Sales Director - West Coast

Pipeline Management

• Build and maintain a robust pipeline of prospect opportunities to meet annual sales objectives.
• Develop comprehensive account plans and lead internal commercial and technical groups to qualify and execute on opportunities.

Account Strategy

• Lead the negotiation of complex contracts through various stages, including pilots, Letters of Intent (LOIs), and final contract execution.
• Build multi-level relationships within target accounts to become a trusted advisor.
• Align customer needs with appropriate internal resources.

Relationship Management

• Lead cross-functional teams without formal reporting lines, ensuring focus and high performance throughout the sales cycle.
• Provide market feedback to operations, product, and marketing teams to assist in the development and launch of new solutions.

Internal Leadership

• Maintain accurate and timely forecasts, milestones, and status updates within MS Dynamics 365 and other internal systems.
• Facilitate a clean transition from sales to delivery, remaining engaged to support ongoing commercial discussions or required contract modifications.

Relevant Experience & Qualifications

• Market Expertise: 10+ years of experience selling into Critical Infrastructure, complex enterprises, or government agencies.
• Successful sales history with electric utilities (IOUs) strongly preferred.
• Demonstrated understanding of Grid Modernization, Electric Grid Operations, Telecom Strategies, IoT, and Digital Transformation concepts.
• Proven track record of navigating utilities or other complex industries, complex procurement processes and closing large-scale deals.
• Demonstrated success navigating utility procurement, regulatory considerations, and multi-stakeholder decision-making to close large, multi-year contracts.
• Ability to inspire and lead cross-functional teams in a matrixed environment.

Attributes

• Self-starter with a focus on outcomes rather than activity;
• Ability to develop new methods to drive success when traditional paths are blocked.

Tools

• Proficiency with MS Dynamics 365 or similar CRM platforms.

Education

• Bachelor’s degree required.

Travel

• Ability to travel domestically up to 75%.