Senior Account Executive - Sustainable Infrastructure

About the Role

Under general direction, the Sales Specialist is responsible for selling large, complex bundled offerings that include guaranteed savings to high‑potential, solution‑sales customers at the C‑level. The role promotes Johnson Controls’ value proposition by delivering solutions to the customer’s business and financial challenges, building and managing long‑term relationships with key building owners and partners. Territory covers middle and western Tennessee, Arkansas, and northern Mississippi, with a preference for candidates residing in Memphis, TN. Key responsibilities include qualifying prospects, developing a network of contacts, presenting proposals, negotiating financial agreements, and closing multi‑year contracts. The role coordinates with internal support resources—including construction management, engineering, financial, and legal teams—to ensure customers receive maximum value and that projects meet the Opportunity Action Plan milestones. Post‑sale duties involve customer training, final inspections, participation in trade shows, and leveraging generative AI tools for research and value‑proposition positioning. • Sell large, complex bundled solutions with guaranteed savings to C‑level decision makers. • Build and maintain long‑term partnerships with building owners across K‑12, local government, utilities, and community colleges. • Position renewable service agreements, design‑build, and Energy‑as‑a‑Service offerings. • Utilize Salesforce, Altify, and other sales tools to plan, document, and advance opportunities. • Lead negotiations, secure multi‑year contracts, and manage the sales pipeline through progressive commitments. • Collaborate with internal COE, engineering, financial, and legal resources to deliver maximum customer value. • Provide proposals, conduct final inspections, and ensure customer training on system operation.

Key Responsibilities

• ▸solution sales
• ▸salesforce crm
• ▸contract negotiation
• ▸proposal development
• ▸customer training
• ▸ai research

What You Bring

Candidates must hold a bachelor’s degree in business, engineering, or a related discipline (MBA preferred) and possess five to seven years of progressive field sales experience at the C‑level. Required skills include strong initiative, interpersonal communication, financial and business acumen, the ability to lead development teams in a matrix environment, and a willingness to travel up to 50% of the time. • Travel up to 50% and represent Johnson Controls at trade shows and professional organizations. • Minimum bachelor’s degree (MBA preferred) and 5‑7 years of C‑level field sales experience. • Strong interpersonal, financial, and business acumen with ability to influence senior stakeholders.

Requirements

• ▸mba
• ▸bachelor's
• ▸5‑7 years
• ▸c‑level
• ▸field sales
• ▸travel 50%

Benefits

The position offers a salary range of $101,100 to $150,400, a competitive sales incentive plan tied to project, quarterly, and annual margins, and a comprehensive benefits package. Johnson Controls is an equal‑employment‑opportunity employer and provides accommodations for applicants with disabilities. • Competitive salary $101,100‑$150,400 plus sales incentive plan and comprehensive benefits.

Work Environment

Hybrid