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Senior Account Executive - Energy Solutions - Performance Infrastructure
Johnson Controls
Senior sales role focusing on selling energy solutions performance contracts to commercial building owners at the C-level, with a goal of reducing energy costs and increasing Johnson Controls' share of the customer's business.
21d ago
$83,000 - $139,000
Expert & Leadership (13+ years), Experienced (8-12 years)
Full Time
Dublin, OH
Hybrid
Company Size
94,000 Employees
Service Specialisms
Climate Control
HVAC
Facility Management
Fire Alarm and Suppression
Security Equipment
Building Systems
Engineering
Consulting
Sector Specialisms
Buildings
Commercial
Residential
Industrial
Energy
Infrastructure
Security
Safety
Role
What you would be doing
- Seeks out, targets and initiates contact with prospective customers. Develops network of contacts. Understands and leverages sales process checkpoints as well as demonstrates evidence of gaining small trial closes and commitments. Qualifies and assesses potential customers. Refers leads to other business segments.
- Builds partnering relationships with the economic buyer, owner or owner representatives responsible for the decision making process to drive the solution sales of JCI offerings. Manages ongoing sales process, develops relationship, responds to and anticipates customer needs. Actively listens, probes and identifies concerns. Understands the customer's business and speaks their language. Demonstrates financial and business acumen to develop credibility, loyalty, trust and commitment.
- Maximizes assigned Project Development Engineering resources effectively and efficiently. Ensures the customer and JCI receive maximum value from dedicated and assigned resources. Engages appropriate sales support resources determined by the JCI sales and business process, including COE (construction management services), energy and operational engineering and technical support, financial and legal resources, etc.
- Addresses customer's financial, business, operational and environmental objectives, needs and requirements. Recommends solutions that match the customer’s business and financial challenges. Differentiates JCI services and products from competitors based on business benefits and knowledge of competitor’s business strategies.
- Leads the sales team by building and fostering team relationships to ensure customer satisfaction. Solicits support from and communicates effectively with internal staff. Develops relationship with Systems and Service sales organization to exceed customers' expectations. Owns and facilitates the customer relationship particularly when selling Performance Contracting initiatives.
- Assists in the development of the team or Area Office Solution sales and marketing plans and strategies. Aides in the implementation of these strategies and action plans. Targets new customers based on vertical market strategies.
- Effectively writes, presents and communicates proposals. Secures major opportunities through the use of financial agreements. Negotiates value, addresses resistance when demonstrated, and closes the sale.
- Keeps management informed of progress and account status. Knows when to call for assistance from upper management to keep the sales process moving.
- Attends and presents at trade show. Participates in professional organization.
- 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. Particularly focusing on selling performance contracting while ensuring that we achieve maximize share of customers business. Focuses on demonstrating value at the executive level by providing solutions to business and financial challenges as well as working through gateways to achieve joint planning status. Sells, renews and expands renewable service agreements, including multi-year agreements, to both new and existing customer.
- Acts as the customer’s advocate in interactions with the JCI organization to ensure the customer obtains the best value from the JCI offerings. Sets appropriate customer expectations on JCI product and service offerings. Participates in final project inspection. Ensures that the customer is trained and oriented to system operation or the value of services delivered.
- Utilizes applicable sales tools effectively (Salesforce, Account Management, Account Plan and TAS) to plan and document progress as well as increase business opportunity in accounts. Leverages JCI sales process monthly checkpoints to gain progressive commitments from the customer. Manages the sales process steps of the pipeline with a focus on completing the Opportunity Action plan and meeting the milestones in the customer’s buying process.
What you bringBenefits
Information not given or found
Training + DevelopmentInformation not given or found
Interview process
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Visa SponsorshipInformation not given or found
Security clearance- criminal background check
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Company
Overview
1885
Year Founded
Pioneered the electric thermostat and launched the building controls industry.
2016
Year of Merger
Merged with Tyco International, expanding into fire protection and security.
$26.8B
Annual Revenue
Generates revenue across four global business segments.
Record Backlog
Project Demand
Maintains a strong backlog of digital and infrastructure projects.
- Pioneered the electric thermostat, launching the building controls industry.
- Evolved into a global leader in smart building systems through over a century of innovation.
- Typical projects range from HVAC installations to integrated smart systems in hospitals, airports, stadiums, and data centers using their OpenBlue digital platform.
- Expertise covers HVAC, fire detection and suppression, security systems, energy management, and facility services.
- Earned LEED Platinum certification for its North American headquarters and supplied smart systems to landmarks like Burj Khalifa and Taipei 101.
- N/A – Johnson Controls does not publish an official list of culture or values under standardized headings on its public website or LinkedIn.
43.8% reduction
Emissions reduction
Reduced Scope 1 & 2 emissions by 43.8% since 2017 toward a 55% target by 2030.
56% reduction
GHG intensity
Achieved a 56% reduction in GHG intensity since 2017.
56% renewables
Global electricity
56% of global electricity was matched by renewables in 2024.
25% sites landfill-free
Manufacturing sites
23 manufacturing sites (25%) achieved zero-landfill in 2024.
Double women leaders by 2026
Global Leadership Diversity Target
Aim to double women leaders globally and minority leaders in the U.S. within five years, initiative launched in 2021.
>100k global workforce
Community Volunteering Impact
Engaged global workforce of over 100,000 across 150+ countries, contributing over 61,000 volunteer hours in 2023.
- Includes diversity targets in senior leaders’ performance metrics tied to compensation.
- Partnerships with HBCUs to develop next-gen sustainable building leaders through scholarships and education initiatives.
- Increased spend with women- and minority-owned businesses as part of supplier sustainability and inclusion goals.
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