Senior Account Executive

About the Team

Our Sustainable Infrastructure (SI) business is dedicated to accelerating decarbonization, resilience, and operational outcomes for complex organizations. We combine creativity, drive, and executive presence to inspire C‑suite leaders to act, transforming how buildings and infrastructure operate through performance contracting, distributed energy, and as‑a‑Service solutions.

About the Role

As a Senior Account Executive, you will be a high‑impact, customer‑obsessed seller shaping and winning complex opportunities across Central and North Florida. This role is designed for a leader who can orchestrate cross‑functional pursuit teams—including Development Engineers, Performance Engineers, and Project Management—to deliver compelling, risk‑mitigated solutions. You will not only manage a book of business but also build trusted strategic relationships with C‑level stakeholders, uncovering business drivers to convert them into actionable transformation roadmaps.

Your day will involve designing provocative points‑of‑view that resonate with boards and elected officials, framing outcomes and risk transfer in language that inspires action. You will lead deal strategy, pricing, and governance while collaborating with engineering, delivery, and finance leaders to ensure design for performance and constructability. This is a role defined by executive storytelling, where you communicate complex solutions clearly to diverse audiences and drive accountability across sales stages.

Hiring Process

We utilize technology‑assisted tools, including artificial intelligence, to help identify and evaluate candidates to support an efficient and fair hiring process. However, all hiring decisions are ultimately made by human reviewers. We encourage you to apply even if your background warrants consideration beyond the stated salary range, as we recognize that exceptional candidates bring unique skills and experiences.

Equal Opportunity

Johnson Controls is an equal employment opportunity and affirmative action employer. We consider qualified applicants without regard to race, color, religion, sex, national origin, age, protected veteran status, status as a qualified individual with a disability, or any other characteristic protected by law. If you require an accommodation during the application process, please visit www.johnsoncontrols.com/tomorrowneedsyou.

Work location

Work model: On-site

372, Smedley Lane, Crystal Heights, Lake Mary, Seminole County, Florida, 32746, United States

Lake Mary, Florida

Key Responsibilities

check_circleSource and manage a healthy sales pipeline across government, education, healthcare, and commercial verticals
check_circleUtilize Salesforce CRM to track opportunities, document account progress, and ensure data integrity
check_circleLead deal strategy, pricing, risk governance, and forecasting to achieve bookings and margin targets
check_circleDeliver compelling presentations and executive briefings to diverse audiences including boards and elected officials
check_circleDesign executive narratives and points-of-view to inspire action on decarbonization and resilience initiatives
check_circlePartner with engineering, finance, and legal leaders to accelerate time-to-value and ensure margin integrity
check_circleAttend industry conferences and trade shows to expand professional networks and represent the company
check_circleShape and position complex solutions including performance contracting, design-build, and distributed energy services

Requirements

verified7–10+ years in complex solution selling
verifiedBachelor's degree in Engineering, Business, Finance, or related field
verifiedCEM, PE, or PMP certifications (preferred)
verifiedMaster's of Business Administration (MBA) (preferred)
verifiedPublic sector selling experience in Florida (preferred)
verifiedFluency in outcome based commercial models (preferred)
verifiedTerritory travel across Central and North Florida (up to 50%)

Nice to Have

Master's 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.

Benefits & Perks

check_circleCompetitive Sales Incentive Plan based on volume and margin

Skills, education and keywords

Skills: Salesforce, Cem, Pe, PMP, M&V, Performance Contracting, Esco, Distributed Generation, Solar, Battery Storage.

Education: Bachelor's degree in Engineering, Business, Finance, or related field required; Master's of Business Administration (MBA) or related post-graduate degree preferred.

Frequently asked questions about Senior Account Executive at Johnson Controls

What does a Senior Account Executive at Johnson Controls do?expand_more

A Senior Account Executive at Johnson Controls is responsible for the following: Source and manage a healthy sales pipeline across government, education, healthcare, and commercial verticals; Utilize Salesforce CRM to track opportunities, document account progress, and ensure data integrity; Lead deal strategy, pricing, risk governance, and forecasting to achieve bookings and margin targets; and Deliver compelling presentations and executive briefings to diverse audiences including boards and elected officials.

What are the requirements for this Senior Account Executive role?expand_more

Johnson Controls is looking for candidates who meet the following requirements: 7–10+ years in complex solution selling; Bachelor's degree in Engineering, Business, Finance, or related field; CEM, PE, or PMP certifications (preferred); Master's of Business Administration (MBA) (preferred); Public sector selling experience in Florida (preferred); and Fluency in outcome based commercial models (preferred).

Where is the Senior Account Executive role at Johnson Controls located?expand_more

Senior Account Executive at Johnson Controls is based in 372, Smedley Lane, Crystal Heights, Lake Mary, Seminole County, Florida, 32746, United States. This is a on-site role.

Is this Senior Account Executive job remote, hybrid, or on-site?expand_more

Johnson Controls has listed this Senior Account Executive role as on-site.

How much experience is required for this Senior Account Executive role?expand_more

Senior Account Executive at Johnson Controls typically requires 7+ years of relevant experience at the senior level.

What skills do you need for the Senior Account Executive role at Johnson Controls?expand_more

Key skills for Senior Account Executive at Johnson Controls include Salesforce; Cem; Pe; PMP; M&V; Performance Contracting; Esco; and Distributed Generation.

What education is required for Senior Account Executive at Johnson Controls?expand_more

Educational requirements for this role: Bachelor's degree in Engineering, Business, Finance, or related field required; and Master's of Business Administration (MBA) or related post-graduate degree preferred.

What category does the Senior Account Executive role belong to?expand_more

Senior Account Executive at Johnson Controls is part of the sales job category on Recrutus.