[Remote] Senior Account Executive - Sustainability Infrastructure

Note: The job is a remote job and is open to candidates in USA. Johnson Controls is hiring a Senior Account Executive to develop and win complex Sustainable Infrastructure opportunities across North Florida and South Georgia. The role leads customer relationships and cross-functional pursuit teams, selling energy, modernization, performance contracting, and recurring service solutions to achieve customer and business outcomes.

Responsibilities

• 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
• 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
• Source and progress a healthy pipeline across priority verticals (government, education, healthcare, commercial/industrial), balancing near‑term bookings with multi‑year 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 company’s 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
• 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
• 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
• Grow recurring service revenue (e.g., BaaS/IaaS/M&V/EaaS) by packaging performance guarantees, customer success, and lifecycle asset strategies
• Model a performance culture—coach 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 Operations—setting 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 time‑to‑value 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

Skills

• 7–10+ years in complex solution selling (infrastructure, energy services, DG/microgrid, performance contracting, or large capital projects)
• Bachelor's degree in Engineering, Business, Finance, or related field
• Demonstrated success selling to C‑level stakeholders with multi‑million‑dollar bookings and margin attainment
• Experience leading cross‑functional support/delivery teams
• Advanced degree or certifications (CEM, PE, PMP) a plus
• Master's of Business Administration (MBA), or related post-graduate studies/degree
• Public sector (state/local/education) selling experience in Florida
• Fluency in outcome based commercial models (performance guarantees, IaaS/BaaS/EaaS, structured financing) and risk governance

Benefits

• A competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis.

Company Overview

Company H1B Sponsorship