Regional Solutions Engineer - SafeGridThe Regional Solutions Engineer (RSE) is responsible for maintaining and growing revenue within an assigned region by combining account management with technical solution positioning. The role carries full regional revenue accountability across G&W's legacy hardware portfolio and mew account expansion growth for SafeGrid - a combined hardware and SaaS predictive asset health and fault detection platform. The RSE is the primary technical and commercial point of contact for assigned utility accounts, positioned to customers as a solutions and engineering resource rather than a traditional sales representative.
In the SafeGrid go-to-market model, the RSE is the named technical owner for an account from initial discovery through purchase order - referred to in GTM and sales-process materials as the "SafeGrid Solution Specialist" or "SG Expert." At Order Management, primary ownership transitions to the SafeGrid Technical Solutions Engineer (SG-TSE aka SG-AE), and the RSE's role shifts from leading to reviewing - remaining the account's L1 support contact and the person best positioned to identify the next expansion opportunity.
As a Regional Solutions Engineer you will: Regional Revenue & Account Ownership- Own regional revenue performance across assigned accounts, including forecasting, pipeline management, and bookings against quota.
- Lead customer-facing sales calls and technical discussions positioned around system expansion, reliability outcomes, and grid modernization - not product pitches.
- Coordinate with external sales representative firms operating in the region to ensure consistent account coverage and message alignment.
New Customer Acquisition (Land)- Discovery / Interest: Lead the initial one-hour meeting and educate the customer on SafeGrid's value proposition.
- Evaluation / Buy-In: Lead the evaluation process, educating stakeholders and building internal buy-in with support from the SafeGrid TSE on follow-ups.
- Intent / Agreement: Coordinate the proposal - translating topology into a formal quote - while the Sales Rep drives commercial progress and the SafeGrid TSE leads the process.
- Action / Purchase: Lead the customer through budget, terms, and standards discussions, supported by the SafeGrid TSE, ahead of PO issuance.
SafeGrid Solution Selling & Technical Positioning- Identify and develop expansion opportunities within existing accounts for SafeGrid hardware and SaaS components, building on installed-base relationships.
- Develop and deliver solution-oriented value propositions focused on improving grid reliability, enhancing system resiliency, and mitigating operational and environmental risks.
- Support commercial terms discussions, including SaaS contract structure, in partnership with Contracts and Legal.
Account Handoff & Post-Sale Technical Support- Transition account ownership to the SafeGrid Technical Solutions Engineer (AE) once a Purchase Order is received, ensuring a clean handoff with no loss of customer momentum.
- Serve as the L1 support contact for assigned accounts once installed - the first response for customer technical questions, escalating account-level issues to the Customer Success Engineer (L2), engineering-level issues to PGA Engineering (L3), and platform or data-science issues to SG Finland (L4).
- Participate in installation, training, and system configuration and finalization activities alongside the SafeGrid Technical Solutions Engineer (AE) and, where required, PGA Engineering.
Expansion & Deployment Growth- Participate in monthly adoption meetings and stay close to account health even after handoff, since the RSE is typically the first to hear about diversification or expansion opportunities.
- Lead and drive identification of expansion opportunities - new parts of the utility (e.g., transmission, other operating companies) - and customer diversification requests.
- At deployment scale, shift from leading installation to reviewing it as PGA Engineering takes over delivery - remaining the customer's relationship owner and first point of technical contact.
Cross-Functional Collaboration & Reporting- Serve as the technical liaison between customers and G&W engineering, application engineering, and order operations teams throughout the sales cycle.
- Maintain accurate account and opportunity records in Salesforce, and report regularly on regional KPI performance.
We are looking for someone who has:- Bachelor's degree in Engineering required (electrical engineering preferred).
- Demonstrated experience in a customer-facing technical or account management role within electric utility or industrial markets.
- Working knowledge of electrical distribution systems, protection and control concepts, or grid monitoring technologies.
- Experience managing a revenue-bearing territory or account base, including forecasting and pipeline discipline.
- Ability to translate technical capability into customer-specific operational and financial value.
- Strong written and verbal communication skills; comfortable presenting to both engineering and commercial stakeholders.
- Proficiency with Salesforce (SFDC) or equivalent CRM for pipeline management and reporting.
Ideally you will also have:- Prior experience with SaaS or subscription-based solution selling alongside hardware.
- Existing relationships with utility engineering, operations, or asset management organizations within the assigned region.
- Familiarity with predictive asset health, fault detection, or grid monitoring platforms.
- Experience operating within a defined sales-process handoff model involving multiple technical and commercial owners.
What we offer you:Typical pay is $96,555 -128,577 annually.
Please note the pay information shown above is a general guideline. Pay is based upon candidate skills, experience, and qualifications.
This position is eligible for participation in our Quarterly Incentive Pay Program
G&W Electric offers a comprehensive benefits package that includes:
- Medical, Dental and Vision Insurance
- Short and Long-Term Disability
- Life Insurance
- Health club membership program and reimbursement
- Employee Assistance Program
- Tuition Reimbursement
- 401 (k)
- Annual Profit Sharing
- Vacation
- Air-conditioned/heated state-of-the-art manufacturing facility
