About the role:
As a Sales Director for Utilities, you will be a regional lead in sales and account management, playing a pivotal role in driving our continued growth in our largest target market and ensuring Cyberhawk's solutions address customer business challenges.
Role overview
The Sales Director reports to the Vice President of Sales for North America and plays a crucial role in driving growth with new accounts, managing the sales pipeline for the region and converting qualified pipeline into contracts. Responsible for the commercial success in the region, the Sales Director works in tandem with Solutions Management, Sales Development and Marketing to sell solutions to our customers which deliver value by enabling them to make better decisions about their assets.
Key Responsibilities:
Consultative Selling: Lead discovery meetings, present Cyberhawk solutions and communicate value and differentiation. Collaborate with Operations, Solutions Management, and Commercial Operations to coordinate technical requirements and generate proposal. Navigate multi-stakeholder purchasing processes, address client objections, and negotiate commercial terms and contracts.
Pipeline Management: Maintain accurate records on accounts, opportunities, and sales forecasts. Collaborate with Commercial Operations to accurately track, manage and report on opportunities in the pipeline.
Account Management: Identify customer business requirements and align Cyberhawk's solutions to achieve customer business objects. Maintain and enhance the Cyberhawk brand inside the account in order to be viewed favourably by our end-to-end solution delivery.
Customer Success Collaboration: Work closely and collaborate with the Project Management Office and Customer Success organization to ensure project hand off and quality of delivery. Execute strategies to expand our solutions within the account.
Business Development: Identify new opportunities and collaborate with Solutions Management to align market requirements with Cyberhawk offerings.
Industry Knowledge: Stay informed about industry trends, best practices, and competitive landscape to provide strategic guidance to clients and internal teams.
Qualifications:
• Education: Bachelor's degree in Engineering, Computer Science, Business or a related field. MBA or relevant certifications are a plus.
• Experience: 10+ years of experience in Sales and Account Management or related roles within the industrial technology industry. Experience with IOU's, municipals and co-operatives.
• Domain Expertise: Strong understanding of software products and services, with the ability to grasp technical concepts quickly.
• Communication Skills: Exceptional written and verbal communication skills. Ability to communicate complex ideas effectively to both technical and non-technical audiences.
• Relationship Building: Proven ability to build and maintain strong relationships at various levels of an organization.
• Problem Solving: Strong analytical and problem-solving skills to identify customer challenges and develop effective solutions.
• Collaboration: Demonstrated ability to collaborate effectively with cross-functional teams to achieve common goals.
• Customer-Centric Mindset: Genuine passion for delivering outstanding customer experiences and driving customer success.
• Data-Driven: Comfortable using data and metrics to measure and drive customer success outcomes.
Company Benefits:
• Competitive salary with lucrative variable compensation plan
• Hybrid and remote working
• Group Medical, Vision, and Dental Benefits
• 401k with a 5% Company Match
• Monthly adventure draw
• Company holidays, PTO, and Sick Time
• Pet-friendly office
• Mobile Phone Allowance
• Employee Referral Scheme
• Quarterly team-building activities
