
• Demonstrate financial and business acumen to develop credibility, loyalty, trust, and commitment.
• Seek out, target, and initiate contact with prospective customers and develop a network of contacts.
• Use sales process checkpoints to obtain evidence of small trial closes and commitments.
• Qualify and assess potential customers; refer leads to other business segments.
• Address the customer’s financial, business, operational, and environmental objectives, needs, and requirements; recommend solutions that match their challenges.
• Differentiates JCI services and products from competitors based on business benefits and knowledge of competitor strategies.
• Maximize assigned Project Development Engineering resources effectively and efficiently.
• Engage appropriate sales support resources, including construction management, energy and operational engineering, technical support, finance, and legal resources.
• Effectively write, present, and communicate proposals; secure major opportunities through financial agreements.
• Negotiate value, address resistance, and close the sale.
• Utilize applicable sales tools to plan and document progress and increase business opportunity.

Skills

C-level sales

Strategic selling

Negotiation

Communication

Education

Bachelor’s degree in business, engineering, or related discipline

MBA

Job description

What you will do

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 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.
• Ensure customer satisfaction and execute the sales process to cultivate long‑term relationships, and seek out, qualify, and close 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 and increase business opportunity within accounts.
• Leverage monthly checkpoints to gain progressive commitments from the customer.
• Seek to expand the depth and breadth of offerings within each account.
• Select account team on key and target customers.
• Focus on a vertical market.

Key Responsibilities

• 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 and maximizing share of customers’ business.
• Demonstrate value at the executive level by providing solutions to business and financial challenges 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.
• Build partnering relationships with the economic buyer, owner, or owner representatives responsible for the decision‑making process to drive the solution sales of JCI offerings.
• Manage the ongoing sales process, developing relationships, responding to and anticipating customer needs.
• Actively listen, probe, and identify concerns; understand the customer’s business and speak their language.
• Demonstrate financial and business acumen to develop credibility, loyalty, trust, and commitment.
• Seek out, target, and initiate contact with prospective customers and develop a network of contacts.
• Use sales process checkpoints to obtain evidence of small trial closes and commitments.
• Qualify and assess potential customers; refer leads to other business segments.
• Address the customer’s financial, business, operational, and environmental objectives, needs, and requirements; recommend solutions that match their challenges.
• Differentiates JCI services and products from competitors based on business benefits and knowledge of competitor strategies.
• Maximize assigned Project Development Engineering resources effectively and efficiently.
• Engage appropriate sales support resources, including construction management, energy and operational engineering, technical support, finance, and legal resources.
• Effectively write, present, and communicate proposals; secure major opportunities through financial agreements.
• Negotiate value, address resistance, and close the sale.
• Utilize applicable sales tools (Salesforce, Account Management, Account Plan, and TAS) to plan and document progress and increase business opportunity.
• Leverage JCI sales process monthly checkpoints to gain progressive commitments from the customer.
• Manage sales process steps of the pipeline with a focus on completing the Opportunity Action plan and meeting customer buying milestones.
• Lead the sales team by building and fostering team relationships to ensure customer satisfaction.
• Solicit support from and communicate effectively with internal staff.
• Develop relationships with Systems and Service sales organizations to exceed customers’ expectations.
• Own and facilitate the customer relationship, particularly when selling Performance Contracting initiatives.
• Act as the customer’s advocate in interactions with the JCI organization to ensure value from JCI offerings.
• Set appropriate customer expectations on JCI product and service offerings.
• Participate in final project inspection.
• Ensure customer training on system operation and value of services delivered.
• Assist in development of the team or Area Office Solution sales and marketing plans and strategies.
• Target new customers based on vertical market strategies.
• Keep management informed of progress and account status; know when to call for assistance from upper management.
• Attend and present at trade shows; participate in professional organizations.

Qualifications

• Bachelor’s degree in business, engineering, or related discipline required.
• MBA preferred.
• A minimum of five to seven years of progressive field sales experience at the C-level.
• Excellent initiative, interpersonal and communication skills.
• Demonstrated ability to influence the market at key levels.
• Ability to travel 50%.

Compensation and Benefits

Salary Range: $100,100 – $150,400. This role also offers a competitive Sales Incentive Plan based on volume and margin on a project, quarterly, and annual basis. Includes a competitive benefits package.

Equal Employment Opportunity

Johnson Controls is an equal employment opportunity and affirmative action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, disability, or any other characteristic protected by law.