Enterprise Strategic Account Executive, Commercial Real Estate

Johnson Controls•Glendale, AZ

6d•$113,000 - $176,000

About The Position

Johnson Controls is seeking an Enterprise Strategic Account Executive to lead a complex enterprise relationship involving a major Commercial Real Estate and Integrated Facilities Management (IFM) alliance. The role owns the commercial strategy for the alliance and its partner-managed client portfolio, turning that portfolio into a disciplined, profitable growth platform. It operates across the IFM partner, end-user customers, and Johnson Controls, combining account strategy, commercial execution, and cross-functional alignment. The position is accountable for building a fact-based growth thesis, strengthening executive relationships, prioritizing opportunities, managing complex commercial economics, influencing procurement and sourcing decisions, and translating operating performance into future enterprise opportunities. The successful candidate will lead the alliance as a business, govern conversion across the portfolio, maintain visibility into financial and commercial performance, and ensure operational readiness through early engagement and formal commercial-to-delivery handoffs.

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 the 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 the enterprise account strategy for the IFM alliance, connecting partner priorities to 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 trusted 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.
Create 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 through influence across domain, regional, branch, operations, program, finance, legal, digital, and executive teams.
Partner with direct account leadership on priority end-user accounts to align on 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 growth and defense plan for the alliance as priorities, economics, and customer needs change.
Own commitments with accountability, safety, and integrity, supporting profitable growth and delivery readiness.
Remove obstacles by understanding the commercial and operational path from partner demand to customer delivery.
Develop multi-threaded executive relationships that align the partner, customer, and Johnson Controls.
Maintain clear portfolio visibility into revenue, margin, renewals, pipeline, forecast, and commercial risk.
Use structured reviews, CRM discipline, and business intelligence to improve forecast accuracy and opportunity quality.
Bring commercial, operational, digital, finance, legal, and field stakeholders together, respecting different perspectives.
Engage operations before customer commitments are finalized and ensure a clean handoff from commercial pursuit to execution.