Developing and managing a growing customer base for our utility & energy accounts
Identification, evaluation, and execution of new business opportunities
Structuring and negotiating new business relationships, including key pricing, commercial, and operational terms as part of complex contracting processes
Managing senior-level relationships with customers and key partners—navigating diverse buying committees that include on-the-ground operators and up to Board/C-level executives
Ensuring swift execution of new Pano Station installations during a challenging, short, pre-fire season purchasing window by partnering closely with the internal ops team and facilitating necessary actions with customer operations teams, often in parallel with closing the contract
Partnering with internal stakeholders in Sales, Marketing, Product, Operations, and Finance, you will own assessment of the competitive landscape and technologies to help formulate and refine product/GTM/service/support strategies unique to the utility & energy vertical
Leveraging domain expertise to plan and execute sales tactics in the following areas: generating new business, territory planning, pre-request for proposal prospecting, relationship development, pricing, presentation and delivery (finalist or other), negotiations, closing, and executing contracts
Driving ongoing account management in partnership with Customer Success to ensure customer satisfaction and drive additional expansion opportunities

10+ years of technology sales experience selling enterprise software, networking, infrastructure, managed hosting services, cloud computing services, etc.
5+ years of outside sales and/or business development experience with a focus on selling to the utility & energy sector
Demonstrated ability to think strategically about utility & energy priorities and technical challenges, and to convey compelling solutions to them
Excellent written and verbal skills, with attention to organization, detail, and quality presentation (including Board level engagement)
A track record of navigating multi-stakeholder and matrixed organizations at the executive level
Strong preference for end-to-end sales cycles, including lead generation, qualification, and other deliverables for closing deals while consistently delivering on sales goals
Highly competitive, able to ramp quickly, extremely adaptive, and pride yourself on exceeding production goals
Highly organized, with a sense of urgency
The ideal candidate will be passionate about environmental issues and/or a lover of the outdoors.
Travel expectations of at least 25%

Head of Utility Sales

Key skills