Higher Ed & Government Vertical Sales Leader
Job Number: 10024
External Description:
About This Role
This position is responsible for driving sales growth of Carrier building solutions within selected enterprise accounts across the Government and Higher Education verticals. Leveraging Carrier's broad building systems portfolio-including HVAC, Services, Controls, and Digital solutions-the role partners closely with Carrier business units to accelerate growth.
The successful candidate will lead a team of 6-8 direct reports while directly engaging with senior-level Government and Higher Education customers, facilities and operations leaders, finance stakeholders, architects, consulting engineers, and contractors. This role emphasizes consultative selling, enterprise account strategy, and cross-business-unit collaboration to deliver integrated solutions and achieve aggressive growth objectives.
Key Responsibilities
Develop long term relationships and build partnerships with the customer.
Develop and execute strategic plans to drive growth of Carrier building systems, solutions, and services within Government and Higher Education enterprise accounts.
Lead collaboration across Carrier business units to increase penetration and share of wallet.
Build and lead a cross-business unit team to execute strategic growth initiatives.
Operate with a high degree of ownership and accountability for achieving business plan and revenue growth objectives.
Gain access to and influence senior decision-makers, including VP- and executive-level leaders in Facilities, Capital Planning, Operations, Sustainability, and Finance.
Build and strengthen long-term relationships with Government agencies, public sector entities, universities, and higher education systems.
Understand customer funding models, procurement processes, regulatory requirements, and long-term infrastructure priorities.
Develop and execute enterprise account plans to expand Carrier's footprint and increase customer value.
Drive and support strategic marketing initiatives within the Government and Higher Education verticals.
Assess market opportunities, evaluate customer needs, and analyze competitor offerings.
Identify and position Carrier solutions that address energy efficiency, sustainability, resiliency, lifecycle cost reduction, and compliance requirements.
Deliver compelling Carrier value propositions aligned to public-sector and institutional priorities.
Collaborate with Carrier engineering, services, and product management teams to develop and deliver integrated building solutions.
Support solution development that addresses campus-wide systems, aging infrastructure modernization, decarbonization, and long-term asset performance.
In addition to HVAC and controls solution sales, also grow the territory and accounts through the rental of portable HVAC solutions.
Basic Qualifications
Bachelor's Degree
10+ Years of Sales and/or Business Development Experience within the HVAC or Building Systems Industry
Ability to Travel up to 40% Domestically
Preferred Qualifications
5 Years of Experience managing direct reports.
Demonstrated success selling HVAC or building solutions within Government and/or Higher Education markets
Proven experience developing and managing large, complex public-sector or institutional enterprise accounts
Ability to engage senior executives and influence long-term, strategic purchasing decisions
Strong consultative selling skills with the ability to align technical solutions to customer outcomes
Experience leading cross-functional, multi-business-unit teams to solve complex customer challenges
Proven ability to influence and collaborate effectively across all organizational levels
Highly organized with strong attention to detail and the ability to manage multiple priorities in a dynamic environment
Excellent written and verbal communication skills with both technical and non-technical audiences
Strong negotiation skills, including understanding of contractual, regulatory, and legal requirements
Advanced proficiency in Microsoft Office (Excel, Word, PowerPoint)
Job Number: 30201962
Community / Marketing Title: Higher Ed & Government Vertical Sales Leader
Location_formattedLocationLong: Florida, US