Aclara

Enterprise Sales Director-Eastern US (Water)

US | US-Remote
Job ID
2017-1430
# of Openings
1
Category
Sales

Overview

Come work with us on the cutting edge of technology and be part of a dynamic and rapidly growing organization!

 

ACLARA understands that a quality team will help us lead the way. We provide an environment that supports professional growth and opportunity for advancement and we offer competitive benefits such as medical, dental, vision, flex-spending, 401k, tuition reimbursement, vacation, holiday and PTO.

 

As the leader in smart grid technology and service, Aclara integrates modern communications, electronics and analytics for use by utilities to increase data gathering that enables more refined control, management and automation in efforts to improve efficiency, reliability and overall performance of electric, water and gas networks. 

 

Explore this exciting opportunity at Aclara where the successful candidate will identify, develop and close new sales opportunities for Aclara AMI/ solutions within an assigned territory and industry, as well as develop and maintain strong relationships with key clients, regulatory personnel, industry consultants and other market influencers. This person will also communicate market information for the Company's strategic planning, and develop key account sales strategies in support of Company's revenue and profit objectives.

 

 

Responsibilities

Essential functions & responsibilities of the Enterprise Sales Director-Water include:

  • Assume sales lead responsibility for all industry accounts in an assigned territory.
  • Develop and execute a sales plan for the assigned territory to create new business in the territory.
  • Develop and maintain relationships at high levels within customer organizations, in addition to effectively accessing all appropriate organization levels.
  • Manage tactical relationships with consultants and partners
  • Monitor and report on the activities of Competitors.
  • Create and deliver effective sales presentations.
  • Coordinate with other Aclara employees to ensure successful programs
  • Participate in setting of objectives and execute to accomplish those objectives.
  • Identify, access and sell to  high level executives in the prospective organization (C – Levels)
  • Accurately communicate Company's vision, purpose and value to customers and other market participants.

Additional Responsibilities include:

  • Maintain current account information in salesforce.com.
  • Develop and execute specific account strategies using Miller-Heiman methodology.
  • Identify and, as appropriate, attend industry trade shows and meetings assigned throughout the year.
  • Use Company provided tools and resources to manage, document sales strategies and track account activities.
  • Lead in the preparation of RFP response.
    • Have strong relationships with accounts prior to a RFP being issued.
    • Establish proposal response strategy and manage the process.
  • Prepare and present reports to upper management.

Qualifications

  • A minimum of a Associate’s or higher level degree is required; in lieu of a degree, a high school diploma/equivalent with 8 or more years of direct selling experience will be considered. 
  • At least five (5) years’ experience system level direct selling experience, with the ability to sell infrastructure systems and solutions and sell to high level utility executives is also required. 
  • The selected candidate must have strategic thinking, planning and effective execution, demonstrated executive level sales experience, strategic knowledge of the major utility market, and proven sales results in major utility or related markets. 
  • Basic knowledge of metering and meter reading technologies, the ability to effectively communicate independently or as a member of a team and to work independently without daily supervision is needed to be successful in this role, as is the ability to identify and internally communicate emerging market trends and opportunities, and to effectively support significant business contract negotiations. 
  • Candidates must also be willing and able to travel up to 50%.

 

Aclara is a great place to work!

  • Received 10 Stand-Out Technologies from ACE12 recognition by Water Online in 2012 for its STAR ZoneScan solution.
  • Achieved the NorthCoast 99 Award, 2008 to 2012, for being a  great workplace that attracts, retains and motivates Top Performers; www.northcoast99.org.
  • Cited by the White House in 2012 for work with the Green Button Initiative and highlighted for its Green Button work in Power magazine’s Power Smart Grid Award to San Diego Gas & Electric.
  • Recognized in 2012 as one of The Networked Grid Top 10 Vendors in Smart Grid by GTM (Greentech Media) Research.
  • Received Greater Cleveland Safety Council Awards in 2012 for going all year without lost-time illness or injury and reducing its accident rate by 25 percent.
  • Recognized in 2011 with the NEO Success Award by Inside Business as one of the top-performing companies in Northeast Ohio.
  • Cited in 2010 for its efforts to promote wireless solutions for utilities with the Wi-Fi Alliance’s Outstanding Leadership and Contribution Award for a New Member.
  • Recognized in 2009 for its consumer engagement software in the 10 Years of Excellence Award presented to PPL Electric Utilities by Metering International.
  • Cited in Metering International’s 10 Years of Excellence Award to the City of Ann Arbor for its implementation of the Aclara STAR Network system.

Affirmative Action and EOE

Aclara is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, national origin, sexual orientation, gender identity, disability status, protected veteran status or any other characteristic protected by law.

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