Senior Account Executive - Sustainable Infrastructure

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.

• 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.

• 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.

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…