Senior Account Executive | Performance Infrastructure & Energy Solutions - Military Veterans

at Johnson Controls, Inc.

Syracuse, New York

What you will do

Under general direction,responsible for the sale of large, complex, bundled offerings with guaranteedsavings to high potential, solution sales customers at the C-level. Promote theJCI value proposition at the executive level (C-level) by providing solutionsto the customer’s business and financial challenges. Builds and manages longterm customer relationships/partnerships with key and target building owners.Responsible for customer satisfaction. Executes the sales process to aid incultivating and managing long-term relationships and in seeking out, qualifyingand closing new sales and guaranteed savings opportunities. Positions renewableservice agreements and guaranteed savings as the foundation of managed accountrelationships. Utilizes sales tools to plan and document progress as well asincrease business opportunity in accounts. Leverage monthly checkpoints to gainprogressive commitments from the customer. Seeks to expand the depth andbreadth of offerings within that account. Selectaccount team on key and target customers. Focused in a vertical market.

How you will do it

•Sells, with minimal supervision, the JCI offerings persuasively, persistentlyand confidently to building owners and owner representatives at the C-levelwhile reaching optimal profit levels. Particularly focusing on sellingperformance contracting while ensuring that we achieve maximize share ofcustomers business. Focuses on demonstrating value at the executive level byproviding solutions to business and financial challenges as well as workingthrough gateways to achieve joint planning status. Sells, renews and expandsrenewable service agreements, including multi-year agreements, to both new andexisting customer. • Builds partnering relationships with the economic buyer,owner or owner representatives responsible for the decision making process todrive the solution sales of JCI offerings. Manages ongoing sales process,develops relationship, responds to and anticipates customer needs. Activelylistens, probes and identifies concerns. Understands the customer's businessand speaks their language. Demonstrates financial and business acumen todevelop credibility, loyalty, trust and commitment. • Seeks out, targets andinitiates contact with prospective customers. Develops network of contacts.Understands and leverages sales process checkpoints as well as demonstratesevidence of gaining small trial closes and commitments. Qualifies and assessespotential customers. Refers leads to other business segments. • Addressescustomer's financial, business, operational and environmental objectives, needsand requirements. Recommends solutions that match the customer’s business andfinancial challenges. Differentiates JCI services and products from competitorsbased on business benefits and knowledge of competitor’s business strategies. •Maximizes assigned Project Development Engineering resources effectively andefficiently. Ensures the customer and JCI receive maximum value from dedicatedand assigned resources. Engages appropriate sales support resources determinedby the JCI sales and business process, including COE (construction managementservices), energy and operational engineering and technical support, financialand legal resources, etc. • Effectively writes, presents and communicatesproposals. Secures major opportunities through the use of financial agreements.Negotiates value, addresses resistance when demonstrated, and closes the sale.• Utilizes applicable sales tools effectively (Salesforce, Account Management,Account Plan and TAS) to plan and document progress as well as increasebusiness opportunity in accounts. Leverages JCI sales process monthlycheckpoints to gain progressive commitments from the customer. Manages thesales process steps of the pipeline with a focus on completing the OpportunityAction plan and meeting the milestones in the customer’s buying process. •Leads the sales team by building and fostering team relationships to ensurecustomer satisfaction. Solicits support from and communicates effectively withinternal staff. Develops relationship with Systems and Service salesorganization to exceed customers' expectations. Owns and facilitates thecustomer relationship particularly when selling Performance Contracting initiatives.• Acts as the customer’s advocate in interactions with the JCI organization toensure the customer obtains the best value from the JCI offerings. Setsappropriate customer expectations on JCI product and service offerings.Participates in final project inspection. Ensures that the customer is trainedand oriented to system operation or the value of services delivered. • Assistsin the development of the team or Area Office Solution sales and marketingplans and strategies. Aides in the implementation of these strategies andaction plans. Targets new customers based on vertical market strategies. •Keeps management informed of progress and account status. Knows when to callfor assistance from upper management to keep the sales process moving. • Attendsand presents at trade show. Participates in professional organizations.

What we look for


• Bachelor’s degree in business, engineering, or related discipline required. • A minimum of 8 (eight) years of progressive field sales experience at the C-level. • Excellent initiative, and interpersonal communications skills. • Demonstrated ability to influence the market at key levels. • Ability to travel 50%.

MBA preferred

Johnson Controls International plc. is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, genetic information, status as a qualified individual with a disability, or any other characteristic protected by law. For more information, please view EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit

Syracuse, New York


Johnson Controls -

The future is being built today, and Johnson Controls is making that future more productive, more secure and more sustainable. We create intelligent buildings, efficient energy solutions, integrated infrastructure and next generation transportation systems that work seamlessly together to deliver on the promise of smart cities and communities. At its core, that promise is about delivering innovation that make people’s lives – and the world – better.

Johnson Controls is a global diversified technology and multi industrial leader serving a wide range of customers in more than 150 countries. Our commitment to sustainability dates back to our roots in 1885, with the invention of the first electric room thermostat. We are committed to helping our customers win and creating greater value for all of our stakeholders through strategic focus on our buildings and energy growth platforms.

Explore our site to learn how our innovative solutions are driving the future of urban efficiency.

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