Account Executive, Utilities/SCADA (Americas) - (Remote in US)

ABOUT THE ROLE

Power Factors is seeking a talented and experienced Account Executive to join our growing sales workforce. In this role, the Account Executive, utilities (Americas) have the mandate to execute account-specific targeted sales campaigns for America regions, in partnership with marketing and the Regional Vice President – Sales. The Account Executive, Strategic Sales is accountable for achieving and exceeding targeted account sales goals and account objectives aligned with Power Factors' business strategy.

The Account Executive is responsible for stimulating sales growth by creating relationships with new customers, devising strategies aimed at attracting target accounts, and using all available sales resources to produce optimal results. These strategic customers consist of regional renewable energy developers, Independent Power Producers, EPC contractors, utilities, asset managers, and owners and/or operators of large fleets of renewable energy assets. Your grasp of value-added services is vital for establishing partnerships with our customers in order to better understand their needs, while providing them with a technical advisory solution.

You will be part of a global growing team of passionate professionals who drives the renewable clean energy transition. This role report to the Regional Vice President, Sales America. The position is based remotely in USA.

Do you have passion for making your customers successful, and the ability to articulate the value and return on investment of an enterprise solution across multiple decision makers? Do you have experience and relationships the owner/operators of large renewable energy asset fleets?  This could be the role for you, are you up for the challenge?

KEY RESPONSIBILTIES

• Develop, implement and execute high-volume sales stage-appropriate activities such as awareness, engagement, discovery, qualification, opportunity development, commercial and technical proposal development, decision making, contract negotiation, and commercial close.
• Develop a qualified target list of significant IPPs, Owners, Operators, and Utility accounts; identification and engagement of key technical and economic decision-makers in the targeted accounts.
• Build relationships, develop, and execute targeted proof of concepts, and convert qualified opportunities within the target account(s).
• Work in close partnership with the marketing department to develop and execute supporting account-based marketing campaigns directed at target accounts & persona at various stages in the buyers' journey.
• Engage with targeted persona to conduct discovery, develop a customer value proposition to support enterprise-level value selling. Work with our Sales Engineering team to develop cross-functional approved scope, timeline, and implementation effort enabling customers value realization expectations.
• Establish partnerships with our customers to better understand their needs, while providing them with a technical advisory solution that will be transitioned to customer success team.
• Lead the development and presentation of commercial and technical proposals to target accounts in collaboration with the appropriate Regional Vice President, Sales.
• With the support of Regional Vice President – Sales, lead the commercial and contractual negotiations of various agreements (e.g., Letters of Intent, DPSAs, MSAs, Enterprise Agreements) to successful contract execution and financial closing.
• Develop, execute, and report on account plans and opportunity pipeline, with high degree of forecast accuracy with CRM tools.
• Responsible for representing the company and products to customers and at field events such as conferences, seminars, etc.

QUALIFICATIONS :

We believe you enjoy working in a purpose-driven organization and that you thrive in an environment where you need to find creative solutions to challenging problems in a fast-changing context. This also means that you are effective at managing multiple tasks of varying complexities, work well under pressure, and are driven by continuous learning and growth. Specifically, we are looking for someone with the following toolbox:

• University Degree in Business Management, Engineering or in a related field. Masters in Business Administration or equivalent preferred.
• Minimum of 8 years’ experience in utility industry, with an understanding of the technology/services required in Cloud/SaaS, industrial IoT, Big Data Analytics.
• Knowledge of the Renewable Energy (wind, solar, battery) industry and related industry contacts are considered highly desirable assets.
• Strong track record in achieving and exceeding sales objectives.
• Experience in establishing and maintaining strong customer relationships.
• Outstanding leadership with a demonstrated competency of managing technology sales through times of growth, change and ambiguity.
• Experience working closely with Marketing, Sales Engineering, Product Management, and Customer Success to develop sales strategies and value-added solutions to customers deliverable over long-term SaaS contracts.
• Experience in successfully managing the complete sales cycle.
• Can-do attitude and hunger. You’re eager to jump in and get things done but don’t get flustered in a dynamic start-up environment.
• Ability to work with cross-functional teams to help establish effective processes.
• Solid relationship management skills, communication and presentation skills.
• Relevant industry background and experience in Data Management, Analytics, and/or Industrials.
• Significant experience in account planning, stakeholder, sales & contracting process management.
• Ability to travel to meet customers as needed