Comprehensive Solutions Account Executive

Comprehensive Account Executive

At Trane Technologies and through our businesses including Trane and Thermo King, we create innovative climate solutions for buildings, homes, and transportation that challenge what's possible for a sustainable world. We're a team that dares to look at the world's challenges and see impactful possibilities. We believe in a better future when we uplift others and enable our people to thrive at work and at home. We boldly go.

As a Comprehensive Account Executive for the business with Trane, you will be the primary driver for our financially and sustainability driven solution-sales opportunities. You will be responsible for identifying and qualifying new business as well as developing strategic customer relationships with public and private sector customers seeking value and outcome-based solutions.

Thrive at work and at home:

• Benefits kick in on day one for you and your family, including health insurance and holistic wellness programs that include generous incentives – WE DARE TO CARE!
• Family building benefits include fertility coverage and adoption/surrogacy assistance.
• 401K match up to 6%, plus an additional 2% core contribution = up to 8% company contribution.
• Paid time off, including in support of volunteer and parental leave needs.
• Educational and training opportunities through company programs along with tuition assistance and student debt support.

Where is the work: This role is based remotely and the work will be performed in the State of Florida.

What you will do:

• Project synthesis
• Develops & manages process for discovering client business needs and aligns with solutions
• Evaluates projects and aligns process/solutions
• Works directly & indirectly with clients on projects to confirm structured finance solution(s)
• Client discovery & qualification
• Works directly / client executives to develop financial pro forma & associated business case(s)
• Convert leads into opportunities by assigning the appropriate sales process, identifying the required project team members, making assignments, and communicating the next steps in the process.
• Energy services project strategy
• Understand macro market & finance trends & informs current offerings/projects
• Directly monitors/engages clients to establish creative financial solutions that enhance/expand the projects
• Proactively engages with regional sales & leadership teams to develop/optimize strategies on priority projects
• Stays abreast of current finance trends for emerging offerings & applies to current projects
• Actively maintains market-oriented relationships (external) to support the full set of offerings
• Establishes and advances Trane's thought leadership position in focus market(s). Works directly with clients to establish key indicators to align/develop tailored offerings
• Identify and close large deals or sales opportunities. This role requires the salesperson to consistently achieve quota targets and build, maintain, and grow a multi-million-dollar pipeline.
• Provide knowledge and consultation to our customers on the financial drivers, legislation and requirements for energy and outcome-based driven sales
• Regional engagement
• Maintains active relationship(s) w/ regional energy services sales leaders & CSAEs
• Supports the growth of pipeline & project size with creative/accretive structured finance approaches
• Maintains a visible & active sales/project funnel utilizing software tools
• Work collaboratively with a cross-functional internal team of project development, energy engineering, and project management resources to develop system-related solutions for the customer's challenges and opportunities, including financial and performance-based considerations.
• Travel to customer job sites is required, which may include outdoor work and/or work in mechanical/equipment rooms. During the site visits, the employee may be exposed to variable weather conditions; moving mechanical parts; heights, and other variable environmental conditions based on location.

What you will bring:

• A bachelor of science degree or 4-8 years of demonstrated executive selling experience is preferred
• 5+ years experience of executive sales experience, preferably within the MUSH market (municipal, utility, healthcare and education vertical markets) with a track record of achieving and exceeding sales targets
• Must be accustomed to and have documented success in financial sales with long, complex, and multi-tiered sales cycles in both public and/or private sectors.
• Ability to engage multiple stakeholders, influencers, and key decision makers
• Has expertise in the financial, legal, and technical aspects of deal structuring with multiple buying influences within a client
• Outstanding communication skills – able to educate clients about Trane's Design Build & Energy Services offerings, persuasively articulating costs, savings, investment opportunities, and long-term options for infrastructure renewal and decarbonization.
• DL NUMBER - Driver License, Valid and in State with no major or frequent traffic violations included, but not limited to: DUI, Hit & Run, License Suspension, Reckless/Careless Driving or multiple smaller infractions or preventable collisions in the previous 3 years. within 1 Year Required
• Total target compensation range - $225,000+. Total compensation for this role will include an industry-leading commission/incentive plan.

Equal Employment Opportunity: We offer competitive compensation and comprehensive benefits and programs. We are an equal opportunity employer; all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, pregnancy, age, marital status, disability, status as a protected veteran, or any legally protected status. This role has been designated as Safety Sensitive. #ES25