Power Factors

Account Executive, Utilities/SCADA - Americas

Power Factors

full-time

Posted on:

Origin:  • 🇺🇸 United States

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Job Level

SeniorLead

Tech Stack

CloudIoT

About the role

  • Develop, implement and execute high-volume sales stage-appropriate activities such as awareness, engagement, discovery, qualification, opportunity development, commercial and technical proposal development, decision making, contract negotiation, and commercial close.
  • Develop a qualified target list of significant IPPs, Owners, Operators, and Utility accounts; identification and engagement of key technical and economic decision-makers in the targeted accounts.
  • Build relationships, develop, and execute targeted proof of concepts, and convert qualified opportunities within the target account(s).
  • Work in close partnership with the marketing department to develop and execute supporting account-based marketing campaigns directed at target accounts & persona at various stages in the buyers' journey.
  • Engage with targeted persona to conduct discovery, develop a customer value proposition to support enterprise-level value selling. Work with our Sales Engineering team to develop cross-functional approved scope, timeline, and implementation effort enabling customers value realization expectations.
  • Establish partnerships with our customers to better understand their needs, while providing them with a technical advisory solution that will be transitioned to customer success team.
  • Lead the development and presentation of commercial and technical proposals to target accounts in collaboration with the appropriate Regional Vice President, Sales.
  • With the support of Regional Vice President – Sales, lead the commercial and contractual negotiations of various agreements (e.g., Letters of Intent, DPSAs, MSAs, Enterprise Agreements) to successful contract execution and financial closing.
  • Develop, execute, and report on account plans and opportunity pipeline, with high degree of forecast accuracy with CRM tools.
  • Responsible for representing the company and products to customers and at field events such as conferences, seminars, etc.

Requirements

  • University Degree in Business Management, Engineering or in a related field. Masters in Business Administration or equivalent preferred.
  • Minimum of 8 years’ experience in utility industry, with an understanding of the technology/services required in Cloud/SaaS, industrial IoT, Big Data Analytics.
  • Knowledge of the Renewable Energy (wind, solar, battery) industry and related industry contacts are considered highly desirable assets.
  • Strong track record in achieving and exceeding sales objectives.
  • Experience in establishing and maintaining strong customer relationships.
  • Outstanding leadership with a demonstrated competency of managing technology sales through times of growth, change and ambiguity.
  • Experience working closely with Marketing, Sales Engineering, Product Management, and Customer Success to develop sales strategies and value-added solutions to customers deliverable over long-term SaaS contracts.
  • Experience in successfully managing the complete sales cycle.
  • Can-do attitude and hunger. You’re eager to jump in and get things done but don’t get flustered in a dynamic start-up environment.
  • Ability to work with cross-functional teams to help establish effective processes.
  • Solid relationship management skills, communication and presentation skills.
  • Relevant industry background and experience in Data Management, Analytics, and/or Industrials.
  • Significant experience in account planning, stakeholder, sales & contracting process management.
  • Ability to travel to meet customers as needed