Account Executive Solutions Sales - Public Sector

Johnson Controls is a world-class employer where ingenuity and excellence are welcome. As a diversified, industrial growth company, we have achieved increased sales for 61 consecutive years. And we do everything possible to value, challenge and reward our employees. Our people enjoy working for a successful company that offers leadership development from within, a commitment to diversity and inclusion, competitive salaries and benefits – and more. At Johnson Controls, you’ll be challenged to innovate and encouraged to apply your talent and knowledge. And you will be well-rewarded for delivering results.A U.S. Fortune 70 company, Johnson Controls is a global leader in creating smart environments, and bringing ingenuity to the places where people live, work and travel. We design and produce automotive interiors that help make the driving experience more comfortable, safe and enjoyable. Products and services from Johnson Controls also enhance the comfort, safety and energy-efficiency of buildings. We also are the world’s leading supplier of batteries used in automobiles, including conventional cars and trucks, as well as hybrid-electric vehicles. Johnson Controls has been recognized consistently as one of the world’s best-managed companies. Editors at Forbes magazine recently had this to say about our company: “Johnson Controls’ growth and profitability qualify it squarely for our list of the best-managed companies in the United States.”The global Johnson Controls community includes more than 140,000 employees in 75 countries and six continents. Enabling our people to develop, succeed and excel – and ensuring their health, safety and well-being – are critically important to us. We value teamwork, integrity and diversity. And we welcome anyone who shares our commitment to ingenuity and excellence.EOE/AA EmployerUnder general direction, responsible for the sale of large, complex, bundled offerings with guaranteed savings to high potential, Public Sector solution sales customers at the C-level. Promote the JCI value proposition at the executive level (C-level) by providing solutions to the customer's business and financial challenges. Builds and manages long term customer relationships/partnerships with key and target building owners.  Responsible for customer satisfaction. Executes the sales process to aid in cultivating and managing long-term relationships and in seeking out, qualifying and closing new sales and guaranteed savings opportunities. Positions renewable service agreements and guaranteed savings as the foundation of managed account relationships. Utilizes sales tools to plan and document progress as well as increase business opportunity in accounts.  Leverage monthly checkpoints to gain progressive commitments from the customer. Seeks to expand the depth and breadth of offerings within that account.  Select account team on key and target customers. Focused in the public sector market. PRINCIPAL DUTIES: 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. Effectively writes, presents and communicates proposals.  Secures major opportunities through the use of financial agreements.  Utilizes applicable sales tools effectively (SMIS, Account Management, Account Plan and TAS) to plan and document progress as well as increase business opportunity in accounts.  Leads the sales team by building and fostering team relationships to ensure customer satisfaction.  Solicits support from and communicates effectively with internal staff. 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.  Assists in the development of the team or Area Office Solution sales and marketing plans and strategies.Bachelor's degree in business, engineering, or related discipline required. MBA preferred.  A minimum of five to seven years of progressive field sales experience at the C-level preferrably selling solutions to the Public Sector.  Excellent initiative, and interpersonal communications skills.  Demonstrated ability to influence the market at key levels.  Ability to travel 50%.