5-7 years of experience in enterprise sales, preferably in the utilities or energy sector.
Proven track record leading complex sales cycles with a focus on large accounts.
Strong understanding of RFI/RFP processes and contract negotiations.
Experience using CRM tools, specifically Dynamics, for pipeline management.
Exceptional communication and relationship-building skills with C-level executives.
Responsibilities
Own the full enterprise sales cycle, from planning to closing deals.
Lead complex commercial motions including RFI/RFP responses and pricing strategies.
Develop and execute a prospecting plan targeting utilities and energy providers.
Conduct structured discovery to ensure alignment with client needs and goals.
Maintain pipeline governance in CRM and provide insights to sales leadership.
Utilize account intelligence tools to identify key stakeholders and buying centers.
Establish trusted advisor relationships at the executive level to drive account expansion.
Benefits
Flexible working hours and remote work opportunities.
Access to professional development resources and training.
Health and wellness programs for employees.
Competitive leave policies, including vacation and sick leave.
Collaborative work environment with cross-functional teams.
Full Job Description
Job Description
Primary responsibilities include:
Own and lead the end-to-end enterprise sales cycle: account/territory planning, prospecting, discovery, solution demonstrations, value justification/ROI, stakeholder alignment, proposal development, negotiation, and close.
Lead complex commercial motions including RFI/RFP responses, pricing and packaging strategy, business case development, and contract negotiations in partnership with Legal, Finance, and executive leadership.
Build and execute a strategic prospecting plan to develop qualified pipeline within targeted utilities/municipalities/energy providers using outbound, partner channels, events, and account-based tactics.
Run structured discovery and qualification (business, technical, and financial) to confirm fit, define success criteria, map stakeholders, and advance opportunities to close.
Maintain rigorous pipeline governance in CRM (e.g., Dynamics), including opportunity strategy, close plans, next steps, and accurate forecasting; provide regular updates and insights to sales leadership.
Leverage account intelligence tools (including LinkedIn Sales Navigator and relevant industry sources) to identify buying centers, build multi-threaded relationships, and develop targeted engagement plans.
Establish and maintain executive-level, trusted-advisor relationships; articulate differentiated value, manage risk/objections, and drive expansion opportunities within assigned accounts.
Lead cross-functional deal teams (Delivery, Product, DevOps, Marketing, and shared services) to shape solutions, coordinate bid management, and ensure a clear handoff from signed contract to implementation.
