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Carrier Senior Vice President, Federal in Westborough, Massachusetts

Date Posted:



United States of America


CAM64: NOR Westboro One Research Drive, Westborough, MA, 01581 USA

Position Description and Qualifications

Senior Vice President, Federal

Position Overview

The primary role of the Senior Vice President, Federal (SVPF) will be to lead the vertical market business line for the Federal market. This business line will serve federal market customers including all federal agencies. The Federal business line will have primary responsibility for sales for a variety of energy services including turnkey projects delivered under various contract mechanisms including, but not limited to, ESPC, UESC, GSA Schedules, EUL and Design-Build. The SVPF will require exceptional leadership capabilities to lead and inspire this organization.


The SVPF will own the development and execution of the long-term strategy and operational direction for the Federal business line, with an objective to grow the business to over $250M. The SVPF will coordinate the global efforts for delivering sustainable solutions in the Federal segment. The SVPF will develop and implement the Federal business line’s strategic plan, working with the SVP, Growth and the President.

The SVPF will lead, direct and manage development teams on a large portfolio of energy projects by identifying risks, and assessing, and structuring technical and financial solutions for our federal customers' resiliency, energy efficiency and capital improvement challenges. Must have thorough and strong understanding of a wide range of technology offerings, federal customer needs and contract structures and have the communication and business skills necessary to work across all disciplines between the sales, engineering, and construction management at a team and senior management level.

The SVPF will have P&L responsibility for the Federal business line which will be a critical part of Carrier’s strategy to become a leader in providing sustainable solutions. With responsibility for improving processes and systems in the implementation of solutions for Federal customers, the SVPF will leverage past experience in the market and their understanding of best practices in the delivery of innovative solutions for energy efficiency, sustainability and resiliency.


  • Coordinate internal project development, construction management, and business development teams to promote successful development and execution of energy savings performance contract (ESPC), energy efficiency, and renewable energy projects.

  • Act as senior business development interface with internal teams from project inception through contract award and performance period to ensure customer requirements are met throughout the project development process.

  • Cultivate positive and effective business relationships with customer stakeholders. Represent Federal group in official meetings, interviews, and seminars.

  • Monitor projects throughout development cycle for cost considerations, technical issues, customer issues, contracting and financing issues, and adherence to schedule. Coordinate or lead efforts to resolve issues.

  • Work across organizations to identify needs and develop a strategy and implementation plan to optimize project development processes.

  • Ensure ongoing continuous improvement of internal processes related to Federal IDIQ’s

  • Collaborate with senior leadership to conduct and facilitate risk reviews and framework on deal crafting

  • Institute financial modeling needs and process improvements for cost considerations


  • Recognized within the organization as a thought leader in area of expertise.

  • Owns and develops critical strategic and operational goals which have significant impact to the achievement of results.

  • Influences business decisions made by senior leadership both within and outside the organization

  • Problems faced are complex and require extensive investigation / analysis.

  • Communicates with senior leadership regarding matters of strategic importance to the organization; conducts briefings with senior leaders in and outside of job function.


  • BA/BS degree with 20+ years’ relevant experience.

  • Advanced degree preferred (MS or MBA)


  • Substantial knowledge of federal performance contracting – ESPCs and UESCs

  • Proven track record in closing complex large deals with Federal government for both DOD and Civilian agencies

  • Proven relationships with key government stakeholders in contracting and program levels at key agencies such as Army, Navy, DLA Energy etc.

  • Ability to model and understand complex financial deal structures as part of financial offering to government

  • Proven track record in negotiating complex deals with government to achieve win-win outcomesAbility to lead and work in cross-functional environmentExcellent verbal and written communication skillsWilling to travel and coordinate across all federal customers

  • US Citizen required routinely required Federal Government projects

  • Possess currently or have the ability to apply for Security clearance

  • The ideal candidate for this position is an excellent communicator who possesses a combination of business acumen, technical and interpersonal skills.


  • Strategic thinker with a sales mindset to be a change agent for a sales-led organization.

  • Strong business acumen and interpersonal communication skills.

  • Results oriented leader with ability to create rewarding team-based approaches and outcomes.

  • Articulates strategy and decision points across all levels of the organization.

  • Influencer with the ability to align vision with strategy.

  • Effective and fluent communicator.

Carrier is An Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age or any other federally protected class.

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COVID-19 vaccines will be required for all newly hired Carrier U.S. Salaried employees.