Senior Sales Manager, Energy

Duties / Responsibilities

• Develop and implement capture plans by integrating market and competitive insights, client pain-point analysis, and solution positioning;
• Tailor sales strategies to achieve growth goals for the Energy Market.
• Research and analyze market drivers, policy trends, and competitive landscape for regulated utilities, independent power producers, and oil & gas companies.
• Leverage client feedback and portfolio information to provide actionable insights on client needs, market dynamics, and competitive positioning.
• Create and maintain high-trust relationships with client account teams; align pursuits with clear and differentiated client value propositions tailored to energy-market challenges and investment priorities.
• Facilitate pursuit decisions through structured No/Go processes in collaboration with leadership and legal teams, ensuring opportunity due diligence and risk consideration.
• Understand and advise on contractual arrangements, pricing structures, and risk management specific to energy sector projects.
• Oversee development and coordination of proposals, proposal budgets, and resource mobilization for both competitive and sole-source pursuits.
• Maintain compliance and consistency with pre-approved responses for critical prequalification packages, ensuring use of company resources effectively.
• Integrate lessons learned from prior pursuits and proposal cycles to improve win strategies and success rate.
• Collaborate closely with business development leaders, technical experts, and client account managers to build client relationships and support cross-selling.
• Track and report sales pipeline progress, pursuits, and outcomes using CRM and standard tools.
• Conduct ongoing pipeline assessment to evaluate opportunity quality, alignment with market demand, contractual requirements, and pursuit readiness; collaborate with technical and client teams as needed.
• Uphold company and client health and safety protocols in all aspects of sales leadership.

Qualifications

• Bachelor's degree in civil engineering, geotechnical engineering, mechanical engineering, geology, business administration, public policy, or related discipline.
• Minimum 5 years of direct sales experience in the Energy sector.
• Proven success managing sales pursuits, capture strategies, proposal development, and risk evaluation within the Energy sector.
• Deep understanding of market drivers, policy trends, contractual and pricing mechanisms, and risk management relevant to energy sector clients.
• Strong analytical, organizational, and communication skills, including experience with proposal and budget development.
• Experience with CRM systems (e.g., Salesforce, Deltek, or similar).
• A collaborative approach to working with multi-disciplinary teams.