Account Executive - Energy Solutions

What you will do

The Account Executive Energy Solutions position is part of our Sustainable Infrastructure business at Johnson Controls. We are seeking a high-performing sales professional to drive growth within the higher education sector, with a primary focus on Ontario and the opportunity to support pursuits across other regions.

In this role, you will partner with colleges and universities to address critical infrastructure challenges, including aging assets, deferred maintenance, and campus sustainability goals. You will lead the development of strategic opportunities that align with long-term institutional priorities and deliver measurable operational and financial outcomes.

Under general direction, you will be responsible for identifying, developing, and closing complex, multi-disciplinary energy and infrastructure solutions. These opportunities may include performance-based and long-term service solutions designed to support institutional objectives over time.

You will build and manage relationships across multiple levels of the organization, from facilities and operations teams to senior leadership. You will position Johnson Controls as a trusted partner by understanding each client’s business priorities and developing solutions that address both their immediate needs and long-term strategy.

This is a quota-carrying role with responsibility for building pipeline, advancing opportunities through a structured sales process, and delivering successful outcomes for both the customer and Johnson Controls.

How you will do it

Drives new business development within the higher education market by proactively identifying, qualifying, and pursuing opportunities. Builds a strong pipeline through targeted outreach, networking, and active engagement within the sector.

Establishes and maintains strong relationships with facilities, energy, and sustainability leaders, while engaging executive stakeholders to advance opportunities. Demonstrates the ability to understand institutional priorities and align solutions to both operational and strategic objectives.

Leads complex pursuits from early-stage engagement through to close. Coordinates internal teams including engineering, finance, legal, and operations to develop solutions that meet customer requirements and align with long-term institutional goals.

Develops solutions that integrate technical, operational, and financial considerations. Contributes to business case discussions and supports the overall deal strategy, working with internal experts to address detailed financial components when required.

Effectively communicates value through presentations, proposals, and executive-level discussions. Navigates complex sales environments including multi-stakeholder decision making, formal procurement processes, and negotiated opportunities.

Manages the full sales cycle, including opportunity planning, pipeline management, and forecasting. Leverages Johnson Controls sales tools and processes to track progress and advance opportunities through defined milestones.

Acts as the primary point of contact for the customer throughout the sales process. Ensures alignment between customer expectations and Johnson Controls capabilities, supporting a strong transition from sales to project execution.

Maintains a visible presence in the higher education market through participation in industry events, conferences, and professional organizations.

What we look for

• Bachelor’s degree in business, engineering, or a related discipline required

• Minimum of five to seven years of progressive sales experience with a proven ability to close complex opportunities

• Experience working with higher education, public sector, or large institutional clients preferred

• Demonstrated ability to engage both operational stakeholders and executive-level decision makers

• Strong commercial mindset with the ability to connect technical solutions to business outcomes

• Experience in energy, infrastructure, construction, or other technically complex solution sales preferred

• Exposure to performance-based or long-term service solutions is an asset

• Working knowledge of building systems, energy solutions, or infrastructure projects is desirable

• Strong communication, presentation, and relationship management skills

• Ability to manage multiple stakeholders and coordinate cross-functional teams

• Willingness to travel as required to support customer engagement

Who we are

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. 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 www.johnsoncontrols.com/tomorrowneedsyou.

HIRING SALARY RANGE: $92,200 - $138,600 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.)  This position includes a competitive benefits package. The posted salary range reflects the target compensation for this role. However, we recognize that exceptional candidates may bring unique skills and experiences that exceed the typical profile. If you believe your background warrants consideration beyond the stated range, we encourage you to apply. To support an efficient and fair hiring process, we may use technology assisted tools, including artificial intelligence (AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers. For details, please visit the About Us tab on the

Johnson Controls Careers site at https://jobs.johnsoncontrols.com/about-us

Johnson Controls’ Canadian subsidiaries are committed to providing reasonable accommodation to applicants, candidates and employees with disabilities, in accordance with applicable human rights legislation, and in Ontario, in accordance with the Accessibility for Ontarians with Disabilities Act (“AODA”). When requested, accommodation will be provided throughout all stages of the recruitment and selection process. To request accommodation, please contact us. Any information you provide related to accommodation measures will be treated as confidential. A copy of Johnson Controls’ applicable AODA policies are available on our website at www.johnsoncontrols.com for your reference, and can be made available in accessible formats upon request.