Strategic Account Executive – Utilities

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

📋 Description

• Establish and take charge of the market.

• Develop and implement a go-to-market strategy for selected new and existing Tier 1 & 2 US utility accounts.

• Systematically create a sales pipeline through contemporary enterprise prospecting, partnerships, channel strategies, and leveraging your own network.

• Cultivate executive sponsorship across intricate buying committees — spanning planning, engineering, IT, operations, and the C-suite.

• Manage the complete enterprise sales cycle.

• Oversee every phase of the sales process: discovery, aligning solutions, developing business cases and ROI, conducting pilots and POCs, drafting proposals, negotiating, and closing deals.

• Develop and implement strategic account plans using the ValueSelling Framework®, with a clear vision for long-term relationships and growth.

• Rigorously qualify leads, prioritize effectively, and maintain a clean and accurate pipeline and forecast in CRM.

• Navigate through enterprise procurement, legal, privacy, and security review processes; negotiate commercial terms at the senior level.

• Collaborate and contribute.

• Work closely with Solution Consultants, Customer Success, and Product teams to drive successful outcomes and ensure customers derive value.

• Present solutions — including AI-enabled capabilities — credibly, articulating differentiated value and clearly communicating the evolution of the roadmap.

• Provide market intelligence and customer insights back to the business to influence product direction and competitive positioning.

⛳️ Requirements

• Over 5 years of experience in closing complex B2B enterprise software deals (SaaS and/or PaaS), including multi-year contracts.

• A proven track record of selling enterprise solutions to North American utilities, telecoms, or other asset-heavy infrastructure sectors.

• Experience in developing and utilizing executive-level relationships and selling to multi-stakeholder buying committees.

• Strong skills in discovery, storytelling, and articulating value/ROI — capable of engaging both business and technical stakeholders with credibility.

• Proficiency in selling rapidly evolving solutions, including AI, analytics, or automation-enabled products, with the ability to set clear expectations regarding capabilities, roadmap, and risks.

• Structured and disciplined in account planning and pipeline management — experience with ValueSelling, MEDDICC, or similar frameworks.

• Bachelor’s degree or equivalent from an accredited university in Engineering, Business, or a related field.

🏝️ Benefits

• Comprehensive health coverage — we cover 100% of monthly Medical, Dental & Vision premiums for you and your family.

• Life/AD&D/STD/LTD insurance: monthly premiums are fully covered for the employee.

• SHINE employee ownership program.

• Generous PTO plus 8 paid holidays and 2 floating holidays.

• Paid volunteer day each year.

• Enhanced maternity leave policy.

• 401(k) Safe Harbor contribution, with immediate vesting.

• Mentor program.

• Home office support for remote workers.

• Flexibility and work-life balance — we support hybrid and flexible working arrangements for all employees.