Senior Account Executive - Sustainable Infrastructure (Southeast)

Description

• Apply structured methodologies to progress deals efficiently and maximize win rates.
• Attend conferences, trade shows, and participate in professional organizations to represent the company and expand industry knowledge.
• Team Leadership: Inspires and directs PDE, PDC, Performance Engineering, and Operations teams; sets clear win strategy and roles.
• Rigorously follow the company’s sales process: Target, Qualify, Verify, Present, Negotiate, and Close.
• Lead deal strategy, pricing, risk governance, and approvals; forecast accurately; achieve bookings, margin, cash, and recurring revenue targets.
• Position digital outcomes and recurring value through OpenBlue analytics, measurement & verification (M\&V), and exception‑based operations to drive energy, reliability, and workforce productivity gains.
• Model a performance culture—coach teams, remove roadblocks, and drive accountability across sales stages, technical reviews, and governance.
• Design provocative points‑of‑view and executive narratives that inspire action—framing outcomes, risk transfer, financing, and governance in language that resonates with boards and elected officials.
• Shape offerings spanning Performance Contracting/ESCO; Design‑Build modernization; Advisory & Energy Services; O\&M/Facility Management; Distributed Generation & Supply (solar, storage/microgrid, CHP, thermal); and as‑a‑service models (IaaS/BaaS) with structured financing and lifecycle services.
• Collaborative Influence: Aligns legal/finance/engineering/delivery toward a coherent customer promise and flawless handover.
• Keep management informed of account status, deal progress, and critical developments through regular updates and checkpoint reviews.
• Source and progress a healthy pipeline across priority verticals (government, education, healthcare, commercial/industrial), balancing near‑term bookings with multi‑year programmatic growth.
• Escalate issues or opportunities requiring leadership support in a timely manner.
• Build trusted, strategic relationships at the C‑level (CEO/City/County Manager, CFO, COO, Facilities/Capital Planning leaders), uncovering business drivers (financial, operational, ESG/decarbonization, risk) and converting them into actionable transformation roadmaps.
• Align engineering, delivery, measurement & verification, and operations with customer outcomes; ensure design for performance, constructability, and maintainability.
• Proactively develop and maintain a strong network within related industry groups and associations.
• Creative Deal Crafting: Designs novel commercial structures and “coalitions of the willing” that unlock stalled initiatives.
• Partner with Marketing, Finance, Legal/Risk, and Delivery leaders to accelerate time‑to‑value and ensure cash discipline and margin integrity.
• Utilize Salesforce CRM to manage pipeline, document account progress, track opportunities, and ensure data integrity throughout the sales cycle.
• Convene and lead pursuit teams: Project Development Engineers (PDEs), Project Delivery Consultants (PDCs), Performance Engineers, and Operations—setting scope, win themes, and solution strategy.
• Maintain accurate records of customer interactions, deal stages, and forecast updates.
• Grow recurring service revenue (e.g., BaaS/IaaS/M\&V/EaaS) by packaging performance guarantees, customer success, and lifecycle asset strategies.

Requirements

• Territory travel across the Southeast (up to 50%); on-site customer meetings, executive workshops, and project walkthroughs with pursuit teams.
• Public sector (state/local/education) or healthcare selling experience in the Southeast.
• Executive Presence & Storytelling: Communicates confidently with boards/C‑suite; reframes risk and ROI to motivate decisive action.
• 7–10+ years in complex solution selling (infrastructure, energy services, DG/microgrid, performance contracting, or large capital projects).
• Demonstrated success selling to C‑level stakeholders with multi‑million‑dollar bookings and margin attainment.
• Bachelor’s degree in Engineering, Business, Finance, or related field; advanced degree or certifications (CEM, PE, PMP) a plus.
• Demonstrate excellent presentation skills in customer meetings, executive briefings, and oral interviews.
• Master’s of Business Administration (MBA), or related post-graduate studies/degree.
• Commercial & Technical Acumen: Understands energy economics, M\&V, rate structures, DG technologies, construction delivery, and risk governance.
• Digital Outcomes: OpenBlue analytics, enterprise energy management, exception‑based operations, central plant optimization, and continuous commissioning.
• Driven & Outcomes‑Focused: Relentless pursuit of customer value and bookings/margin/cash goals; thrives in ambiguity and pace.
• Fluency in outcome based commercial models (performance guarantees, IaaS/BaaS/EaaS, structured financing) and risk governance.
• Experience leading cross‑functional support/delivery teams
• Communicate complex solutions clearly and persuasively to diverse audiences.

Benefits

• Performance Contracting / ESCO Services: Guaranteed‑savings programs to fund upgrades via energy/water savings; integrated M\&V and risk transfer

Training + Development

Interview process

Visa Sponsorship

Security clearance