Enterprise Strategic Account Executive, Commercial Real Estate

About us

Johnson Controls, a global leader in thermal management, mission-critical building systems, energy efficiency, and decarbonization, helps customers use energy more productively, reduce carbon emissions, and operate with the precision and resilience required in rapidly expanding industries such as data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education.

For more than 140 years, Johnson Controls has delivered performance where it really matters. Backed by advanced technology, lifecycle services and an industry-leading field organization, we elevate customer performance, turn goals into real-world results and help move society forward.

What you will do

Johnson Controls is evolving this Strategic Account Executive role to lead one of our most complex enterprise relationships. In this position, you will own the commercial strategy for a major Commercial Real Estate and Integrated Facilities Management alliance and help convert a partner-managed client portfolio into a disciplined, profitable growth platform.

You will work at the intersection of the IFM partner, the end-user customer, and Johnson Controls, bringing together account strategy, commercial execution, and cross-functional alignment to win the opportunities that matter most.

This role is accountable for the commercial leadership of the alliance and its managed-client portfolio. You will build a fact-based growth thesis, strengthen executive relationships, guide opportunity prioritization, and align Johnson Controls resources behind the portfolio strategy. Success in this role depends on the ability to manage complex economics, influence procurement and sourcing decisions, and translate operating performance into future enterprise opportunity.

How you will do it

• Own the enterprise account strategy for the IFM alliance, connecting partner priorities to Johnson Controls capabilities, investments, and growth plans.
• Track and manage account economics, including revenue, bookings, gross margin, recurring base, renewals, pipeline, forecast, fees, payment terms, and commercial leakage.
• Develop trusted relationships across alliance leadership, sourcing, procurement, operations, supplier management, and executive governance.
• Protect and improve the commercial model by influencing terms, fee structures, discounts, approval paths, payment terms, renewals, and supplier-program requirements.
• Prioritize partner-managed end-user accounts by economic value, strategic relevance, complexity, transition risk, and growth potential.
• Map the route to revenue by assessing sourcing paths, preferred-supplier position, contract channels, approvals, work-order access, systems requirements, and field dependencies before commitments are made.
• Create repeatable enterprise plays that connect customer capital plans, asset risk, standardization, sustainability, resilience, and lifecycle needs to HVAC, controls, fire, security, and digital solutions.
• Govern conversion across the portfolio by assigning opportunity ownership, removing partner barriers, and maintaining accurate attribution across direct, IFM-routed, and jointly sponsored pursuits.
• Lead through influence across domain, regional, branch, operations, program, finance, legal, digital, and executive teams.
• Partner with direct account leadership on priority end-user accounts to align on a shared account thesis, relationship map, opportunity plan, executive agenda, and customer narrative.
• Use CRM, business intelligence tools, account plans, and structured problem solving to improve forecast quality, conversion, and account health.
• Bring operations into the pursuit early, establish the IFM operating path, and complete a formal commercial-to-delivery handoff.
• Lead the alliance as a business by building a multi-year growth and defense plan and keeping the strategy current as priorities, economics, and customer needs change.
• Own commitments with accountability, safety, and integrity so commercial decisions support profitable growth and the delivery organization can execute with confidence.
• Stay close to the work and remove obstacles by understanding the commercial and operational path from partner demand to customer delivery.
• Develop multi-threaded executive relationships that create alignment across the partner, the customer, and Johnson Controls.
• Use facts to manage the portfolio by maintaining clear visibility to revenue, margin, renewals, pipeline, forecast, and commercial risk.
• Improve every day through candor and problem solving by using structured reviews, CRM discipline, and business intelligence to sharpen forecast accuracy and opportunity quality.
• Win as one team by bringing together commercial, operational, digital, finance, legal, and field stakeholders with trust and respect for different perspectives.
• Protect delivery readiness by engaging operations before customer commitments are finalized and completing a clean handoff from commercial pursuit to execution.

What we look for

Required

• 12+ years of progressive experience in enterprise sales, strategic accounts or alliances, including leadership of a
• $100M+ portfolio or a comparably complex enterprise business.
• A demonstrated record of creating, structuring and closing large, complex, multi-site or long-term opportunities through direct and partner-led routes to market.
• Strong knowledge of IFM, sourcing, procurement, supplier programs and portfolio governance, with the ability to navigate both partner and end-user organizations.Financial and analytical fluency across revenue, margin, pipeline, forecast, renewals, terms and portfolio performance; strong command of CRM and business-intelligence tools.
• Evidence of influencing senior executives and leading cross-functional teams across functions and geographies in a highly matrixed environment.
• Bachelor's degree in Engineering, Business or a related field, or equivalent demonstrated

Preferred

• Experience with global IFM providers such as CBRE, JLL or Cushman & Wakefield, including preferred-supplier, sourcing, transition or alliance-governance programs.
• Working fluency across building systems and lifecycle solutions, including HVAC, controls, fire, security, digital, energy and service offerings.
• Experience influencing enterprise standards, capital roadmaps, portfolio transformations or multi-country customer programs.
• MBA or other relevant advanced degree; training in structured problem solving, Lean or Six Sigma methods.

Salary Range: HIRING SALARY RANGE: $113,000- 176,000(Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis. 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 International plc. 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, genetic information, sexual orientation, gender identity, status as a qualified individual with a disability or any other characteristic protected by law. To view more information about your equal opportunity and non-discrimination rights as a candidate, visit EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit here.