Johnson Controls
Sustainable Infrastructure
SeniorAccountExecutiveSustainability
“Senior Account Executive - Sustainability at Johnson Controls. Skills: Sustainable Infrastructure, Performance Contracting, Distributed Generation, As-a-Service. Build strategic relationships at C-level. Uncover business drivers”
What You'll Achieve.
Accelerate decarbonization; Achieve resilience outcomes; Achieve operational outcomes; Achieve bookings targets; Achieve margin targets; Achieve cash targets; Achieve recurring revenue targets; Maximize win rates; Drive energy gains; Drive reliability gains; Drive workforce productivity gains; Deliver measurable business results
Industry & Context.
Risk-mitigated solutions; Problem solving
Territory travel, On-site customer meetings, Executive workshops, Project walkthroughs
What They're Looking For.
Must Have
5+ years complex solution selling, Bachelor's degree, Demonstrated success selling to C-level, Multi-million-dollar bookings attainment, Margin attainment, Experience leading cross-functional teams, Territory travel up to 50%
Nice to Have
Master's degree, Public sector selling experience, Fluency in outcome based commercial models, Experience in performance guarantees, Experience in IaaSaaS/EaaS, Experience in structured financing, Experience in risk governance
What You'll Do.
Build strategic relationships at C-level
Uncover business drivers
Convert drivers into roadmaps
Design executive narratives
Balance programmatic growth
Achieve bookings targets
Achieve margin targets
Achieve recurring revenue targets
Manage pipeline in Salesforce
Document account progress
Ensure data integrity
Maintain customer interaction records
Maintain deal stage records
Maintain forecast update records
Progress deals efficiently
Inform management of account status
Inform management of deal progress
Inform management of critical developments
Escalate opportunities
Position digital outcomes
Position recurring value
Grow recurring service revenue
Package performance guarantees
Package customer success
Package lifecycle asset strategies
Model performance culture
Convene pursuit teams
Set scope for pursuit teams
Set solution strategy
Align engineering with customer
Align delivery with customer
Align M&V with customer
Align operations with customer
Ensure design for performance
Ensure constructability
Ensure maintainability
Partner with Marketing
Partner with Legal/Risk
Partner with Delivery leaders
Accelerate time-to-value
Ensure cash discipline
Ensure margin integrity
Participate in professional organizations
Develop industry network
Maintain industry network
How You'll Work.
Team & Collaboration
Cross-functional pursuit teams; Sales and Development teams; Marketing; Finance; Legal/Risk; Delivery leaders
Communication Scope
Executive narratives; Persuasive communication; Presentation skills; Customer meetings; Executive briefings; Oral interviews
Process & Methodology
Performance contracting, Design-Build, Advisory services, Energy services, O&M, Facility management, Distributed Generation, Microgrids, As-a-Service models
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