Senior Technical Sales Manager, IP Assets

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

📋 Description

• Manage the entire sales pipeline from initial lead to closing deals with TSOs, DSOs, utilities, regulators, and major industrial or infrastructure operators.

• Develop account strategies and cultivate relationships with senior technical and executive stakeholders, including those in grid operations, asset management, and regulatory and procurement roles.

• Convert customer challenges (such as extreme weather, aging infrastructure, cyber-physical threats, hybrid and conventional warfare, and renewable energy integration) into both technical and commercial proposals.

• Lead the preparation of complex bids.

• Collaborate with engineering and delivery teams to define solutions, set prices, and manage associated risks.

• Monitor regulatory and market trends (e.g., NIS2, the EU Grid Action Plan, and national resilience and incentive frameworks) and leverage these insights into sales opportunities.

• Represent the company at industry conferences, associations, and customer workshops.

• Provide reports on sales forecasts, pipeline health, and competitor activities.

• Promote the growth of Dakar products across European markets and establish strategic partnerships within the energy sector.

• Increase the adoption of Dakar and related grid resilience services among European utilities, TSOs, DSOs, regulators, and large infrastructure entities.

⛳️ Requirements

• Over 8 years of experience in technical or solution sales, business development, or commercial roles within the power or energy industry.

• Deep understanding of the European power sector and markets, including TSO/DSO structures, regulated asset base (RAB) and incentive regulations, ENTSO-E, and the factors driving grid investments.

• Proven history of closing complex deals with extended sales cycles.

• Technical expertise in grid operations, asset management, or topics related to resilience and reliability (e.g., SAIDI/SAIFI, N-1 security).

• Proficiency in English and either Spanish or Italian.

• Willingness to travel approximately 30–40% of the time and eligibility to work in the EU.

• Ability to establish a qualified sales pipeline in targeted markets.

• Successfully secure initial anchor accounts and framework agreements.

• Achieve set booking targets while maintaining CRM discipline.

• Proficiency in additional European languages such as German, French, Portuguese, Polish, or Dutch is a plus.

• Familiarity with public tenders and framework agreements.

• Existing connections with European utilities or system operators.

• Experience with digital grid solutions, including monitoring, analytics, or outage management systems.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Opportunities for professional development and career advancement.

• A collaborative and innovative work environment.

• Flexible work arrangements and travel opportunities.