Senior Account Executive — Sustainable Infrastructure (Southeast – FLGAALMSLA)

Location: Southeast U.S. (remote within territory; frequent regional travel)
Reports to: Senior Manager Sales & Development
Business: Sustainable Infrastructure (SI)

Role Summary

The Senior Account Executive is a highimpact customerobsessed seller who creates shapes and wins complex Sustainable Infrastructure (SI) opportunities across the Southeast (FL/GA/AL/MS/LA). This leader combines creativity drive and executive presence to inspire Csuite customers to actaccelerating decarbonization resilience and operational outcomes through performance contracting distributed energy and asaservice solutions. The Senior Account Executive orchestrates crossfunctional pursuit teams (Development Engineers Performance Engineers and Project Management) to deliver compelling riskmitigated solutions and measurable business results.

What You Will Do (Key Responsibilities)

Lead the Customer Agenda

• Build trusted strategic relationships at the Clevel (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.

• Design provocative pointsofview and executive narratives that inspire actionframing outcomes risk transfer financing and governance in language that resonates with boards and elected officials.

Own the Book of Business

• Source and progress a healthy pipeline across priority verticals (government education healthcare commercial/industrial) balancing nearterm bookings with multiyear programmatic growth.

• Lead deal strategy pricing risk governance and approvals; forecast accurately; achieve bookings margin cash and recurring revenue targets.

• Utilize Salesforce CRM to manage pipeline document account progress track opportunities and ensure data integrity throughout the sales cycle.

• Maintain accurate records of customer interactions deal stages and forecast updates.

• Rigorously follow the companys sales process: Target Qualify Verify Present Negotiate and Close.

• Apply structured methodologies to progress deals efficiently and maximize win rates.

• Keep management informed of account status deal progress and critical developments through regular updates and checkpoint reviews.

• Escalate issues or opportunities requiring leadership support in a timely manner.

Create Compelling RiskMitigated Solutions

• Shape offerings spanning Performance Contracting/ESCO; DesignBuild modernization; Advisory & Energy Services; O&M/Facility Management; Distributed Generation & Supply (solar storage/microgrid CHP thermal); and asaservice models (IaaS/BaaS) with structured financing and lifecycle services.

• Position digital outcomes and recurring value through OpenBlue analytics measurement & verification (M&V) and exceptionbased operations to drive energy reliability and workforce productivity gains.

• Grow recurring service revenue (e.g. BaaS/IaaS/M&V/EaaS) by packaging performance guarantees customer success and lifecycle asset strategies.

Influence & Lead

• Model a performance culturecoach teams remove roadblocks and drive accountability across sales stages technical reviews and governance.

• Convene and lead pursuit teams: Project Development Engineers (PDEs) Project Delivery Consultants (PDCs) Performance Engineers and Operationssetting scope win themes and solution strategy.

• Align engineering delivery measurement & verification and operations with customer outcomes; ensure design for performance constructability and maintainability.

• Partner with Marketing Finance Legal/Risk and Delivery leaders to accelerate timetovalue and ensure cash discipline and margin integrity.

• Demonstrate excellent presentation skills in customer meetings executive briefings and oral interviews.

• Communicate complex solutions clearly and persuasively to diverse audiences.

• Attend conferences trade shows and participate in professional organizations to represent the company and expand industry knowledge.

• Proactively develop and maintain a strong network within related industry groups and associations.

What You Will Sell (SI Solutions Portfolio)

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

• DesignBuild Modernization: HVAC controls/BMS building envelope lighting water conservation and plant optimization.

• Advisory & Energy Services: Roadmaps investmentgrade audits (IGA/DEA) asset and capital planning resilience/decarbonization strategy.

• Distributed Generation & Supply: Solar PV battery storage/microgrids CHP/thermal demand response and utility programs.

• O&M / Facility Management: Lifecycle operations reliability/maintenance programs and managed services with performance KPIs.

• IaaS / BaaS (asaservice): Structured financing lifecycle asset ownership/management digital M&V and customer success models that deliver outcomes as recurring services.

• Digital Outcomes: OpenBlue analytics enterprise energy management exceptionbased operations central plant optimization and continuous commissioning.

What Great Looks Like (Core Competencies)

• Driven & OutcomesFocused: Relentless pursuit of customer value and bookings/margin/cash goals; thrives in ambiguity and pace.

• Creative Deal Crafting: Designs novel commercial structures and coalitions of the willing that unlock stalled initiatives.

• Executive Presence & Storytelling: Communicates confidently with boards/Csuite; reframes risk and ROI to motivate decisive action.

• Team Leadership: Inspires and directs PDE PDC Performance Engineering and Operations teams; sets clear win strategy and roles.

• Collaborative Influence: Aligns legal/finance/engineering/delivery toward a coherent customer promise and flawless handover.

• Commercial & Technical Acumen: Understands energy economics M&V rate structures DG technologies construction delivery and risk governance.

Qualifications

Required

• 710 years in complex solution selling (infrastructure energy services DG/microgrid performance contracting or large capital projects).

• Bachelors degree in Engineering Business Finance or related field; advanced degree or certifications (CEM PE PMP) a plus.

• Demonstrated success selling to Clevel stakeholders with multimilliondollar bookings and margin attainment.

• Experience leading crossfunctional support/delivery teams

• Territory travel across the Southeast (up to 50%); on-site customer meetings executive workshops and project walkthroughs with pursuit teams.

Preferred

• Masters of Business Administration (MBA) or related post-graduate studies/degree.

• Public sector (state/local/education) or healthcare selling experience in the Southeast.

• Fluency in outcome based commercial models (performance guarantees IaaS/BaaS/EaaS structured financing) and risk governance.

Who We Are

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 disability or any other characteristic protected by law. For more information please view EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process please visit Range: HIRING SALARY RANGE: $100100 - $150400 (Salary to be determined by the education experience knowledge skills and abilities of the applicant internal equity and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account project quarterly and annual margin. This position includes a competitive benefits package.
For details please visit the About Us tab on the Johnson Controls Careers site at Controls International plc. 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 genetic information sexual orientation gender identity status as a qualified individual with a disability or any other characteristic protected by law. To view more information about your equal opportunity and non-discrimination rights as a candidate visit EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process please visit here.