Enterprise Sales Director - Electric

  • Aclara
  • Boston, MA, USA
  • Sep 02, 2021

Job Description

We have a future to create. So join Aclara, as we harness science and engineering to make a difference. We're at the intersection of communications, data technology, energy, and national resource engineering. Our 800 energy and utility customers across the globe ask us to solve complex challenges from making the power grid smarter, to delivering clear water, to empowering their customers to conserve energy. We're a hardware, software and network engineering company building new solutions to hard problems. We're big data gurus and in-the-field problem solvers. Sound like your kind of challenge? Then join us. We offer competitive benefits such as medical, dental, and vision care, flex spending, 401k, tuition reimbursement, vacation, holiday & personal time, and we are committed to diversity and to our veterans. This position will be remote and responsible for the Northeast US territory. Qualified applicants should reside preferably within 30 minutes of an accessible airport. The Enterprise Electric Sales Director will be responsible for driving bookings and revenue opportunities associated with all Aclara offerings to large Enterprise Electric customers, primarily IOUs and large municipal utilities. As a leading member of the sales team, this person will be a highly-networked, experienced industry professional who can expertly develop, close, and manage comprehensive Aclara deals while developing relationships and account plans that leverage Aclara's strengths across all levels of customer organizations. The Sales Director must be an ambitious networker who can convey the value of the solutions of Aclara and (parent) Hubbell convincingly while facilitating the activities of a matrixed selling organization. Essential Functions: Meet and exceed assigned targets for profitable sales bookings growth in assigned product lines, market areas, and channels. Build, extend, and manage a diverse network of contacts within utility executives and management, key Aclara partners, consultants, and other industry stakeholders. Serve as an expert on the business impact of all Aclara solutions to relevantly and effectively represent our offerings cross-functionally within utility companies. Analyze the assigned accounts and territory and develop actionable sales plans to penetrate and grow Aclara's market share. Perform all activities in the sales cycle—generate leads, qualify opportunities, educate customers, quarterback proposal development, and lead sales meetings/presentations. Coordinate commercial contract negotiations alongside Aclara's legal and product leaders to close business. Maintain positive client relationships to ensure client satisfaction, account growth, new business acquisition, and customer loyalty through cross-selling and upselling. Support the development of sales strategy, marketing collateral, and associated programs and initiatives. Convey customer requirements and market direction to Aclara's product management, partners and development teams to ensure a healthy and relevant roadmap. Facilitate effective cross-selling among the entire Aclara sales team to introduce new offerings and solidify support for existing projects by leveraging connections with senior decision-makers within the customer organizations. Represent the company in a manner consistent with its core values and team-based approach. Additional Responsibilities: Maintain current account and opportunity information in Salesforce.com. Coordinate closely with Aclara partners for opportunities and deals within the associated territory that include partner components. Deliver effective sales presentations that encompass both Aclara-owned and partner technologies demonstrating an understanding of standalone and combined solution value. Support Product Marketing by monitoring and gathering market/product intelligence from existing and prospective customers, competitors, and potential technology partners. Follow all established Sales and Account Management processes, procedures, and methodologies. Adhere to all Hubbell corporate policies. Knowledge/Skills/Abilities:Required: Minimum of a Bachelor's degree, preferably in technology-related field. Minimum 5-10 years' experience working within the utility industry with well-established relationships at all organizational levels, including the executive levels. Strong ability to network and establish new and/or expanded relationships by employing 'high touch' strategies. Must be highly motivated, goal-oriented, and persistent with experience in driving business opportunities and developing markets. Must possess the ability to grasp complex selling challenges while formulating strategies to advance business plans across a multitude of accounts. Advanced knowledge of the offers and business cases that support AMI, Metering, Distribution Grid Technologies, Distribution Automation, DER/DG, Utility enterprise software platforms, load control and demand response/management. Must be able to effectively communicate a value proposition and to work both independently and as a member of a broader team. Preferred: Master's or advanced degree in Business or equivalent area of study. Five (5) years' experience working specifically with AMI, grid modernization, and distribution asset solutions. Physical Demands: Ability to travel up to 50% via air or land.