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Senior Account Executive

1 month ago

Sacramento, California, United States Carrier Full time
Job Title: Senior Account Executive - Energy Solutions About the Role: We are seeking an experienced Senior Account Executive to join our team at Carrier. As a key member of our sales team, you will be responsible for selling energy infrastructure solutions to agency executives in the federal sector through long-term, complex contracts. You will work closely with customers to identify new business opportunities, cultivate new customer prospects, and develop relationships with sub-contractors who have a significant presence at specific federal facilities. Key Responsibilities: * Consultative sale and marketing of energy infrastructure solutions to agency executives in the federal sector through long-term, complex contracts * Educate customers through consultative selling to identify new business opportunities, markets, and cultivate new customer prospects * Understand and influence customers in the buying process, offering novel and unique solutions to help organizational leaders achieve compliance with energy and decarbonization policies, goals, and standards * Actively participate in relevant conferences and trade associations * Engage in industry events as a recognized leader in the ESCO field * Manage sales funnel to achieve business goals and strategic objectives * Demonstrate sound business judgment and critical thinking skills to balance risk and reward when qualifying and disqualifying opportunities * Persuasively communicate rationale and recommendations in discussions with the NORESCO management and executive leadership team * Lead authorship of highly competitive RFP/RFQ responses, communicating capture win themes with contributing authors to ensure a cohesive and compelling response * Capture and manage detailed information from specific federal installations, campuses, sites, buildings, and facilities * Develop relationships and partnerships with sub-contractors who have a significant presence and solid reputation at specific federal facilities * Coordinate internal strategy sessions to drive the development of new government opportunities through procurement and selection * Develop, own, implement, and adjust strategy to win opportunities through successful solicitation responses * Mentor junior AEs as needed * Serve as a customer advocate, coordinating with and influencing the internal project development team and decision-makers at all leadership levels throughout the sales, development, and implementation phases to ensure customer expectations and requirements are met * Communicate internally for collaboration and consensus on strategies, presentations, and customer deliverables, and then communicate deliverables externally to Government executive leaders * Successfully closed business in compliance with an annual sales goal * Participate on internal process improvement teams as needed Required Qualifications: * High School Diploma * 7+ years of professional experience selling solutions into the Municipal, University, Schools, and/or Hospital sectors, Energy Management Consulting, and/or Design-Build markets * 5+ years of experience selling to C-Level targets Preferred Qualifications: * Bachelor's Degree highly preferred * 10+ years of professional experience in MUSH ESPC, Energy Management Consulting, and/or Design-Build and other alternative delivery construction markets * Experience presenting and selling to city councils, school boards, and public forums highly preferred * Understanding of California public procurement for the energy services market * Understanding of standard building conservation measures (solar, lighting, HVAC, etc.) * Knowledge of Water and Wastewater market * Knowledge of Commercial and Industrial markets * Experience mentoring sales reps Pay Range: $112,828 - $157,959 Annually Carrier is An Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status, age, or any other federally protected class. Job Applicant's Privacy Notice: Click on this link to read the Job Applicant's Privacy Notice