Senior Director of Sales - North America Western Region

Location: CA

Department: Sales

Type: Full Time

Min. Experience: Experienced

Reports to Vice President of World-Wide Sales and Field Operations

OVERVIEW

AutoGrid Systems in the Energy Internet Leader.  AutoGrid is tackling one of the greatest challenges of our time, namely to provide safe, reliable, affordable and sustainable energy to the world’s population.

Over $2 trillion dollars will be invested globally within this decade in modernizing the electricity infrastructure. Billions of sensors, smart meters and smart devices are getting deployed as part of this infrastructure upgrade, providing an unprecedented ability to monitor every asset within the electricity supply chain. Enterprises around the world are looking for ways to derive value from this new data that is now available to them for the first time. AutoGrid is at the forefront of this revolution by bringing Big Data and Internet-scale computing technologies to organize and analyze world’s energy data produced from an increasingly networked and automated grid. AutoGrid’s Energy Data Platform generates real-time predictions that allow electricity generators, grid operators, and their customers to improve the reliability of the grid and manage the cost of electricity.

AutoGrid’s first application on this platform, DROMS (Demand Response Optimization and Management System), enables electricity providers and consumers of all sizes to forecast generation, consumption, and grid conditions in real-time – enabling providers and consumers to optimize demand and cost through flexible demand management programs. 

AutoGrid’s technology has won numerous awards including the prestigious World Economic Forum’s Technology Pioneers award, US Department of Energy’s Advanced Research Projects Agency for Energy (ARPA-E) and California Energy Commission Emerging Technologies awards where AutoGrid was ranked #1 out of all proposals received by the agency. AutoGrid has attracted investment from some of the most exclusive names in the venture capital and energy communities and has forged strategic partnerships with several of the world’s largest energy companies. 

AutoGrid’s customers and partners include companies such as Xcel Energy, CPS Energy, Eversource, Portland General Electric, New Hampshire Electric Cooperative, Bonneville Power Administration, E.ON, Eneco, Florida Power & Light, Hawaiian Electric, Hitachi, Microsoft, NTT Data, Oklahoma Gas and Electricity, Schneider Electric, Southern California Edison, Silver Spring Networks, Trilliant and many others.

CANDIDATE PROFILE

The Senior Director of Sales is the primary industry facing and regional relationship owner for AutoGrid and is responsible for driving profitable revenue while excelling at market making. AutoGrid is looking for a highly motivated Senior Director of Sales to develop new enterprise software opportunities in the Western Region of North America.  The Senior Director of Sales will be responsible for sales of AutoGrid Demand Response Optimization and Management System (DROMS) along with all of the new data science and predictive analytics solutions built on AutoGrid Energy Data Platform.

This person will play a key role in developing new business and managing key accounts in the Western Region, working directly with Vice President of WW Field Operations to rapidly expand the company.  This person will be responsible for implementing a structured, regional sales plan aimed at generating new business, and to build strong, trust-based relationships with customer decision makers at the “CXO” level.

AutoGrid is planning to add a process-driven sales professional with a strong track record of opening new markets, exceeding sales goals and selling enterprise software solutions delivered in a SaaS delivery model.  The ideal candidate will know how to leverage the organization’s resources to be successful including driving matrix sales teams of solutions architects, pre-sales support teams, professional services and executive management.  The candidate will be able to demonstrate a proven record of landing enterprise level accounts and dealing with complex sales situations with multiple stakeholders. Demonstrated experience in articulating the value proposition, and negotiating agreements in the software industry is a must.  Utility experience is preferred.  Candidate should be comfortable working in a fast-moving, startup company environment.

KEY RESPONSIBILITIES:  Senior Director of Sales, Western Region

  • Expand business by delivering new bookings and revenue in named utility accounts in the Western Region.
  • Manage complex sales cycles in a diverse and large geographical region.
  • Build a solid pipeline multiple to ensure successful achievement of quarterly bookings and revenue targets.
  • Execute on a proven territory plan to ensure prioritization and proper resource allocation.
  • Be an early and prominent player as we introduce ground-breaking Big Data solutions to the energy industry.
  • Manage all opportunities by navigating the critical success factors, competitive challenges, partner landscape, objections and other complex issues to ensure successful outcomes in the territory.
  • Create quarterly forecasts including committed deals as well as pipeline for the current quarter and beyond.
  • Participate in weekly, monthly, quarterly and annual reporting and sales cadence.
  • Articulate the path to closure and key tactical steps for each account in forecasted and pipeline deals.
  • Build a pipeline of new business for the region in Utilities and Energy industry
  • Plan and facilitate meetings between AutoGrid’s executive team, the client’s business executives, technology and procurement teams to align all parties around the engagement. 
  • Schedule strategic meetings with clients, partners, and thought-leaders to understand global and regional regulatory and industry specific issues that impact our accounts.
  • Interface with AutoGrid marketing, product management, and professional services teams to review programs and timelines on an ongoing basis to ensure successful implementation. 

KEY REQUIREMENTS:

  • 8-10+ years executive level, direct (national and global) sales experience specifically selling multi-million dollar, enterprise software and SaaS deals.
  • Successful sales experience in the Utility vertical within large software companies will be a plus.
  • Ideally located in California but other regions in Western United States are also acceptable.
  • Demonstrated ability to handle complex sales situations and closing multi-million dollar transactions.
  • Have extensive experience with solution selling, C-Level selling and complex selling techniques.
  • Ideal candidate may have worked at companies such as Oracle, SAP, Cisco, VMWare, Tibco, Informatica, BMC, CA, McAfee, Symantec, Ventyx, Silver Spring Networks, eMeter or companies selling similar enterprise software products.
  • Ideal candidate will have strong existing relationships at utilities such as PG&E, SCE, SDG&E, LADWP, SMUD, BPA etc.
  • Excellent leadership, management, and interpersonal skills.
  • Proven ability to influence customers at the most senior level down to department level at large investor owned utilities and energy companies.
  • Very competitive, driven to succeed and overachieve measurable goals.
  • Proven success in defining sales process and in building a winning sales culture.
  • Be proficient in Salesforce.com or other CRM tools for reporting and opportunity management.
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