Sr. Account Executive

Description

About Percepto

Percepto is a leader in autonomous inspection and monitoring solutions, offering drone-in-a-box technology and AI-powered software that helps utilities improve uptime reliability, ensure regulatory compliance, and reduce environmental impact. Our end-to-end solutions are trusted by organizations globally for their ability to deliver actionable insights across vast and complex infrastructures.

Position Overview

We are seeking a dynamic and experienced Account Executive to drive sales growth within the Utilities Transmission & Distribution (T&D) sector. The ideal candidate will have a proven track record of selling complex solutions to utility companies, a deep understanding of the challenges faced by T&D operations, and the ability to articulate how Percepto’s technology delivers value. This role will focus on expanding our presence within the sector by engaging with key stakeholders, closing new deals, and driving the adoption of our solutions.

Why join Percepto? We care about the people we work with. we want our team members to grow and develop professionally, to find their job rewarding and intellectually stimulating, and of course - to have fun and feel that they are part of the Percepto family.

Responsibilities

Sales Strategy Execution: Develop and implement a sales strategy focused on acquiring new T&D clients and expanding existing relationships.

Market Intelligence Support: Contribute to market intelligence efforts by staying informed on industry trends, regulatory updates, and key challenges in the utility sector. Provide insights and input to help refine messaging and sales strategies, ensuring alignment with market needs and opportunities.

Pipeline Development: Identify, engage, and nurture leads within the utilities sector to build a robust sales pipeline, focusing on companies that prioritize reliability, compliance, and safety.

Solution Presentation: Effectively present Percepto’s drone-in-a-box solutions and AI-powered software, demonstrating how they address specific challenges in distribution and transmission, such as inspection efficiency, fault detection, and outage prevention.

Relationship Building: Cultivate relationships with key decision-makers, including VPs/Heads of Reliability, Operations, EHS, Digital Transformation, and Innovation.

Technical Knowledge: Collaborate with Sales Engineers and technical teams to ensure product demonstrations and proposals meet client needs and technical requirements.

Contract Negotiation: Manage the end-to-end sales process, including proposal development, contract negotiation, and deal closure.

Collaboration: Work closely with Marketing, SDRs, Account Management, and Product teams to align on goals and support customer success.

Requirements

Experience: Minimum of 5 years of B2B sales experience, with at least 2 years selling to utilities, particularly within the distribution and transmission space.

Industry Knowledge: Deep expertise in T&D operations, regulatory compliance, infrastructure reliability, and uptime challenges

Track Record: Proven success in closing deals, meeting/exceeding quotas, and developing strategic account plans.

Technical Acumen: Ability to understand and explain technical solutions, including AI-powered software, drone technology, and data analytics.

Communication Skills: Exceptional presentation, negotiation, and relationship-building skills.

Travel: Willingness to travel to client sites, industry conferences, and Percepto headquarters as needed.

Preferred Skills

Experience with Account-Based Selling (ABS) and prospecting strategies.

Familiarity with Challenger Sale and Solution Selling methodologies.

Experience working with CRM tools (e.g., Hubspot).

Understanding of drone operations, aerial inspections, and AI-driven analytics is a plus.

Why Percepto?

Innovative Technology: Be part of a company at the forefront of autonomous inspection and AI analytics.

Industry Impact: Help utilities improve reliability, safety, and efficiency through cutting-edge solutions.

Growth Opportunities: Join a growing team with opportunities for professional development and career advancement.

Collaborative Culture: Work with a dedicated team passionate about driving results and customer success.