Aclara

Senior Sales Engineer-Smart Grid

US
Job ID
2017-1531
# 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. 

 

The Senior Sales Engineer is the primary technical resource for the team of Sales Directors tasked with selling the Aclara Grid Monitoring platform. As a critical member of the Sales team, the Sales Engineer will be responsible for working as the key technical advisor and product advocate for Aclara’s sensor platform and applications. The SE must be able to articulate market and product positioning to both business and technical users, representing the technical aspects of how the Aclara Grid Monitoring portfolio solves specific utility problems. The SE collaborates with Sales, Product Marketing, Engineering, and Technical Support resources to ensure proposed deals include technical solutions that accurately address customer needs and are appropriately supported by key customer technical decision-makers within Aclara.

 

The selected candidate for this position needs to located within the Mountain or Pacific Time Zones of the United States.

Responsibilities

  • Collaborates with Sales Directors to scope the technical solutions to address utility requirements and recommends solutions that optimize value for both the customer and Aclara.
  • Secures input from all necessary solution stakeholders within Aclara and adapts solutions, as necessary, to ensure technical requirements are met.
  • Secures commitments from Product Marketing and Engineering needed to ensure a deal’s “technical close.”
  • Responsible for development and delivery of solutions demonstrations.
  • Responsible for representing the solutions to customers and at field events such as conferences, seminars, trade shows, etc.
  • Responds and reviews functional and technical elements of RFIs/RFPs.
  • Conveys customer requirements to Product Marketing hardware and software teams.
  • Meets assigned targets for profitable sales growth in assigned product lines, market areas, channels, or teams supported.
  • Provides coaching and professional development to team-member Sales Directors and Account Managers in order to enhance their product knowledge, utility acumen, and technical sales skills.
  • Assists the Sales Director or Account Managers, with convincing clients that a product or service best satisfies their needs in terms of quality, price and delivery.
  • Provides pre-sales technical assistance and product education, and after-sales support services.

 
 

  •  
  • Additional Responsibilities:
  • Provides strong sales support to distributors and manufacturer representatives for all industry target accounts in assigned territory to achieve new customer Sales quotas.
  • Works with other groups within the Aclara Sales organization and alongside Aclara’s channel partners to create new business in the territory. Coordinates with Aclara’s Enterprise, Geography, International, and Channel Sales to execute Sales plans.
  • Monitors and reports on the activities of Competitors on a regular basis.
  • Delivers effective sales presentations and customized product/solution training.
  • Supports Product Marketing by gathering market/product intelligence from existing and prospective customers.
  • Follows all established Sales and Account Management processes and procedures.  Takes a lead role in the development and improvement of those processes and procedures.
  • Must adhere to all company policies as outlined in the employee manual.

Qualifications

Required:

  • Minimum of a Bachelor’s degree, preferably in technology-related field
    • In lieu of BS degree, a high school diploma/equivalent with 10 or more years Account/Project Management or Sales experience will be considered
  • Minimum 10 years’ experience working within the specific vertical utility industry.
  • Must be highly motivated, goal-oriented, and persistent.
  • Advanced knowledge of Grid Monitoring/Sensors, Distribution Grid Technologies, Distribution Automation, SCADA, and Utility back office systems.  To better collaborate with Aclara colleagues, working knowledge of Metering and AMI is highly desirable, too.
  • Effectively communicates independently or as a member of a team.
  • Ability to work independently without daily supervision.

Preferred:

  • Bachelor’s degree in Electrical or Computer Engineering.
  • Master’s or higher level degree in Business or equivalent area of study.
  • Five (5) years’ experience working specifically with Aclara solutions within the assigned utility vertical.

 

Physical Demands:

  • Ability to travel up to 50% via air or land.

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.

EOE Statement

We are an equal employment 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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