Director, North American Utility Sales – West Region
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Created Date:
30-January-2010 08:45:19
Job Category:
Job Country:
United States
Job City:
Sunnyvale
Job State:
CA
Number of Jobs:
1
Job Type:
Full Time
Preferred Degree:
Bachelors
Experience (year):
7
Job Description
CxO Connections has been retained to conduct a national search for a North American Director of Utility Sales to successfully launch, market, sell and aggressively-leverage Tropos’ leading-edge technology and future-generation products and solutions for Smart Grid realization.
Reporting to the head of Worldwide Sales, this position will play an integral part in the future growth and success of the company. Relocation to Sunnyvale, CA is not required.
Position Responsibility/Accountability Overview:
Tropos Networks is seeking a North American Director of Utility Sales – West Region who has demonstrated remarkable success and knowledge within the Utility industry and specifically, the Investor-Owned Utilities (IOU) marketplace.
The Director of Utility Sales – West will be responsible for the overall Investor-Owned Utility sales and designated Municipal-Owned Utilities. This responsibility will include both direct and indirect customer engagement, along with the development, support, and training of IOU channel partners. This is a critical role for the future/successful growth of Tropos’ SmartGrid strategy.
As a visible leader within Tropos, others on the Tropos team will look to this individual for help and support in shaping the company’s go-to-market sales strategy for the IOU/MOU marketplace and to capitalize on Tropos’ fast-growing demand for its next-generation SmartGrid solutions.
The successful candidate will be expected to:
Þ Drive all sales and activities into the North American IOU Western Regional market and designated MOUs, including partner development, account relationship, executive rapport, and forecasting. Þ Develop and manage key business-partner relationships focused on the IOU market, including joint management of sales opportunities from initial client contact, through the qualification, proposal, award, and contracting phases of the relationship. Þ Provide oversight and coordination of sales and technical training of IOU business partners. Þ Provide overall strategic account management, including presales activities, opportunity development/tracking, and successful development of IOU RFP/RFI responses Þ Participate in critical IOU-centric business shows and other appropriate marketing activities to further drive revenues in the IOU market. Þ Build a quality, long-term IOU sales pipeline, utilizing both direct and indirect sale strategies. Þ Conduct complex presentations, solution design, and best and final presentations to IOU prospects, both directly and in conjunction with business partner solutions. Þ Work with Tropos’ SE teams in the identification of opportunities and the alignment of these opportunities with the appropriate strategic IOU business partner. Þ Provide market intelligence and feedback to Tropos’ product management and R&D organizations. Þ Provide domain expertise and guidance to support Tropos’ municipal market sales team in pursuit of MOU opportunities.
Job Qualifications
The successful candidate will be afforded an outstanding opportunity with a competitive package to join an exciting emerging-growth technology company with an excellent future.
Integral to the success of this newly-recruited North American Director of Utility Sales - West will be his/her ability to provide the leadership, vision, and sales expertise to build and successfully launch the company’s growth and expansion into the IOU marketplace with Tropos’ next-generation SmartGrid product solutions.
Critical to the role is the candidate’s ability to: a) work in a startup environment with passion, dedication, and commitment to overachievement; b) energetically accept the leadership responsibilities of this position without the need for direct management oversight; and c) build upon the current Tropos’ successes and effectively engage development, product management, and marketing in taking Tropos into a new phase of significant high growth.
In addition, he/she must have:
Þ A minimum of 7 years experience and a proven track record with IOU multi-million dollar complex system sales; sales of wireless technology is a plus. Þ A strong, working knowledge of the overall IOU market and an executive-level rolodex Þ Previous IOU channel sales experience Þ Working knowledge of the IOU industry communication and networking standards Þ A keen understanding of the IOU sale cycles, as well as successful RFP- and RFI- response development Þ The ability to quickly react, adapt, and respond to the evolving business opportunities in the SmartGrid markets. Þ Exceptional written and oral communications skills, including the ability to present in front of both small and large groups. Þ Experience with the tools of today’s office, i.e., Word, PowerPoint, Excel, & SalesForce.com. Þ A college degree, preferably in a technical discipline
In summary, we are seeking a dynamic “IOU rainmaker” candidate with prior early-stage experience who can build upon prior experience to successfully develop sales and go-to-market strategies for the IOU marketplace and aggressively provide sales leadership for the introduction and scaling of Tropos’ SmartGrid technology solutions.
Compensation:
The Director of North American Utility Sales – West will participate in a very competitive compensation plan, including a six-figure base salary, bonus, and equity participation, coupled with excellent health benefits.
Contact: Ms. Noel Barnard, President CxO Connections, LLC Austin, Texas C) 512.750.8856 |
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