Head of Utility Sales

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

📋 Description

• Cultivating and overseeing a burgeoning customer base for our utility and energy accounts.

• Recognizing, assessing, and implementing new business opportunities.

• Structuring and negotiating new business alliances, which include key pricing, commercial, and operational terms as part of intricate contracting processes.

• Managing relationships with senior-level customers and key partners—effectively navigating diverse buying committees that encompass on-the-ground operators and up to Board/C-level executives.

• Ensuring prompt execution of new Pano Station installations within a challenging, limited pre-fire season purchasing window by collaborating closely with the internal operations team and coordinating necessary actions with customer operations teams, often alongside contract finalization.

• Collaborating with internal stakeholders in Sales, Marketing, Product, Operations, and Finance, you will take ownership of assessing the competitive landscape and technologies to help develop and refine product, go-to-market, service, and support strategies specific to the utility and energy sector.

• Utilizing domain expertise to strategize and implement sales tactics in various areas: generating new business, territory planning, pre-request for proposal prospecting, relationship building, pricing, presentation and delivery (finalist or otherwise), negotiations, closing, and executing contracts.

• Leading ongoing account management in collaboration with Customer Success to ensure customer satisfaction and identify further expansion opportunities.

⛳️ Requirements

• Over 10 years of technology sales experience in enterprise software, networking, infrastructure, managed hosting services, cloud computing services, etc.

• More than 5 years of outside sales and/or business development experience, particularly focused on selling to the utility and energy sector.

• Proven ability to think strategically regarding utility and energy priorities and technical challenges, and to articulate compelling solutions to them.

• Exceptional written and verbal communication skills, with a strong emphasis on organization, detail, and quality presentation (including engagement at the Board level).

• A solid history of navigating multi-stakeholder and matrixed organizations at the executive level.

• Strong preference for end-to-end sales cycles, including lead generation, qualification, and other deliverables necessary for closing deals while consistently meeting sales goals.

• Highly competitive, able to adapt quickly, extremely flexible, and committed to surpassing production targets.

• Well-organized, with a strong sense of urgency.

• The ideal candidate will have a passion for environmental issues and/or a love for the outdoors.

• Willingness to travel at least 25% of the time.

🏝️ Benefits

• Comprehensive medical, dental, and vision coverage.

• Matching 401(k) plan.

• Flexible paid time off.

• Stock options.