Higher Education Vertical Market Leader

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. We boldly go.

The Higher Education Vertical Market Leader is responsible for designing and executing the Energy Services go-to-market strategy within the higher education sector. This role will build vertical-specific programming, deploy strategies, and lead a team of Account Executives focused on driving bookings and maintaining a robust opportunity pipeline. The leader will guide the team in crafting tailored value propositions for complex customer needs—including structuring and negotiating advanced financial solutions such as energy-as-a-service agreements, performance contracts, and other innovative financial instruments.

The position works closely with cross-functional teams and executive leadership to ensure Trane delivers differentiated, high-impact energy solutions for colleges and universities across North America.

• Develop and execute a comprehensive go-to-market strategy for the higher education vertical.
• Build and deploy market programs, campaigns, and offerings to address vertical-specific challenges and opportunities.
• Stay current on industry trends, innovative contract models, and regulatory environment changes impacting higher education clients.
• Directly support and coach Account Executives in developing and structuring complex deals.
• Lead the synthesis of customized commercial structures, incorporating advanced financial solutions such as energy performance contracting, energy-as-a-service (EaaS), public-private partnerships (P3), managed energy service agreements (MESA), and related mechanisms.
• Serve as the primary escalation point for advanced deal strategy, financial modeling, risk assessment, and contract negotiation efforts.
• Ensure that all financial structures align with client goals, support sustainability outcomes, and adhere to Trane Technologies’ risk management policies.
• Hire, develop, and lead a high-performing team of Account Executives specializing in higher education customers.
• Set team objectives, track performance, and develop team capabilities in consultative and solution selling, deal structuring, and financial acumen.
• Foster a culture of accountability, continuous improvement, and innovation.
• Oversight execution of the vertical’s strategic plan in pursuit of bookings, pipeline health, and growth objectives.
• Forecast pipeline accurately and ensure disciplined opportunity management across the team.
• Provide hands‑on support for major pursuits, deal review, and advanced proposal development.
• Build and maintain relationships with key decision makers at higher education institutions, including CFOs, sustainability officers, and facilities leadership.
• Represent Trane at industry events and forums; communicate thought leadership on energy and financial innovations.
• Work closely with internal product, marketing, service, legal, and finance teams to support proposal development and due diligence.
• Provide market and customer feedback to influence solution development and go-to-market approaches.

• Bachelor’s degree in Business, Finance, Engineering, or related field; MBA or advanced degree preferred.
• Minimum 7 years of progressive sales leadership experience, preferably in energy or facilities solutions for higher education or the public sector.
• Proven expertise in structuring complex energy or infrastructure deals using advanced financial structures (e.g., performance contracts, EaaS, P3, MESA).
• Solid understanding of the higher education decision‑making process, funding mechanisms, and long‑term financial planning.
• Demonstra…