Senior Account Executive - Sustainable Infrastructure (Central and North Florida)

Johnson Controls • Lake Mary, FL

1d • Remote

About The Position

The Senior Account Executive is a high-impact, customer-obsessed seller who creates, shapes, and wins complex Sustainable Infrastructure (SI) opportunities across Central and North Florida. This leader combines creativity, drive, and executive presence to inspire C-suite customers to act—accelerating 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.

Requirements

• 7–10+ 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.
• 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 Central and North Florida (up to 50%); on-site customer meetings, executive workshops, and project walkthroughs with pursuit teams.

Nice To Haves

• Advanced degree or certifications (CEM, PE, PMP) a plus.
• Master of Business Administration (MBA), or related post-graduate studies/degree.
• Public sector (state/local/education) selling experience in Florida.
• Fluency in outcome based commercial models (performance guarantees, IaaS/BaaS/EaaS, structured financing) and risk governance.

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 action —framing 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 culture—coach 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 Operations —setting 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.

Benefits

• Competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis.
• Competitive benefits package.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior