Senior Account Executive Sustainable Infrastructure (Southeast FL/GA/AL/MS/LA)

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Johnson Controls

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Mobile, AL, United States

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Senior Account Executive

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

The Senior Account Executive is a high-impact, customer-obsessed 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 C-suite customers to actaccelerating decarbonization, resilience, and operational outcomes through performance contracting, distributed energy, and as-a-service solutions. The Senior Account Executive orchestrates cross-functional pursuit teams (Development Engineers, Performance Engineers, and Project Management) to deliver compelling, risk-mitigated solutions and measurable business results.

What You Will Do (Key Responsibilities)

Lead the Customer Agenda

  • 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 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 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.

Create Compelling, Risk-Mitigated Solutions

  • 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.

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 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.

What You Will Sell (SI Solutions Portfolio)

  • Performance Contracting / ESCO Services: Guaranteed-savings programs to fund upgrades via energy/water savings; integrated M&V and risk transfer
  • Design-Build Modernization: HVAC, controls/BMS, building envelope, lighting, water conservation, and plant optimization.
  • Advisory & Energy Services: Roadmaps, investment-grade 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 (as-a-service): 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, exception-based operations, central plant optimization, and continuous commissioning.

What Great Looks Like (Core Competencies)

  • Driven & Outcomes-Focused: 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/C-suite; 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).
  • Bachelor's degree in Engineering, Business, Finance, or related field; advanced degree or certifications (CEM, PE, PMP) a plus.
  • Demonstrated success selling to C-level stakeholders with multi-million-dollar bookings and margin attainment.
  • Experience leading cross-functional support/delivery teams
  • Territory travel across the Southeast (up to 50%); on-site customer meetings, executive workshops, and project walkthroughs with pursuit teams.

Preferred

  • Master's 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.
Johnson Controls