Sr. Account Executive

Country: United States of AmericaLocation: CAN29: NOR Morrisville, 200 Perimeter Park Drive, Perimeter Park, Morrisville, NC, 27560 USASr. Account Executive – North CarolinaExciting Things are Happening at NORESCOAs one of the largest energy services companies in the U.S., NORESCO utilizes design-build and performance-based contracting vehicles to deliver energy and maintenance savings and significant infrastructure upgrades to existing facilities. NORESCO also provides design, build, own, operate and maintain (DBOOM) services for central heating, cooling, and power-generation systems. NORESCO’s Sustainability Services group offers a full suite of sustainable design consulting services, including energy auditing, commissioning, and retro-commissioning, energy & daylighting analysis, LEED® certification consulting, and sustainability master planning.What makes NORESCO unique is our ability to engineer and implement turnkey energy solutions that meet each customer’s individual needs. At NORESCO, we pride ourselves on the excellent relationships we maintain with our customers. We earn their trust and respect through listening and timely response to their needs and concerns. These relationships, along with pursuing and hiring the best people, are truly why NORESCO is a leader in the energy industry.NORESCO is a Carrier company. We offer competitive compensation and benefits packages. NORESCO is looking for an experienced Lead Sr. Account Executive to join our growing teamKey Responsibilities:The consultative sale and marketing of energy infrastructure solutions to agency executives in the MUSH (municipalities, universities, schools, hospitals) sector through a variety of long-term, complex contracts, including Energy Savings Performance Contracts (ESPC)With expert and mastery-level knowledge of government ESPC and other contract vehicles and processes, educate customers through consultative selling to identify new business opportunities, markets and cultivate new customer prospectsUnderstand 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 standardsActively participate in relevant conferences and trade associationsEngage in industry events as a recognized leader in the ESCO fieldManage sales funnel to achieve business goals and strategic objectivesDemonstrate sound business judgment and critical thinking skills to balance risk and reward when qualifying and disqualifying opportunitiesPersuasively communicate rationale and recommendations in discussions with the NORESCO management and executive leadership teamWith expert knowledge of diverse Municipals, Universities, K-12 Schools and Hospitals (MUSH) and commercial and industrial customers and internal NORESCO disciplines, lead authorship of highly competitive RFP/RFQ responses, communicating capture win themes with contributing authors to ensure a cohesive and compelling responseCapture and manage detailed information from specific installations, campuses, sites, buildings, and facilitiesDevelop relationships and partnerships with sub-contractors who have a significant presence and solid reputation at specific non-federal facilitiesWith site information, coordinate internal strategy sessions to drive the development of new government opportunities through procurement and selectionDevelop, own, implement and adjust strategy to win opportunities through successful solicitation responsesMentor junior AEs as neededServe 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 metCommunicate internally for collaboration and consensus on strategies, presentations, and customer deliverables, and then communicate deliverables externally to Government executive leadersSuccessfully closed business in compliance with an annual sales goalParticipate on internal process improvement teams as neededAfter the sale, continue with account management to maintain relationships with existing customers and drive new business to help the customer meet State and Local goals or implement unfunded site infrastructure requirementsRequired Qualifications:High School Diploma7+ years of professional experience selling solutions into the Municipal, University, Schools, and/or Hospital sectors, Energy Management Consulting, and/or Design-Build markets5+ years of experience selling to C-Level targetsPreferred QualificationsBachelor's Degree highly preferred10+ years of professional experience in MUSH ESPC, Energy Management Consulting, and/or Design-Build and other alternative delivery construction marketsExperience presenting and selling to city councils, school boards and public forums highly preferredUnderstanding of public procurement for the energy services marketUnderstanding of standard building conservation measures (solar, lighting, HVAC, etc.)Knowledge of Water and Wastewater marketKnowledge of Commercial and Industrial marketsExperience mentoring sales reps