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Account Executive Higher Educa...

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Job Summary

Company
Johnson Controls
Location
Bothell, WA
Industries
Other/Not Classified
Job Type
Full Time
Employee
Career Level
Experienced (Non-Manager)
Job Reference Code
4307_WD30045198072

Account Executive Higher Education

About the Job

Sr Account Executive Energy Solutions

 

What you will do



Under general direction, responsible
for the sale of large, complex, bundled solution offerings with guaranteed
savings to K-12 (public & private), Higher Education (public &
private), Local Government and other public sector agencies at the C-level.
This position is responsible for selling multi-million dollar Performance
Infrastructure projects that positively impact the learning & living
environments that our clients provide to their constituents.  Gain access
to and establish sales calls with School District Superintendents & CFO’s,
College Presidents & CFO’s, City Managers, Mayors, County Managers, elected
officials and council/board members.  Cultivate new relationships,
leverage existing reference base and manage active targeted marketing campaigns
to build and balance a sustainable pipeline of business.  Build
relationships with State Energy Office, Local Government Commission and other
state regulatory bodies.  Manage a team of engineering, operations and
proposal development resources to customize solutions with measured outcomes
for the client.


 

How you will do it


  • Sells,
    with minimal supervision, JCI solutions persuasively, persistently and
    confidently to K-12 (public & private), Higher Education (public &
    private), Local Government and other public sector agencies at the C-level with
    a focus on Performance Contracting.  

  • Uses
    the Challenger Sales Model to demonstrate JCI value at the executive level by
    providing solutions that positively impact business and financial challenges in
    a collaborative environment.

  • Builds
    partnering relationships with the executive, financial & technical buyers
    responsible for the decision making process to drive the solution sale from
    first call through close.

  • Actively
    listens, probes and identifies challenges & 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 within the client, contractor, political & influencer
    communities.

  • Understands
    and leverages sales process milestones as well as demonstrates evidence of
    gaining small trial closes and commitments. Documents progress in
    salesforce.com.

  • Differentiates
    JCI from competitors based on business benefits and knowledge of competitor’s
    business strategies to address objections and resistance early in the selling
    process.

  • Effectively
    communicates with fellow team members, resources and branch partners in the
    geography.

  • Effectively
    writes, presents and communicates proposals.  












 

What we look for


  • Three
    (3) years’ experience selling into K-12 (public & private), Higher
    Education (public & private), Local Government and other public sector
    agencies at the C-level.

  • Strong
    understanding of a conceptual & complex sales process and the dynamics of
    what it takes to sell multi-million dollar contracts through a long sales
    cycle.

  • Experience
    with leveraging a value proposition, linking it to the offering and gaining
    access to decision makers.

  • Drive
    the sales process, not be reactionary.

  • Financial
    acumen.

  • Strategic
    thinker, self- driven, with a strong drive to succeed.

  • Magnetic
    personality with a desire to win.

  • ~20-30%
    overnight travel.


Preferred  


  • Experience
    navigating highly political organizations

  • BA
    degree/MBA


 

Who we are



At
Johnson Controls, we’re shaping the future to create a world that’s safe,
comfortable and sustainable. Our global team creates innovative, integrated
solutions to make cities more connected, buildings more intelligent and
vehicles more efficient. We are passionate about improving the way the world
lives, works and plays. The future requires bold ideas, an entrepreneurial
mind-set and collaboration across boundaries. You need a career focused on
tomorrow. Tomorrow needs you.


Johnson Controls 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, status as a qualified
individual with a disability, or any other characteristic protected by law. If
you are an individual with a disability and you need an accommodation during
the application process please email
SpecialAccommodations@Tyco.com


 

 









 

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