Account Executive - Utilities

Remote, USA

We are seeking a full time, remote, mid-senior skilled enterprise software sales talent with experience selling into and managing large Investor-Owned utility accounts. Strong strategic selling and comfortable in high-pressure sales environments, this person can be located anywhere in the United States. Are you excited by the prospect of selling geo-mobility software subscription and license solutions that improves operational effectiveness and profitability? With a sales background that is anchored by a disciplined sales process, your will thrive in our high-growth global software solution and customer focused culture.

Utilities are constantly challenged to provide safe and reliable service, cost effectively. Operational leaders are continually making real-time decisions that can have huge budgetary and customer service implications - managers coordinating equipment, parts, and crews, and field teams trying to solve problems and capture new information.

An IQGeo solution will aggregate data from the utility’s enterprise systems to create actionable information – information that will enable operations staff to make informed decisions quickly. A simple, smart map-based interface enables engineering and operations teams to collect and share up-to-date information across the enterprise, speeding up decision making, improving network reliability, and reducing the cost of delays and errors.

Responsibilities

This customer-facing position comprises the following objectives and tasks:

  • Enterprise level account management of electric and gas transmission & distribution customers
  • Thorough relationship development and long-term visionary partnering with customers
  • Understand and engage in Utility business needs and clear, articulate technology solutions
  • Drive current and future expansion of solutions at existing sites
  • Present comprehensive business solutions, including customer returns on investment and negotiate terms at senior levels of the customer’s organization
  • Accurately forecast sales revenue, based on in-depth understanding and sound judgment, considering revenue recognition implications
  • Create and execute account plans and strategies (we use the ValueSelling Framework® and will provide training in this approach) to close new business
  • Track leads, opportunities, and prospects using Salesforce, HubSpot, LinkedIn, etc
  • Contribute to and support pre-sales efforts (RFP responses, quotes, solutions) on all deals
  • Perform other related duties, as assigned

Required skills and requirments
  • Over 5 years of experience closing enterprise Software, SaaS, or PaaS deals
  • Proven record in selling enterprise software into the North American utility market
  • Direct experience with and established executive-level relationships at key utilities
  • Experience and knowledge of planning and engineering, field operations, and construction in a utilities context
  • Comfortable addressing business and technical managers both on an individual level and in groups
  • Understanding of Electric and Gas Distribution networks
  • Understanding of AMI, ADMS, SCADA, and IoT processes
  • Strategic sales skills to manage large complex and global accounts
  • A technical grasp in order to add value to customer discussions and translate product strengths into business benefit
  • Highly articulate and persuasive
  • Will have the gravitas, charisma, and knowledge to be credible in complex discussions and negotiations
  • A very high level of personal drive and motivation, focused on results
  • A willingness and desire to get involved in the sales activity at every level
  • US home-based, occasional visits to Denver CO and Cambridge UK offices
  • US citizenship
  • Strong analytical and problem-solving skills
  • Ability to prioritize tasks and to delegate them when appropriate
  • Ability to function well in a high-paced and dynamic environment
 
Education
  • Bachelor’s degree or equivalent from an accredited university in Engineering, Business, or related field. Master’s Degree preferred
  • Over 5 years of experience closing enterprise Software, SaaS, or PaaS deals

This position is full-time, remote opportunity.

 

If you would like to join this winning team, please submit your resume and cover letter to hr@iqgeo.com