Strategic Account Executive OEM

About Us

We are a global climate technologies company engineered for sustainability. We create sustainable and efficient residential, commercial and industrial spaces through HVACR technologies. We protect temperature-sensitive goods throughout the cold chain. And we bring comfort to people globally. Best-in-class engineering, design and manufacturing combined with category-leading brands in compression, controls, software and monitoring solutions result in next-generation climate technology that is built for the needs of the world ahead.

Whether you are a professional looking for a career change, an undergraduate student exploring your first opportunity, or recent graduate with an advanced degree, we have opportunities that will allow you to innovate, be challenged and make an impact. Join our team and start your journey today!

Key Responsibilities

• Develop and execute long‑term, account‑specific growth strategies for assigned strategic customers.
• Build and sustain executive‑level relationships across customer organizations, serving as a trusted advisor.
• Lead complex, multi‑stakeholder sales opportunities using consultative solution‑selling practices.
• Coordinate cross‑functionally with sales, engineering, and services teams to deliver integrated customer solutions.
• Apply deep market, customer, and technical insight to identify growth opportunities and mitigate risk.
• Maintain accurate forecasts, opportunity plans, project pipeline and account strategies within CRM systems.
• Responsible for developing and maintaining relationships with key HVAC OEM stakeholders
• Develop deep understanding of customer strategy to champion appropriate support needs and HVAC product opportunities
• Collaborate with and orchestrate internal account team members (e.g., Systems Engineer, Technical Sales Engineer, etc.) to ensure value propositions are appropriately delivered
• Conduct periodic account planning to strategically identify expansion & cross-sell opportunities
• Lead contract and pricing negotiations with OEM customers
• Serve as main point of contact for set of assigned accounts; route inquiries as necessary to Customer Success Reps
• Conduct regular field visits to better understand customer processes and needs Actively engages to stay updated on HVAC industry trends and competitor activity

Required Experience & Skills

• Eight (10) or more years of experience in B2B or technical sales roles supporting complex customer environments.
• Demonstrated success managing strategic or enterprise‑level customer accounts.
• Advanced consultative selling, opportunity management, and negotiation skills.
• Ability to engage and influence executive‑level customer stakeholders.
• Strong written, verbal, and presentation communication skills.

Disciplined use of CRM tools to manage pipeline, forecasts, and account plans.

Preferred Experience & Skills

• Experience selling complex, technical, or solutions‑based offerings.
• Experience leading multi‑year account strategies or enterprise‑level engagements.
• Technical background in industrial engineering, mechanical engineering, electrical engineering, or a closely related systems‑focused discipline.

Our Commitment to Our People

Across the globe, we are united by a singular Purpose: Sustainability is no small ambition. That’s why everything we do is geared toward a sustainable future—for our generation and all those to come. Through groundbreaking innovations, HVACR technology and cold chain solutions, we are reducing carbon emissions and improving energy efficiency in spaces of all sizes, from residential to commercial to industrial.

Our employees are our greatest strength. We believe that our culture of passion, openness, and collaboration empowers us to work toward the same goal - to make the world a better place. We invest in the end-to-end development of our people, beginning at onboarding and through senior leadership, so they can