Director, Technical Sales – Applications, P&C, Electric Utility

This is a fully remote position, open to applicants in Florida.

📋 Description

• Lead and cultivate the Technical Sales & Applications team serving the electric utility markets in the U.S. and Canada.

• Formulate and implement market and territory strategies that align with technical sales personnel, sales representatives, and channel partners.

• Drive orders, revenue, market share, and growth targets.

• Own pipeline performance and forecasting, which includes opportunity management, account planning, CRM practices, and monthly business reviews.

• Assess and improve sales coverage, structure, and processes.

• Establish strategic relationships with electric utilities, EPCs, consultants, distributors, manufacturers' representatives, and industry stakeholders.

• Lead intricate technical sales opportunities and secure strategic deals.

• Position the team as trusted advisors in protection and control, power quality, automation, system design, and grid modernization.

• Identify growth prospects through customer, competitive, market, and technology analysis.

• Promote the adoption of digital substations, IEC 61850, grid analytics, and advanced automation.

• Lead customer presentations, demonstrations, technical seminars, pilots, trials, product evaluations, and market-development initiatives.

• Act as an escalation point for critical customer needs.

• Collaborate with Product Management, Business Development, Engineering, Customer Technical Services, Operations, and Sales on products and commercialization strategies.

• Provide Voice of the Customer insights for product roadmaps, new product development, introductions, and enhancements.

• Advance solution-selling and turnkey opportunities through technical requirements, pricing, proposals, quotations, and value propositions.

• Support customer validation, pilot programs, and strategic partnerships.

• Work with Operations on sales, inventory, and planning needs.

⛳️ Requirements

• 10+ years of experience in power systems, specializing in protection and control applications, technical sales, application engineering, or a related field within the electric utility sector.

• Strong understanding of electric utility power systems, including distribution, generation, substations, protection and control, power quality, and distribution automation.

• Experience with transformer tap changers, voltage regulators, capacitor controls, recloser controls, protective relays, power quality meters, and automation systems.

• Working knowledge of power system protection principles, FLISR, Volt/VAR optimization, IEEE and IEC standards, and utility communication protocols such as DNP3, Modbus, and IEC 61850.

• Ability to interpret electrical specifications, drawings, system studies, and customer application requirements, translating them into technical and commercial solutions.

• Proven track record in leading and developing technical sales or applications teams, with responsibility for revenue growth, pipeline development, forecasting, and market expansion.

• Strong commercial insight with experience managing strategic accounts, territories, manufacturers' representatives, distributors, channel partners, or other essential customer relationships.

• Ability to navigate complex technical sales cycles, influence customer decisions, and balance technical requirements with business objectives.

• Exceptional communication and presentation abilities.

• Collaborative, customer-centric leadership style with a focus on results, accountability, market awareness, and continuous learning.

• Willingness to travel approximately 50%–70% to customer locations, company offices, field sites, training events, conferences, seminars, and other business meetings.

🏝️ Benefits

• Inclusive and supportive culture.

• Opportunities for career growth and development.

• Equal employment opportunity protections.