Head of Utility Sales

Role Responsibilities:

• Developing and managing a growing customer base for utility and energy accounts, focusing on identification and execution of new business opportunities.
• Structuring and negotiating new business relationships, including key pricing and commercial terms as part of complex contracting processes.
• Managing senior-level relationships with customers and partners, navigating diverse buying committees up to Board/C-level executives.

Strategic Execution:

• Ensuring swift execution of new Pano Station installations during a short pre-fire season window by partnering with internal operations and customer teams.
• Partnering with internal stakeholders in Sales, Marketing, Product, Operations, and Finance to assess the competitive landscape and refine strategies.
• Leveraging domain expertise to plan and execute sales tactics in areas like territory planning, prospecting, presentations, negotiations, and closing.

Qualifications and Traits:

• 10+ years of technology sales experience in enterprise software, infrastructure, or cloud services.
• 5+ years of outside sales/business development experience focused on the utility and energy sector.
• Demonstrated ability to think strategically about utility priorities and convey compelling solutions.
• Excellent written and verbal skills with attention to detail and quality presentation, including Board-level engagement.
• A track record of navigating multi-stakeholder organizations at the executive level and a strong preference for end-to-end sales cycles.
• Highly competitive, adaptive, organized, with a sense of urgency and passion for environmental issues; travel expectation of at least 25%.