Utility Account Executive – Central US

Summary

We are seeking a Utility Sales / Account Executive who is responsible to drive new revenue creation and execute sales strategies that will allow our client to achieve its business objectives. This individual contributor will report to the VP Sales and interact with assigned accounts to qualify leads, build relationships with prospects, understand prospect’s technical and business requirements, and implement sales strategies which lead securing forecastable and recognizable revenue to achieve annual objectives.

Each Sales Director will be responsible for establishing and maintaining a pipeline of prospect accounts, and a path to move prospects down the funnel to execution of “wins” for our client; securing customer contracts and revenue generating opportunities.

The successful Sales Director will be self-sufficient and can creatively work with cross functional groups to ensure prospective deals move forward. In this emerging market the company will look to the Sales Director to think outside the box on how deals can be structured to create win/win outcomes. This will require open communications on the status and requirements of opportunities, coordinating resources and assets within the company to deliver a well-orchestrated approach from prospect to execution of contract commitment and a clean hand off to delivery to meet contractual requirements.

Essential Duties and Responsibilities:  

• Build a pipeline of prospect opportunities to meet annual objectives. Work with internal commercial and technical groups to qualify opportunities. Develop account strategy plans and “quarterback” a cross-functional teams through execution of the strategy.
• Close the deal- Lead negotiation of complex contracts with customers that may have equally complex procurement processes. Balance the customer need with client’s needs through various stages of customer progress (to include pilots, LOIs, Press Releases, and Contract Signing).
• Develop multi-level relations within opportunity accounts and align relations with appropriate resources. Build relationships with customers, becoming their trusted advisor, build confidence in product and services offering, and capabilities. Provide internal understanding of the customer motivations, competitive threats, risks assessments, and a path to a win.
• Provide “voice-of-the-customer” input to marketing and product teams to assist in bringing solutions to market.
• Update CRM, Teams and other internal systems to provide timely information and accurate forecast of key events, milestones and contract close to revenue.
• Facilitate the two-way communication flow with the customer to ensure accurate information on both sides and support a clean transition to delivery once contract is executed.
• Remain engaged post-contract throughout transition to delivery and support ongoing commercial and technical discussions which may require contract modification.
• Provide feedback to cross-functional organization on the customer needs (as previously established or evolving) to drive product, technology, regulatory, strategy or other support that is essential for our client’s commercial success.
• This role requires 75% Domestic Travel.

Skills and Competencies

• Must have a deep expertise in selling into the Critical Infrastructure market, complex enterprises, or government agencies.
• Demonstrated knowledge of Grid Modernization, Telecom Strategies, Internet of Things (IoT), and Digital Transformation concepts.
• Experience working with MS Dynamics 365 and CRM Tools.
• This person is a self-starter and does not get bogged down by what has not been done, but will find a way to close the gap, roll up their sleeves, to execute on the opportunity.
• Ability to lead others without “formal” lines of responsibility, inspire a cross functional team to stay focused on what is required to win. Work with each member of the team to bring out the best individual performance to support the team to get farther sooner.
• The Sales {Director} is an ambassador both internally and externally to accomplish the corporate sales/commercial goals in an assertive, yet highly responsible manner.
• The Sales {Director} must have passion and be a hard worker that understands the value of what he/she is responsible for, that has the ability to bring strategic plans to life, that influences others in a positive way.
• They are results focused. The Sales {Director} focuses on successful outcomes, rather than being busy. If a specified path does not meet the desired outcome, the Sales {Director} will be responsible to develop new methods to ultimately drive success within their assigned accounts while being respectful of others and consistent with the company corporate culture and objectives.

Experience/Educational Requirements

• Bachelor’s degree required; Master’s degree desired.
• 10+ years of experience.