Smart Buildings Sustainability Account Executive

Siemens•Richmond, VA

5d•$94,207 - $161,498•Remote

About The Position

The Smart Infrastructure, Buildings, Sustainability Unit Account Executive manages and grows Siemens’ business in Virginia across higher education, K12 schools, and local government markets. The role develops customer-focused sales strategies and solutions to improve clients’ facilities, operations, and profitability, with emphasis on strategic selling in K12 and local government markets. The sales team works across Siemens divisions and local area offices to position Siemens for building retrofits, performance contracting, and other energy-related improvement projects involving comprehensive procurement processes. The Energy Performance Services Account Executive develops executive relationships and sales opportunities, manages complex deals, helps customers understand financial goals and infrastructure needs, secures contracts and financing, and coordinates internal and external resources to support successful project handoff. The role also supports customer satisfaction and communications throughout the project lifecycle, builds market knowledge and account strategies, prepares assessments and proposals, tracks sales activity and forecasts, and travels locally up to 50%. This is a remote position based in Virginia.

Requirements

Bachelor’s degree in Marketing or Business, or an equivalent combination of education and experience.
10+ years of executive consultative selling experience providing complex solutions or services and/or financial transactions that underwrite construction.
Experience selling and offering complex solutions in the energy field or an adjacent industry.
Experience working with long sales cycles.
Ability to plan, navigate, and negotiate sales processes.
Understanding of customer businesses and business drivers.
Verbal and written communication skills in English.
Organizational, presentation, and negotiation skills.
Experience with the Microsoft Office suite.
Must be at least 18 years of age and possess a valid driver’s license with limited violations.
Legally authorized to work in the United States on a continual and permanent basis without company sponsorship.

Nice To Haves

Relationships or history with local clients, specifically local governments and/or K12 schools in Virginia and neighboring states.
Strategic selling capabilities.
Expertise in the energy industry.
Proven ability to develop high-level customer relationships.
Master’s degree.
Proficiency with Salesforce CRM.

Responsibilities

Maintain executive and C-level relationships within identified accounts.
Identify and qualify sales leads independently and with cross-divisional sales teams, develop the sales funnel, and implement sales strategies and customer-specific sales plans.
Establish relationships in K12 schools’ and local government administrative communities.
Independently manage sophisticated deals within established guidelines.
Consultatively help customers understand financial business goals, uncover challenges, define long-term infrastructure solutions, and develop strategic approaches to win business.
Secure customer contracts and develop financing options to advance projects.
Coordinate with operations, finance, legal, and other internal and external resources to obtain customer commitment and ensure smooth sales-to-operations turnover before construction begins.
Support high customer satisfaction throughout the project lifecycle.
Work with Marketing on customer communications and outreach programs promoting Siemens projects and services.
Team-sell with other salespeople when appropriate and mutually beneficial.
Participate in civic and professional organizations, workshops, and seminars; keep current on market and business trends and understand customer drivers, objectives, and operational challenges.
Develop customer-specific value propositions and account strategies.
Complete needs assessments, financial justifications, proposals, and presentations.
Prepare sales activity reports, forecast reports, and expense tracking.
Travel locally up to 50%.