Aclara

Sales Director-Grid Solutions (West)

US
Job ID
2017-1575
# 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 as such, we offer advanced training for specialties! We are looking for motivated, dedicated employees to join our fast growing team! We offer many competitive benefits to attract, retain and motivate employees such as medical, dental, vision, flex-spending, 401k, tuition reimbursement, vacation, holiday and PTO!

 

The Sales Director, Grid Solutions, will be responsible for driving revenue opportunities associated with Aclara’s distribution grid technologies offerings. As a critical member of the sales team, this person will be a highly-networked, experienced industry professional who can expertly develop, close, and manage comprehensive Aclara deals that encompass both Aclara-owned solutions and those of the Aclara partner network covering the distribution grid. The Sales Director must be able to articulate utility customer value for Aclara’s grid solutions portfolio and will be responsible for building new Aclara relationships and creating innovative business solutions for the expanding set of Aclara customers.   

Responsibilities

Essential Functions:

  • Meet and exceed assigned targets for profitable sales bookings growth in assigned product lines, market areas, and channels.
  • Build, extend, and manage a diverse network of contacts within utility executives and management, key Aclara partners, consultants, and other industry stakeholders.
  • Serve as an expert on the business impact of all Aclara grid solutions to relevantly and effectively represent our offerings cross-functionally within utility companies.
  • Analyze the assigned accounts and territory and develop sales plans to penetrate and grow Aclara’s market share.  Plans will be developed in conjunction with other selling resources in the Aclara Global Sales team, including Enterprise and Geographic sales directors.
  • Perform all activities in the sales cycle—generate leads, qualify opportunities, educate customers, quarterback proposal development, and lead sales meetings/presentations.
  • Coordinate commercial contract negotiations alongside Aclara’s legal and product leaders to close business.
  • Maintain positive client relationships to ensure client satisfaction, account growth, new business acquisition, and customer loyalty through cross-selling and upselling.
  • Support the development of sales strategy, marketing collateral, and associated programs and initiatives.
  • Convey customer requirements and market direction to Aclara’s product management, partners and development teams to ensure a healthy and relevant grid solutions roadmap.
  • Coach other members of the Aclara sales organization on the impact of new offerings for the utility distribution system to facilitate more effective cross-selling among the entire team.
  • Represent the company in a manner consistent with its core values and team-based approach

Additional Responsibilities:

  • Maintain current account and opportunity information in Salesforce.com.
  • Coordinate closely with Aclara partners for opportunities and deals within the associated territory that include partner components.
  • Work with other parts of the Aclara Sales organization to create new business in the territory across all Aclara platforms that touch the distribution grid. Coordinate closely with Aclara’s Enterprise, Geographic, and Channel Sales to execute sales plans.
  • Deliver effective sales presentations that encompass both Aclara-owned and partner technologies demonstrating an understanding of standalone and combined solution value.
  • Support Product Marketing by monitoring and gathering market/product intelligence from existing and prospective customers, competitors, and potential technology partners.
  • Follow all established Sales and Account Management processes, procedures, and methodologies.
  • Adhere to all company policies as outlined in the employee manual.

Qualifications

Knowledge/Skills/Abilities:

Required:

  • Minimum of a Bachelor’s degree, preferably in technology-related field.
  • Minimum 10 years’ experience working within the utility industry with well-established relationships at the executive levels.
  • Must be highly motivated, goal-oriented, and persistent with experience in driving business opportunities and developing markets.
  • Advanced knowledge of the offers and business cases that support Distribution Grid Technologies, Distribution Automation, DER/DG, Utility enterprise software platforms, load control and demand response/management.
  • Working knowledge of Metering and AMI hardware and software platforms is highly desirable.
  • Ability to effectively communicate a value proposition and to work both independently and as a member of a broader team.

Preferred:

  • Master’s or advanced degree in Business or equivalent area of study.
  • Five (5) years’ experience working specifically with grid management and distribution asset solutions.

 

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 of minorities, females, veterans and individuals with disabilities, regardless of sexual orientation or gender identity.

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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