Senior Account Executive - Sustainable Infrastructure

Overview

Johnson Controls, a global leader in thermal management, mission‑critical building systems, energy efficiency, and decarbonization, helps customers use energy more productively, reduce carbon emissions, and operate with the precision and resilience required in rapidly expanding industries such as data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education.

• Under general direction, sell 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, providing solutions to customers’ business and financial challenges.
• Build and manage long‑term customer relationships/partnerships with key and target building owners, driving satisfaction and recurring revenue.
• Execute the sales process to identify, 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, document progress, and increase business opportunities in accounts.
• Leverage monthly checkpoints to secure progressive customer commitments and expand the depth and breadth of offerings.
• Select account teams for key and target customers and focus on vertical markets.

• Sell, renew, and expand renewable service agreements, including multi‑year agreements, to both new and existing customers.
• Build partnering relationships with the economic buyer, owner, or representatives responsible for decision‑making to drive solution sales.
• Manage the ongoing sales process, respond to and anticipate customer needs, and actively listen to identify concerns.
• Demonstrate financial and business acumen to develop credibility, loyalty, trust, and commitment.
• Seek out, target, and initiate contact with prospective customers, developing a network of contacts.
• Qualify and assess potential customers and refer leads to other business segments as appropriate.
• Recommend solutions that match customers’ business and financial challenges, differentiating JCI services from competitors.
• Maximize assigned Project Development Engineering resources effectively and efficiently to deliver maximum value.
• Engage appropriate sales support resources and effectively present and communicate proposals, using financial agreements to secure major opportunities.
• Utilize applicable sales tools (Salesforce, Account Management, TAS) to plan, document progress, and increase account opportunities.
• Lead and foster team relationships to ensure customer satisfaction and keep upper management informed of progress and account status.
• Participate in trade shows and professional organizations to support business development.

• 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 communication, and influence skills at key market levels.
• Ability to travel up to 50%.

• Competitive pay.
• Paid vacation, holidays, and sick time.
• Comprehensive benefits package, including 401(k), medical, dental, and vision care available from day one.
• Encouraging and collaborative team environment.
• Employee discount programs (The Loop by Perk Spot).

HIRING SALARY RANGE: $100,100 – $150,400. Salary determined by education, experience, knowledge, skills, and abilities, internal equity, and market data. This role also offers a competitive Sales Incentive Plan tied to volume and margin on a project, quarterly, and annual basis.

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 status, or any other characteristic protected by law.

Technology‑assisted tools, including artificial intelligence, may be used to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers.