Johnson Controls · 1 day ago
Senior Account Executive - Sustainable Infrastructure
Farmingdale, NY
Full-time
Onsite
Mid, Senior Level
$99K/yr - $132K/yr
5+ years expJohnson Controls is a company that provides sustainable infrastructure solutions. They are seeking a Senior Account Executive who will be responsible for selling complex bundled offerings to C-level customers, building long-term relationships, and ensuring customer satisfaction while driving revenue growth.
Industrial EngineeringPhysical SecuritySmart Building
Responsibilities
Sells, with minimal supervision, the JCI offerings persuasively, persistently and confidently to building owners and owner representatives at the C-level while reaching optimal profit levels
Particularly focusing on selling performance contracting while ensuring that we achieve maximize share of customers business
Focuses on demonstrating value at the executive level by providing solutions to business and financial challenges as well as working through gateways to achieve joint planning status
Sells, renews and expands renewable service agreements, including multi-year agreements, to both new and existing customer
Builds partnering relationships with the economic buyer, owner or owner representatives responsible for the decision making process to drive the solution sales of JCI offerings
Manages ongoing sales process, develops relationship, responds to and anticipates customer needs
Actively listens, probes and identifies concerns
Understands the customer's business and speaks their language
Demonstrates financial and business acumen to develop credibility, loyalty, trust and commitment
Seeks out, targets and initiates contact with prospective customers
Develops network of contacts
Understands and leverages sales process checkpoints as well as demonstrates evidence of gaining small trial closes and commitments
Qualifies and assesses potential customers
Refers leads to other business segments
Addresses customer's financial, business, operational and environmental objectives, needs and requirements
Recommends solutions that match the customer’s business and financial challenges
Differentiates JCI services and products from competitors based on business benefits and knowledge of competitor’s business strategies
Maximizes assigned Project Development Engineering resources effectively and efficiently
Ensures the customer and JCI receive maximum value from dedicated and assigned resources
Engages appropriate sales support resources determined by the JCI sales and business process, including COE (construction management services), energy and operational engineering and technical support, financial and legal resources, etc
Effectively writes, presents and communicates proposals
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 increase business opportunity in accounts
Leverages JCI sales process monthly checkpoints to gain progressive commitments from the customer
Manages the sales process steps of the pipeline with a focus on completing the Opportunity Action plan and meeting the milestones in the customer’s buying process
Leads the sales team by building and fostering team relationships to ensure customer satisfaction
Solicits support from and communicates effectively with internal staff
Develops relationship with Systems and Service sales organization to exceed customers' expectations
Owns and facilitates the customer relationship particularly when selling Performance Contracting initiatives
Acts as the customer’s advocate in interactions with the JCI organization to ensure the customer obtains the best value from the JCI offerings
Sets appropriate customer expectations on JCI product and service offerings
Participates in final project inspection
Ensures that the customer is trained and oriented to system operation or the value of services delivered
Assists in the development of the team or Area Office Solution sales and marketing plans and strategies
Aides in the implementation of these strategies and action plans
Targets new customers based on vertical market strategies
Keeps management informed of progress and account status
Knows when to call for assistance from upper management to keep the sales process moving
Attends and presents at trade show
Participates in professional organizations
Qualification
Required
Bachelor's degree in business, engineering, or related discipline required
A minimum of five to seven 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%
Preferred
MBA preferred
Benefits
Competitive Sales Incentive Plan
Competitive benefits package
Company
Johnson Controls
Johnson Controls offers smart buildings that create safe, healthy, and sustainable environments.
10001+ employees
H1B Sponsorship
Johnson Controls has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (61)
2024 (57)
2023 (80)
2022 (95)
2021 (81)
2020 (93)
Funding
Current Stage
Public CompanyTotal Funding
$1.6BKey Investors
US Department of Energy
2024-12-05Post Ipo Debt· $250M
2024-12-04Post Ipo Debt· $525.61M
2024-05-20Post Ipo Equity· $90M
Leadership Team
Joakim Weidemanis
Chief Executive Officer
Marc Vandiepenbeeck
Executive Vice President and Chief Financial Officer
Recent News
2026-01-16
Company data provided by crunchbase