Sr. Account Executive - Maryland/D.C.

Job Number: 8550

External Description:

Sr. Account Executive – Maryland/D.C

Exciting things are happening at NORESCO!

NORESCO is dedicated to helping clients achieve their sustainability goals. We specialize in providing innovative solutions to reduce carbon footprints and enhance energy efficiency across various industries. Our work creates modern, sustainable, and healthy buildings, campuses, and communities while saving energy and water, and optimizing operational and capital budgets. NORESCO is also a leader in the effort to address the modern energy infrastructure challenges facing the nation and our world, including decarbonization, electrification, grid flexibility, sustainability, and resiliency. Through its projects, NORESCO has guaranteed more than $5 billion in energy and operating cost savings at more than 10,000 facilities throughout the U.S. and abroad, while reducing customer CO2 emissions by more than 25 million metric tons, equivalent to planting 1.4 million acres of forest. 

NORESCO is a Carrier company, with a commitment to reducing our carbon footprint and achieving net-zero greenhouse gas emissions by 2030.  We offer competitive compensation and benefits packages.

NORESCO is a Carrier company. We offer competitive compensation and benefits packages. NORESCO is looking for an experienced Sr. Account Executive to join our growing team in our Maryland Territory!

Key Responsibilities:

• The consultative sale and marketing of energy infrastructure solutions to agency executives in the MUSH (municipalities, universities, schools, hospitals) sector through a variety of long-term, complex contracts, including Energy Savings Performance Contracts (ESPC).
• With expert and mastery-level knowledge of government ESPC and other 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 organizational leaders achieve compliance with energy and decarbonization policies, goals, and standards.
• Actively participate in relevant conferences and trade associations
• Engage in industry events as a recognized leader in the ESCO field
• 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 Municipals, Universities, K-12 Schools and Hospitals (MUSH) and commercial and industrial 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 installations, campuses, sites, buildings, and facilities
• Develop relationships and partnerships with sub-contractors who have a significant presence and solid reputation at specific non-federal facilities
• With site information, coordinate internal strategy sessions to drive the development of new government opportunities through procurement and selection
• Develop, own, implement and adjust strategy to win opportunities through successful solicitation responses
• Mentor junior AEs as needed
• 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 Government executive leaders
• Successfully closed business in compliance with an annual sales goal
• Participate on internal process improvement teams as needed
• After the sale, continue with account management to maintain relationships with existing customers and drive new business to help the customer meet State and Local goals or implement unfunded site infrastructure requirements

Required Qualifications:

• High School Diploma
• 7+ years of professional experience selling solutions into the Municipal, University, Schools, and/or Hospital sectors, Energy Management Consulting, and/or Design-Build markets
• 5+ years of experience selling to C-Level targets

Preferred Qualifications

• Bachelor's Degree highly preferred
• 10+ years of professional experience in MUSH ESPC, Energy Management Consulting, and/or Design-Build and other alternative delivery construction markets
• Experience presenting and selling to city councils, school boards and public forums highly preferred
• Understanding of public procurement for the energy services market
• Understanding of standard building conservation measures (solar, lighting, HVAC, etc.)
• Knowledge of Water and Wastewater market
• Knowledge of Commercial and Industrial markets
• Experience mentoring sales reps

This role is a base plus commission compensation structure and Sales incentive factor is not reflected in the posted pay transparency.

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Job Number: 30188827

Community / Marketing Title: Sr. Account Executive - Maryland/D.C.

Location_formattedLocationLong: Maryland, US