Job Description

Role: Sales Lead (Utilities_Electricity)

Location: Remote (Preferred Houston, TX)

Should have experience selling solutions in: Grid and Asset Technology, Asset Performance Management, Master Data Management, Business Analytics, Field Solutions, SCADA, ADMS, Smart Grid Solutions, and GIS/Geospatial Solutions

Objective is to double the Utilities revenue by landing new IOU and Mid-market client sales of Digital Solutions that create value by solving specific client pain points

Key Result Areas:

• Deliver measurable revenue growth and profitability
• Develop a pipeline of potential IOU and mid-market customer opportunity
• Track the Opportunity Pipeline through Client’s Salesforce process
• Drive the formulation of innovative business proposals (technical & commercial)
• Lead Contract and MSA negotiation working with Client legal, business and financial leadership
• Successfully orchestrate Commercial Pricing
• Build long term strategic relationships with clients focused on business outcome driven solutions and delivery competency

Must have:

• 8+ years in metrics-driven services and solutions selling and knowledgeable in American Utilities
• Established contacts and relationships at the C-level, VP, and Director levels in large and mid-size NAM distribution utilities
• Clearly demonstrated experience in developing a structured Go to Market Strategy
• Track record of driving double digit revenue growth and profitability in the tens of millions
• Strong negotiations background with a track record of successfully concluding win-win scenarios
• Collaborating across functions and advisors to formulate complex technical business proposals
• Deal flow - how to structure deals, legal contracts, and master service agreements
• Demonstrated use of eco-system partnerships to drive revenue growth.

Specific skill set:

• Fundamental understanding of Utility Distribution operational systems and system environments
• Strong knowledge of Utility industry practices and regulatory environments
• Understanding of key industry and digital trends to identify critical needs
• Ability to apply a consultative sales approach to new and existing customers.
• Understanding of IT and OT systems as it applies to Distribution and Transmission utilities and industry relevant product portfolio

Requirements:

• Bachelors or Master (preferred) degree in engineering, business or finance.
• Strong networking, verbal, and written communication skills that are effective at VP+ levels
• Excellent professional presentation skills to synthesize complex problems to the essentials
• Ability to successfully work on a multinational and multicultural basis to achieve results
• Travel international and domestic could be up to 50%
• Houston home base location is preferred. Remote work from home will be considered.

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