Senior Director, Utilities Software Sales

Requirements

• 10+ years of experience selling complex SaaS software solutions to electric, gas, and water utilities and public works organizations within municipalities (experience with average deal size between $200K-$1M+ ARR).
• The ideal candidate would have experience with FSM, EAM & CWM solutions from larger vendors, such as IBM Maximo, SAP, Oracle, and Infor, but must also have spent time working for a startup.
• Strong skills at quarterbacking significant internal and external resources (often 10-15+ stakeholders involved in each deal).
• A robust utility industry network documented through an extensive LinkedIn contact base.
• Deep understanding of current trends in the utility industry and municipal sectors, including grid modernization, gas safety and infrastructure upgrades, PFAS, emergency response, customer experience and transformation, and workforce transformation.
• A strong understanding of Enterprise Asset Management, Field Service Management, Utility Construction, and ERP/CIS.
• Candidates must be results-driven, customer success-oriented, and have a proven ability to lead and collaborate with Industry partner organizations.
• High energy, self-driven, with a professional and positive attitude.
• Ability to work in a team environment.

Responsibilities

• Manage 50+ utility and municipal accounts, driving multi-year SaaS agreements.
• Identify “land and expand” opportunities to deliver long-term value to our customers.
• Serve as a trusted advisor, helping clients modernize operations and optimize field work.
• Sells KloudGin’s Field Service, Asset Management, and Construction Work Management solution to major tier 1-3 utilities and municipalities.
• Maintain and grow a high personal profile within the industry and the associations that serve it (e.g., EEI, AGA, AWWA, NAWC, etc.).
• Conduct deep customer research and keep updated on critical business issues within the customer base (including earnings reports, rate case filings, city council meetings, etc).
• Provides consultant-level insights to clients, driving industry best practices through the use of the KloudGin solution set.
• Leverage your Industry influencer network, and identify and develop “sell through” and “sell with” strategies with leading SI firms.
• Develop joint partner solution proposals encompassing all aspects of the application.
• Lead the development, presentation, and positioning of KloudGin’s business transformation value proposition.
• Negotiate pricing and contractual agreements to close the sale.