Director of Sales - Enterprise Energy SaaS Solutions

Location: New York City, NY

Department: Sales

Type: Full Time

Min. Experience: Experienced

About AutoGrid

AutoGrid’s Distributed Energy Resources (DER) flexibility management software allows utilities, electricity retailers, energy service providers and owners of large asset portfolios to deliver clean, affordable and reliable energy. The company’s patented Predictive Controls™ technology leverages advanced data science, machine learning and high-performance computing to predict, control and optimize all DERs at scale and in real time. AutoGrid has more than 2,500 megawatts of flexible capacity from distributed generation, storage and DR resources under contract. Its solutions help more than 30 global energy companies such as National Grid, Florida Power & Light, Eneco, CPS Energy and NextEra Energy to balance supply and demand, increase grid reliability, integrate renewables and deliver value-added services to customers in regulated and deregulated markets worldwide.

Candidate Profile

The Director of Sales is the primary industry facing relationship owner for AutoGrid and is responsible for driving profitable revenue while excelling at market making. AutoGrid is looking for a highly motivated Director of Sales to develop new enterprise software opportunities at selected strategic accounts across North America.  The Director of Sales will be responsible for selling AutoGrid's Energy Internet Platform and all modules and software solutions built upon that platform.   

This person will play a key role in developing new business and managing key electric utility and unregulated energy accounts working directly with the Vice President of Sales to rapidly expand the company.  This person will be responsible for implementing a structured 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.  Experience selling in the energy ecosystem is strongly preferred.  In addition, candidate should be comfortable working in a fast-moving, startup company environment.

Key Responsibilities

  • Expand business by delivering new bookings and revenue in named utility accounts in North America.
  • Manage complex sales cycles at accounts across a large and diverse 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.
  • 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.
  • 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 sales experience specifically selling multi-million dollar enterprise SaaS software deals.
  • Successful sales experience in the Electric Utility vertical within large software companies will be a significant plus.
  • 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 ABB, Siemens, Schneider, Oracle, GE, SAP, Landis and Gyr, ITron, C3 or companies selling similar enterprise software products.
  • Ideal candidate will have strong existing relationships at various electric utility accounts.
  • Excellent leadership, management, and interpersonal skills.
  • Proven ability to influence customers at the most senior level down to department level at large investor owned electric 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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