Job Description

Senior Account Executive - Sustainable Infrastructure
Knoxville

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United States of America
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What you will do

Operating with visionary leadership and autonomy, you will spearhead the sales of high-value, sophisticated bundled solutions—delivering guaranteed savings—to influential C-level executives and decision-makers. Your mission is to champion the distinctive Johnson Controls value proposition, strategically addressing customers' most critical business and financial objectives at the executive level. By forging and cultivating enduring partnerships with key building owners and targeted accounts, you will not only drive exceptional customer satisfaction but also solidify Johnson Controls as a trusted long-term advisor and solutions provider.

You will orchestrate the complete sales lifecycle—identifying, qualifying, and closing transformative opportunities—while expanding our footprint through innovative offerings such as design-build, renewable service agreements, and guaranteed savings solutions. As the architect of managed account relationships, you will leverage advanced sales tools to meticulously plan, track, and enhance account growth, consistently seeking to broaden and deepen our portfolio within each client relationship. Through regular strategic checkpoints, you will secure incremental commitments, optimize team composition for key accounts, and mentor colleagues in collaborative, high-impact sales initiatives.

Your primary focus will be on the K-12 and local government sectors across South Carolina, Georgia, and East Tennessee, with opportunities to influence additional governmental markets as assigned. You will energize the sales team through mentorship and joint selling, maximizing results across markets.

How you will do it

Drive persuasive, confident, and persistent sales of Johnson Controls' advanced solutions directly to C-level building owners and their representatives, consistently achieving peak profitability and maximum customer share.
Champion performance contracting while expertly cross-selling design-build and Energy-as-a-Service (EaaS) offerings, positioning Johnson Controls as the irreplaceable partner for our clients' strategic needs.
Develop and expand long-term, trusted relationships with economic buyers and decision-makers, skillfully navigating the executive landscape to deliver tailored, impactful solutions.
Demonstrate financial mastery and deep business acumen to engage, influence, and earn the loyalty of our clients, becoming fluent in their unique challenges and priorities.
Proactively pursue and initiate contact with high-potential prospects, building an extensive network and consistently qualifying new opportunities for both immediate and future growth.
Deliver comprehensive solutions that address each customer's strategic business, financial, operational, and environmental objectives, setting Johnson Controls apart from competitors through innovation and insight.
Strategically deploy Project Development Engineering and internal resources to ensure optimal value for both the client and Johnson Controls, collaborating with technical, financial, and legal experts as needed.
Craft and deliver compelling proposals and presentations, confidently negotiating value and overcoming objections to secure major contracts.
Maximize the effectiveness of Salesforce and other advanced sales tools to drive opportunity management, track progress, and deliver on critical milestones.
Lead and inspire the sales development team, cultivating a culture of partnership, support, and exceptional customer satisfaction.
Serve as a passionate advocate for the customer within Johnson Controls, ensuring seamless delivery and exceptional client experiences through every phase of the engagement.
Play an active role in shaping and executing strategic sales and marketing initiatives, targeting new markets and driving innovation in lead generation and project solutions.
Provide senior leadership with timely updates on account status and progress, proactively engaging upper management support to accelerate the sales cycle when needed.
Represent Johnson Controls as a thought leader at industry trade shows and within professional organizations, consistently sharing innovative ideas and custom solutions to fuel growth.

What we look for

Bachelor’s degree in business, engineering, or a related discipline (MBA preferred).
Proven track record with at least 10 years of progressive, consultative field sales experience at the executive level.
Exceptional initiative and interpersonal communication skills, with the ability to influence and inspire audiences both one-on-one and in public settings.
Demonstrated market influence and strategic vision at the highest organizational levels.
Willingness and ability to travel up to 50% to drive results and nurture client relationships.

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 www.johnsoncontrols.com/tomorrowneedsyou.

Salary Range: HIRING SALARY RANGE: $100,100 - $150,400 (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 volume and margin on a project, quarterly, and annual basis. This position includes a competitive benefits package. The posted salary range reflects the target compensation for this role. However, we recognize that exceptional candidates may bring unique skills and experiences that exceed the typical profile. If you believe your background warrants consideration beyond the stated range, we encourage you to apply. To support an efficient and fair hiring process, we may use technology assisted tools, including artificial intelligence (AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers. For details, please visit the About Us tab on the Johnson Controls Careers site at https://jobs.johnsoncontrols.com/about-us

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