Sales Director - West Coast

Position Overview

The Sales Director is a senior individual contributor responsible for identifying, qualifying, and closing complex enterprise sales within the utility and critical infrastructure sectors for the West Coast territory. This role acts as the quarterback for the West Coast territory, leading cross-functional teams to execute sophisticated account strategies and meet annual revenue objectives.

The ideal candidate is a results-oriented self-starter with a deep understanding of grid modernization, grid operations, telecommunications, and digital transformation, paired with a proven ability to sell into regulated, risk-averse utility organizations.

Duties and Responsibilities

• Pipeline Management: Build and maintain a robust pipeline of prospect opportunities to meet annual sales objectives.
• Account Strategy: Develop comprehensive account plans and lead internal commercial and technical groups to qualify and execute on opportunities.
• Deal Execution: Lead the negotiation of complex contracts through various stages, including pilots, Letters of Intent (LOIs), and final contract execution.
• Relationship Management: Build multi-level relationships within target accounts to become a trusted advisor. Align customer needs with appropriate internal resources.
• Internal Leadership: Lead cross-functional teams without formal reporting lines, ensuring focus and high performance throughout the sales cycle.
• Voice of the Customer: Provide market feedback to operations, product, and marketing teams to assist in the development and launch of new solutions.
• Reporting & CRM: Maintain accurate and timely forecasts, milestones, and status updates within MS Dynamics 365 and other internal systems.
• Post-Contract Engagement: Facilitate a clean transition from sales to delivery, remaining engaged to support ongoing commercial discussions or required contract modifications.

Relevant Experience & Qualifications

• Market Expertise: 10+ years of experience selling into Critical Infrastructure, complex enterprises, or government agencies. Successful sales history with electric utilities (IOUs) strongly preferred.
• Technical Knowledge: Demonstrated understanding of Grid Modernization, Electric Grid Operations, Telecom Strategies, Internet of Things (IoT), and Digital Transformation concepts.
• Sales Excellence: Proven track record of navigating utilities or other complex industries, complex procurement processes and closing large-scale deals.
• Enterprise Sales Acumen: Demonstrated success navigating utility procurement, regulatory considerations, and multi-stakeholder decision-making to close large, multi-year contracts.
• Leadership Skills: Ability to inspire and lead cross-functional teams in a matrixed environment.
• Attributes: Self-starter with a focus on outcomes rather than activity; ability to develop new methods to drive success when traditional paths are blocked.
• Tools: Proficiency with MS Dynamics 365 or similar CRM platforms.
• Education: Bachelor’s degree required.
• Travel: Ability to travel domestically up to 75%.