Higher Education Vertical Market Leader
About The Position
The Higher Education Vertical Market Leader is responsible for designing and executing the Energy Services go-to-market strategy within the higher education sector. This role will build vertical-specific programming, deploy strategies, and lead a team of Account Executives focused on driving bookings and maintaining a robust opportunity pipeline. The leader will guide the team in crafting tailored value propositions for complex customer needs—including structuring and negotiating advanced financial solutions such as energy-as-a-service agreements, performance contracts, and other innovative financial instruments. The position works closely with cross-functional teams and executive leadership to ensure Trane delivers differentiated, high-impact energy solutions for colleges and universities across North America.
Requirements
- Bachelor’s degree in Business, Finance, Engineering, or related field; MBA or advanced degree preferred.
- Minimum 7 years of progressive sales leadership experience, preferably in energy or facilities solutions for higher education or the public sector.
- Proven expertise in structuring complex energy or infrastructure deals using advanced financial structures (e.g., performance contracts, EaaS, P3, MESA).
- Solid understanding of the higher education decision-making process, funding mechanisms, and long-term financial planning.
- Demonstrated ability to build, lead, and motivate high-performing sales teams.
- Excellent financial modeling, contract negotiation, and risk assessment skills.
- Strong communication, stakeholder management, and problem-solving abilities.
Responsibilities
- Develop and execute a comprehensive go-to-market strategy for the higher education vertical.
- Build and deploy market programs, campaigns, and offerings to address vertical-specific challenges and opportunities.
- Stay current on industry trends, innovative contract models, and regulatory environment changes impacting higher education clients.
- Directly support and coach Account Executives in developing and structuring complex deals.
- Lead the synthesis of customized commercial structures, incorporating advanced financial solutions such as energy performance contracting, energy-as-a-service (EaaS), public-private partnerships (P3), managed energy service agreements (MESA), and related mechanisms.
- Serve as the primary escalation point for advanced deal strategy, financial modeling, risk assessment, and contract negotiation efforts.
- Ensure that all financial structures align with client goals, support sustainability outcomes, and adhere to Trane Technologies’ risk management policies.
- Hire, develop, and lead a high-performing team of Account Executives specializing in higher education customers.
- Set team objectives, track performance, and develop team capabilities in consultative and solution selling, deal structuring, and financial acumen.
- Foster a culture of accountability, continuous improvement, and innovation.
- Oversee execution of the vertical’s strategic plan in pursuit of bookings, pipeline health, and growth objectives.
- Forecast pipeline accurately and ensure disciplined opportunity management across the team.
- Provide hands-on support for major pursuits, deal review, and advanced proposal development.
- Build and maintain relationships with key decision makers at higher education institutions, including CFOs, sustainability officers, and facilities leadership.
- Represent Trane at industry events and forums; communicate thought leadership on energy and financial innovations.
- Work closely with internal product, marketing, service, legal, and finance teams to support proposal development and due diligence.
- Provide market and customer feedback to influence solution development and go-to-market approaches.
Benefits
- Health insurance
- Holistic wellness programs with generous incentives
- Family building benefits include fertility coverage and adoption/surrogacy assistance.
- 401K match up to 6%, plus an additional 2% core contribution
- 15 vacation days
- 9 paid holidays
- 3 floating holidays
- Sick leave
- Additional options to support volunteer and parental leave.
- Educational and training opportunities through company programs
- Tuition assistance
- Student debt support
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What This Job Offers
Job Type
Full-time
Career Level
Senior
