Sr. Federal Account Executive

Job Number: 3990

External Description:

Exciting Things are Happening at NORESCO!

NORESCO, a part of Carrier Global Corporation, helps clients adapt to and mitigate the impacts of climate change by decarbonizing, modernizing and electrifying aging infrastructure to be more sustainable and resilient. By deploying innovative distributed energy, storage and renewable energy solutions, NORESCO improves the health and efficiency of existing campuses, buildings and communities. To date, NORESCO has guaranteed more than $5 billion in energy and operating cost savings at more than 10,000 facilities while reducing customer CO2 emissions by more than 25 million metric tons – the equivalent to planting 1.4 million acres of forest. For more information, visit www.noresco.com.

As 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 build, own, operate, and maintain 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’s Federal Sales Team

Our Federal Sales Team is located nationwide and meets with federal agencies and installations CONUS and OCONUS. Team members are involved in selling complex financed energy performance contracting projects within all Federal Government agencies. Performance contracts closed by the Federal Sales Team impact NORESCO’s earnings and benefit the organization for up to 25 years, through the development, construction, implementation, and performance phases.

Our talented and highly experienced team understands the financial complexities involved with detailed contracts that meet customers’ unique site requirements and needs. They are hunters who understand how to attack the federal market.

This position’s geographic location is CONUS

As a Senior Account Executive, you’ll be involved in the following:

• The consultative sale and marketing of energy infrastructure solutions to agency executives in the federal sector through a variety of long-term, complex contracts, including Energy Savings Performance Contracts (ESPC), Utility Energy Service Contracts (UESC), Enhanced Use Leases (EUL), and GSA Schedules.
• With expert and mastery-level knowledge of government ESPC and UESC contract vehicles and processes, educate customers through consultative selling to identify new business opportunities, markets and cultivate new customer prospects.
• Understand and influence customers in the buying process, offering novel and unique solutions to help Federal Agency leaders achieve compliance with energy and decarbonization policies, goals, and standards.
• Actively participate in relevant conferences and trade associations
• Manage sales funnel to achieve business goals and strategic objectives
• Demonstrate sound business judgment and critical thinking skills to balance risk and reward when qualifying and disqualifying opportunities
• Persuasively communicate rationale and recommendations in discussions with the NORESCO management and executive leadership team
• With expert knowledge of diverse federal 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 response
• Capture and manage detailed information from specific federal installations, campuses, sites, buildings, and facilities
• Develop relationships and partnerships with sub-contractors who have a significant presence and solid reputation at specific federal facilities
• With site information, coordinate internal strategy sessions to drive the development of new government NOO, RFP, or RFQ opportunities
• Develop, own, implement and adjust strategy to win opportunities through successful solicitation responses
• Serve 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 met
• Communicate internally for collaboration and consensus on strategies, presentations, and customer deliverables, and then communicate deliverables externally to C-level and Agency-level Federal Government executive leaders
• Successfully closed business in compliance with an annual sales goal
• After the sale, continue with account management to maintain relationships with existing customers and drive new business to help the customer meet federal goals or implement unfunded site infrastructure requirements

Position Requirements include:

• Ability to communicate and conduct briefings with executive leadership regarding matters of strategic importance to advancing sales opportunities to profitable contract award
• Ability to work independently, regularly, and dependably
• Ability to meet short- and long-term deadlines
• Demonstrated ability to cope with stress and maintain a pleasant and cooperative temperament with internal and external customers
• Exceptional public speaking, presentation, and writing skills required
• The ability to travel approximately 50% of the time, including consecutive overnights, and attend customer meetings outside of normal business hours.

REQUIRED QUALIFICATIONS

• Bachelor’s Degree
• 10 years of sales experience with 7+ years experience in the Federal ESPC, UESC, EUL, Energy Management Consulting, and/or Design-Build market

PREFERRED QUALIFICATIONS

• 10+ years of professional experience, or an advanced degree in a related field and a minimum of 7 years of professional experience years experience in the Federal ESPC, UESC, EUL, Energy Management Consulting, and/or Design-Build market
• A Master’s degree in business administration, engineering management, or a related field of study preferred

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Job Number: 30131658

Community / Marketing Title: Sr. Federal Account Executive

Location_formattedLocationLong: Virginia, US