Municipal Market Leader - Energy Services

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Where is the work:

Position Summary:
The Municipal Vertical Market Leader is responsible for designing and executing the Energy Services go-to-market strategy within the Municipal sector. This role will build vertical-specific programming, deploy strategies, and lead a team of Account Executives focused on driving bookings and maintaining a robust opportunity pipeline. The leader will guide the team in crafting tailored value propositions for complex customer needs—including structuring and negotiating advanced financial solutions such as energy-as-a-service agreements, performance contracts, and other innovative financial instruments. The position works closely with cross-functional teams and executive leadership to ensure Trane delivers differentiated, high-impact energy solutions for municipalities across North America.

Key Responsibilities:

• Strategy and Programming:
  • Develop and execute a comprehensive go-to-market strategy for the higher education vertical.
  • Build and deploy market programs, campaigns, and offerings to address vertical-specific challenges and opportunities.
  • Stay current on industry trends, innovative contract models, and regulatory environment changes impacting higher education clients.
• Deal Synthesis & Financial Innovation:
  • Directly support and coach Account Executives in developing and structuring complex deals.
  • Lead the synthesis of customized commercial structures, incorporating advanced financial solutions such as energy performance contracting, energy-as-a-service (EaaS), public-private partnerships (P3), managed energy service agreements (MESA), and related mechanisms.
  • Serve as the primary escalation point for advanced deal strategy, financial modeling, risk assessment, and contract negotiation efforts.
  • Ensure that all financial structures align with client goals, support sustainability outcomes, and adhere to Trane Technologies’ risk management policies.
• Leadership:
  • Hire, develop, and lead a high-performing team of Account Executives specializing in higher education customers.
  • Set team objectives, track performance, and develop team capabilities in consultative and solution selling, deal structuring, and financial acumen.
  • Foster a culture of accountability, continuous improvement, and innovation.
• Sales Execution:
  • Oversee execution of the vertical’s strategic plan in pursuit of bookings, pipeline health, and growth objectives.
  • Forecast pipeline accurately and ensure disciplined opportunity management across the team.
  • Provide hands-on support for major pursuits, deal review, and advanced proposal development.
• Market Development:
  • Build and maintain relationships with key decision makers at higher education institutions, including CFOs, sustainability officers, and facilities leadership.
  • Represent Trane at industry events and forums; communicate thought leadership on energy and financial innovations.
• Collaboration:
  • Work closely with internal product, marketing, service, legal, and finance teams to support proposal development and due diligence.
  • Provide market and customer feedback to influence solution development and go-to-market approaches.

Qualifications:

• Bachelor’s degree in Business, Finance, Engineering, or related field; MBA or advanced degree preferred.
• Minimum 7 years of progressive sales leadership experience, preferably in energy or facilities solutions for higher education or the public sector.
• Proven expertise in structuring complex energy or infrastructure deals usin