Head of Utility Sales

📋 Description

• Cultivating and overseeing an expanding customer base for our utility and energy accounts.

• Recognizing, assessing, and implementing new business prospects.

• Structuring and negotiating new business partnerships, including critical pricing, commercial, and operational terms within complex contracting frameworks.

• Managing relationships with senior-level customers and key partners by navigating diverse buying committees, which include ground-level operators and up to Board/C-level executives.

• Ensuring prompt execution of new Pano Station installations during a challenging and limited pre-fire season purchasing window by collaborating closely with the internal operations team and facilitating essential actions with customer operations teams, often concurrently with finalizing contracts.

• Collaborating with internal teams in Sales, Marketing, Product, Operations, and Finance, you will be responsible for analyzing the competitive landscape and technologies to help formulate and refine product, go-to-market, service, and support strategies tailored to the utility and energy sector.

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

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

⛳️ Requirements

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

• At least 5 years of experience in outside sales and/or business development, particularly focused on the utility and energy sector.

• Proven ability to think strategically about utility and energy priorities and technical challenges, while effectively communicating compelling solutions.

• Exceptional written and verbal communication skills, with a keen eye for organization, detail, and quality presentation (including engagement at the Board level).

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

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

• Highly competitive, quick to adapt, and take pride in surpassing production goals.

• Well-organized with a 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 insurance.

• 401(k) matching plan.

• Flexible paid time off.

• Stock options.