U.S. Strategic Accounts Manager

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 

SES is seeking a dynamic, growth-oriented sales professional to expand business beyond its traditional telecommunications customer base and accelerate revenue growth across targeted industries. Reporting to the U.S. Sales Manager, this role combines strategic account management, new market development, and cross-functional execution to turn emerging opportunities into long-term customer relationships.

In this role, you will identify and develop strategic opportunities in new market verticals, build executive relationships, and close complex commercial deals that support SES growth objectives. You will also partner closely with internal teams to align customer needs with SES solutions, strengthen existing accounts, and shape go-to-market strategies for expansion.

How you will do it

• Identify, prioritize, and penetrate new market verticals that align with SES growth objectives.
• Develop and execute strategic account plans to position SES as a trusted partner in emerging industries.
• Build and maintain a robust pipeline of qualified opportunities across targeted market segments.
• Prospect, qualify, negotiate, and close new business opportunities while working toward annual sales and growth targets.
• Establish and maintain strategic relationships with senior decision-makers and key influencers.
• Serve as the primary commercial contact for assigned strategic accounts and emerging vertical opportunities.
• Understand customer business challenges and align SES solutions to support operational and commercial objectives.
• Drive account growth through solution expansion, cross-selling, and long-term partnership development.
• Partner with Product Management, Engineering, Marketing, Technical Support, and Operations to deliver customer-focused solutions.
• Provide market intelligence and customer feedback to inform product roadmaps and service enhancements.
• Support industry-specific value propositions, sales strategies, and go-to-market initiatives.
• Represent SES at industry conferences, trade shows, and customer-facing events.
• Maintain accurate pipeline management, forecasting, and opportunity tracking in CRM systems.
• Prepare and deliver executive presentations, proposals, and business reviews.
• Focus on the highest-potential verticals first and build disciplined account plans that open new markets.
• Work consultatively, translating customer challenges into clear commercial value and tailored SES solutions.
• Develop trusted executive relationships by staying close to decision-makers, understanding their priorities, and following through consistently.
• Use pipeline discipline and forecasting rigor to keep opportunities qualified, visible, and moving through the sales cycle.
• Collaborate across functions early so product, engineering, marketing, support, and operations are aligned before commitments are made.
• Bring market intelligence into the business by sharing customer feedback, competitive insights, and emerging industry trends.
• Operate with urgency and accountability while managing complex commercial discussions from discovery through contract execution.

What we look for

Required

• Bachelor’s degree in Business, Sales, Marketing, Engineering, or a related field, or equivalent practical experience.
• 5+ years of sales or business development experience in a complex B2B environment.
• Proven track record of opening new business opportunities and building executive-level relationships.
• Experience managing strategic accounts, account plans, and multi-stakeholder sales cycles.
• Strong ability to develop proposals, commercial recommendations, and pricing discussions.
• Demonstrated success maintaining an active pipeline, accurate forecasting, and CRM discipline.
• Excellent communication, presentation, negotiation, and relationship-building skills.
• Ability to collaborate effectively across technical and commercial teams.

Salary Range: HIRING SALARY RANGE: $90,000-140,000 (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.