Head of Sales USA ($100M business unit)

Region: USA
Work Environment: Remote USA
Reporting to: Global Business Unit Head
Reports: 5 to 6 Senior Sales Managers
Domain Expertise: Renewable Generation, Transmission & Distribution, Energy Trading
Customer Segment: Utilities / Energy Markets/Merchants / EPC-Developers / Large Energy Users
Travel Requirement: Up to 60% (on business needs)

Company Overview:

Our client is world’s best engineering & technology service providers. They are multi-billion-dollar technology, engineering, construction, and financial services conglomerate specializing in engineering, procurement, and construction (EPC) projects, high-tech manufacturing, digital transformation and technology services.

Job Details:

Objective:

As a Head of Sales, America Products & Solutions Sales Team, you will be responsible for driving sales growth and achieving revenue targets within the United States.

Key objective is to establish various management level connects (including C-level) and facilitate/accelerate their digital energy solution leadership in the following domains:

Renewable energy grids and hybrid generation plant control rooms
Power system transmission and distribution (PT&D) control rooms,
Energy markets/transaction involving deal to trading, forecasting scheduling, metering, billing and settlements
Substation automation software, Fault Analysis application and asset management solutions
Enterprise utility IT-OT integration solution across grid operation, asset operation, power procurement operation and meter to bill / customer services operation
Monitoring and Control of Grid interactive distributed energy resources – energy storage, electric vehicles ad demand response.

You will be supported by:

Significant infrastructure powered by 7*24 staffed their Network Operation Center in Fairfield, California to provide best-in-class customer support services for products as well as energy operation
Their uniquely designed products & solutions ensuring the best-value delivery, always a well packaged system built upon their Spark integration platform
Their approach for a dedicated vertical focusing on new emerging areas where solutions require innovation and collaborative development
Their solution tailored to customer’s needs by supporting fully configurable and scalable architecture for project specific implementation

In this critical leadership role, you will need a deep understanding of energy consulting and the ability to bridge relationships between them and large electric utility companies, energy service/merchant companies, EPC/developer companies and large energy user companies. By leveraging your experience and expertise, you will engage with key customer executives (C-Suite level) to help shape their energy strategy, position Their solutions as strategic enablers to their goals, and drive revenue through long-term, high-value partnerships.

Key Responsibilities

Sales Strategy & Execution

Develop and execute comprehensive sales strategy to meet year on year targets for their Software Products, Solutions and Services across Americas with main focus on USA, ensuring alignment with their business objectives.
Lead the sales team with focus on large-scale, high-value opportunities with electric utility companies as well as any other customers engaging significant deals, leveraging your expertise to drive solution adoption, build trusted relationships, and influence C-suite decision-makers.
Drive the sales team for sales growth by engaging with utility industry leaders and guiding them through their energy transformation journey using Their innovative solutions in protection, automation, renewables, storage, microgrids, electric vehicles, demand response and cybersecurity.

Consultative Selling & Energy Strategy

Function as a trusted energy consultant for large electric utility companies, providing strategic advice and recommendations on power system optimization, automation, grid resilience, and cybersecurity.
Leverage your deep industry knowledge and experience to assess customer needs, identify gaps, and propose innovative solutions that solve business problems and accelerate utility modernization.
Lead discussions at the C-suite level with utility executives, ensuring that Their solutions align with their long-term energy goals and vision, and guide them in implementing transformative digital solutions.

Expertise in Proposal Development & Bid Management

Lead the preparation and submission of complex proposals in response to RFPs, RFIs, and tenders for large-scale energy projects, ensuring all proposals are comprehensive, customer-centric, and aligned with their business objectives
Collaborate with internal teams (technology development, product management, solution engineering, services, finance, legal) to ensure seamless development of proposals that reflect the right combination of build, buy, partner elements, tailored to each customer’s specific needs
Diligent in proposal presentations and negotiations, demonstrating how Their solutions will directly benefit the customer’s business and energy infrastructure.

Bridge Relationships with Customer Executives

Build and cultivate long-term relationships with C-suite executives and other senior leaders within large electric utility companies, positioning yourself as a strategic advisor who understands their challenges and objectives.
Leverage your established relationships and consulting expertise to navigate complex decision-making processes and advocate Their solutions as key enablers of energy transformation.
Represent them as a thought leader in the energy sector, building credibility and trust among key utility stakeholders through deep, consultative engagement.

Market Intelligence & Thought Leadership

Stay informed about the latest developments in the energy sector, including emerging trends in smart grids, microgrids, renewables integration and cybersecurity for electric utilities
Use this market intelligence to inform Their sales strategies, ensuring that solutions are aligned with the evolving needs of utilities and the broader energy transition.
Represent THEM at industry events, conferences, and forums, strengthening the company’s position as a leader in the energy transformation space.

Customer Engagement & Success

Continue engagement with the customer ensuring successful implementation, meeting customer expectations and driving business values.
Act as a point of escalation for any post-sales issues, ensuring customer satisfaction and creating opportunities for upselling or cross-selling additional solutions.
Work with the customer to ensure long-term value realization from Their products and services, positioning the company as a trusted partner in the customer’s energy strategy.

Required Qualifications:

25+ years of experience in sales, business development, or technical sales, with at least 15 years of leadership experience within the electric utility or energy sector.
Demonstrated experience in energy consulting and strategic advisory, particularly with large electric utilities, to address challenges in grid modernization, automation, and energy management.
Proven track record of building and maintaining C-suite relationships within major electric utilities and other significant customers, with experience driving large, multi-million-dollar deals.
Expertise in fast track sales strategy and executing complex sales cycles involving multiple stakeholders.
Strong leadership, communication, and negotiation skills with the ability to influence key decision-makers, especially at the C-suite level in utility organizations.
Deep technical understanding of power systems, automation, microgrids, and cybersecurity solutions in the utility sector.
Excellent consultative selling and critical thinking skills, with the ability to craft customized solutions that deliver measurable business outcomes.
Experience in managing multi-faceted bids and proposals, coordinating cross-functional teams to develop compelling, customer-focused solutions.

Skills & Competencies:

Strong leadership, communication, and negotiation skills with the ability to influence key decision-makers, especially at the C-suite level in utility organizations.
Deep technical understanding of power systems, automation, microgrids, and cybersecurity solutions in the utility sector.
Excellent consultative selling and critical thinking skills, with the ability to craft customized solutions that deliver measurable business outcomes.
Experience in managing multi-faceted bids and proposals, coordinating cross-functional teams to develop compelling, customer-focused solutions.

Sales Incentives and Other Benefits:

401K Match up to 4%
Health, Dental and Vision Insurance

Head of Sales USA - Remote