Enterprise Strategic Account Executive, Commercial Real Estate

Johnson Controls•Glendale, AZ

5d•$113,000 - $176,000

About The Position

Johnson Controls is seeking an Enterprise Strategic Account Executive to lead a complex commercial real estate and Integrated Facilities Management (IFM) alliance. The role owns the commercial strategy for the alliance and its partner-managed client portfolio, building a fact-based growth strategy, strengthening executive relationships, prioritizing opportunities, and aligning company resources to pursue profitable growth. It operates across the IFM partner, end-user customers, and Johnson Controls, combining account strategy, commercial execution, and cross-functional coordination. The position manages portfolio economics and commercial risk, influences procurement and sourcing decisions, and converts operating performance into future enterprise opportunities. The role also develops multi-year growth and defense plans, creates repeatable enterprise plays for building and lifecycle solutions, and ensures that operations are involved early enough to support a clean transition from commercial pursuit to delivery.

Requirements

12+ years of progressive experience in enterprise sales, strategic accounts, or alliances, including leadership of a $100M+ portfolio or comparably complex enterprise business.
Demonstrated record of creating, structuring, and closing large, complex, multi-site or long-term opportunities through direct and partner-led routes to market.
Strong knowledge of IFM, sourcing, procurement, supplier programs, and portfolio governance, with ability to navigate partner and end-user organizations.
Financial and analytical fluency across revenue, margin, pipeline, forecast, renewals, terms, and portfolio performance.
Strong command of CRM and business-intelligence tools.
Evidence of influencing senior executives and leading cross-functional teams across functions and geographies in a highly matrixed environment.
Bachelor's degree in Engineering, Business, or a related field, or equivalent demonstrated experience.

Nice To Haves

Experience with global IFM providers such as CBRE, JLL, or Cushman & Wakefield, including preferred-supplier, sourcing, transition, or alliance-governance programs.
Working fluency across building systems and lifecycle solutions, including HVAC, controls, fire, security, digital, energy, and service offerings.
Experience influencing enterprise standards, capital roadmaps, portfolio transformations, or multi-country customer programs.
MBA or other relevant advanced degree.
Training in structured problem solving, Lean, or Six Sigma methods.

Responsibilities

Own enterprise account strategy for the IFM alliance, linking partner priorities with Johnson Controls capabilities, investments, and growth plans.
Track and manage account economics, including revenue, bookings, gross margin, recurring base, renewals, pipeline, forecast, fees, payment terms, and commercial leakage.
Develop relationships across alliance leadership, sourcing, procurement, operations, supplier management, and executive governance.
Protect and improve the commercial model by influencing terms, fee structures, discounts, approval paths, payment terms, renewals, and supplier-program requirements.
Prioritize partner-managed end-user accounts based on economic value, strategic relevance, complexity, transition risk, and growth potential.
Assess sourcing paths, preferred-supplier position, contract channels, approvals, work-order access, systems requirements, and field dependencies before making commitments.
Develop repeatable enterprise plays connecting customer capital plans, asset risk, standardization, sustainability, resilience, and lifecycle needs to HVAC, controls, fire, security, and digital solutions.
Govern portfolio conversion by assigning opportunity ownership, removing partner barriers, and maintaining accurate attribution across direct, IFM-routed, and jointly sponsored pursuits.
Lead across domain, regional, branch, operations, program, finance, legal, digital, and executive teams through influence.
Partner with direct account leadership on priority end-user accounts to align account strategy, relationship maps, opportunity plans, executive agendas, and customer narratives.
Use CRM, business intelligence tools, account plans, and structured problem solving to improve forecast quality, conversion, and account health.
Engage operations early, establish the IFM operating path, and complete a formal commercial-to-delivery handoff.
Build and maintain a multi-year alliance growth and defense plan, updating it as priorities, economics, and customer needs change.
Own commitments with accountability, safety, and integrity, ensuring commercial decisions support profitable growth and delivery readiness.
Develop multi-threaded executive relationships across the partner, customer, and Johnson Controls.
Maintain clear visibility into revenue, margin, renewals, pipeline, forecast, and commercial risk; use structured reviews and CRM discipline to improve forecast accuracy and opportunity quality.
Bring commercial, operational, digital, finance, legal, and field stakeholders together, and remove obstacles across the path from partner demand to customer delivery.