Head of Solutions, Power Markets – West

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

📋 Description

• Lead, mentor, and cultivate the West Region presales Solutions team comprising energy economists, power systems engineers, and modeling specialists.

• Take ownership of technical presales activities, including discovery, solution design, demonstrations, proofs of concept, and proposals for PLEXOS, Aurora, and Adapt2 opportunities.

• Collaborate with the Regional VP of Sales on territory planning, account strategies, and pipeline assessments.

• Conduct discovery sessions with prospects focused on resource adequacy, capacity expansion, transmission planning, and trading use cases.

• Create and deliver tailored market-specific demonstrations and workshops.

• Define, manage, and implement proofs of concept and pilot projects with established success criteria, timelines, and exit strategies.

• Lead technical responses to RFPs, RFIs, and security questionnaires; manage solution architecture, pricing inputs, and statements of work for Services transition.

• Execute the Presales-to-Services handoff protocol, ensuring clarity on scope, assumptions, model artifacts, and success criteria.

• Leverage market expertise across ERCOT, CAISO, SPP, WECC, AESO, and IESO.

• Interpret regulatory and market changes into actionable use cases, campaigns, and pipeline activities.

• Foster growth within existing accounts by introducing new use cases, additional modules, and AI-driven upsell opportunities.

• Develop reusable demo environments, reference models, playbooks, and datasets.

• Represent Energy Exemplar at ISO stakeholder forums, conferences, and webinars.

• Provide competitive intelligence and prospect feedback to the Product and Marketing teams.

• Monitor presales metrics and provide monthly regional pipeline health reports to leadership.

⛳️ Requirements

• 10–15+ years of experience in power markets, energy consulting, or utility planning.

• 5+ years of experience leading technical presales or advisory teams.

• Demonstrated success in achieving technical wins in enterprise software or analytics sales.

• Proficient knowledge of at least three of ERCOT, CAISO, SPP, WECC, AESO, and IESO market structures and planning processes.

• Practical experience with production cost, capacity expansion, or resource adequacy modeling.

• Strong preference for proficiency in PLEXOS or Aurora.

• Capability to manage multiple concurrent pursuits while overseeing scope, timelines, and quality of deliverables.

• Executive presence with utility, ISO, and regulatory leaders; adept at presenting model results and recommendations to C-suite executives.

• Experience in people leadership, including hiring, coaching, performance management, and fostering technical talent.

• Data fluency in Python, SQL, or similar programming tools.

• Knowledge of applying AI/ML methodologies to energy modeling workflows.

• Commercial insight in qualifying opportunities, developing deal strategies, and scoping services for proposals.

• Master's or PhD in power systems engineering, energy economics, energy policy, or a related field.

• Professional Engineer (PE) license or equivalent engineering credential.

• Formal training in solution-selling or value-selling methodologies, such as MEDDICC, Challenger, or Command of the Message.

• Active membership in IEEE PES, IAEE, USAEE, ISO stakeholder committees, or similar professional organizations.

• Prior experience in presales or solutions engineering at an energy modeling, analytics, or enterprise software vendor servicing utilities and grid operators.

• Published work or presentations on electricity market design, resource adequacy, or transmission planning.

• Certification in PLEXOS or Aurora, or completion of advanced training programs offered by Energy Exemplar.

🏝️ Benefits

• Flexible work arrangements: options to work from home, in the office, or while on the go.

• Support for maintaining a healthy work-life balance.

• Commitment to an equal opportunity and inclusive workplace.

• Recruitment accommodations are available.