Enterprise Strategic Account Executive, Commercial Real Estate

About us 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.

For more than 140 years, Johnson Controls has delivered performance where it really matters. Backed by advanced technology, lifecycle services and an industry-leading field organization, we elevate customer performance, turn goals into real-world results and help move society forward.

What you will do Johnson Controls is evolving this Strategic Account Executive role to lead one of our most complex enterprise relationships. In this position, you will own the commercial strategy for a major Commercial Real Estate and Integrated Facilities Management alliance and help convert a partner-managed client portfolio into a disciplined, profitable growth platform.

You will work at the intersection of the IFM partner, the end-user customer, and Johnson Controls, bringing together account strategy, commercial execution, and cross-functional alignment to win the opportunities that matter most.

This role is accountable for the commercial leadership of the alliance and its managed-client portfolio. You will build a fact-based growth thesis, strengthen executive relationships, guide opportunity prioritization, and align Johnson Controls resources behind the portfolio strategy. Success in this role depends on the ability to manage complex economics, influence procurement and sourcing decisions, and translate operating performance into future enterprise opportunity.

How you will do itOwn the enterprise account strategy for the IFM alliance, connecting partner priorities to Johnson Controls capabilities, investments, and growth plans.

Track and manage account economics, including revenue, bookings, gross margin, recurring base, renewals, pipeline, forecast, fees, payment terms, and commercial leakage.

Develop trusted relationships across alliance leadership, sourcing, procurement, operations, supplier management, and executive governance.

Protect and improve the commercial model by influencing terms, fee structures, discounts, approval paths, payment terms, renewals, and supplier-program requirements.

Prioritize partner-managed end-user accounts by economic value, strategic relevance, complexity, transition risk, and growth potential.

Map the route to revenue by assessing sourcing paths, preferred-supplier position, contract channels, approvals, work-order access, systems requirements, and field dependencies before commitments are made.

Create repeatable enterprise plays that connect customer capital plans, asset risk, standardization, sustainability, resilience, and lifecycle needs to HVAC, controls, fire, security, and digital solutions.

Govern conversion across the portfolio by assigning opportunity ownership, removing partner barriers, and maintaining accurate attribution across direct, IFM-routed, and jointly sponsored pursuits.

Lead through influence across domain, regional, branch, operations, program, finance, legal, digital, and executive teams.

Partner with direct account leadership on priority end-user accounts to align on a shared account thesis, relationship map, opportunity plan, executive agenda, and customer narrative.

Use CRM, business intelligence tools, account plans, and structured problem solving to improve forecast quality, conversion, and account health.

Bring operations into the pursuit early, establish the IFM operating path, and complete a formal commercial-to-delivery handoff.

Lead the alliance as a business by building a multi-year growth and defense plan and keeping the strategy current as priorities, economics, and customer needs change.

Own commitments with accountability, safety, and integrity so commercial decisions support profitable growth and the delivery organization can execute with confidence.

Stay close to the work and remove obstacles by understanding the commercial and operational path from partner demand to customer delivery.

Develop multi-threaded executive relationships that create alignment across the partner, the customer, and Johnson Controls.

Use facts to manage the portfolio by maintaining clear visibility to revenue, margin, renewals, pipeline, forecast, and commercial risk.

Improve every day through candor and…