Account Executive - EnCompass

Yes Energy

7d • $130,000 - $150,000 • Remote

About The Position

Join the Market Leader in Electric Power Data and Analytics Solutions
The electrical grid is the largest and most complicated machine ever built. Yes Energy’s industry-leading electric power trading analytics software provides real-time visibility into the massive amount of data generated by the North American electrical grid daily. Our unique and innovative view of the data informs real-time trading decisions and mid-to-long-term investment decisions that keep utility prices low, support the energy transition, and keep the grid running. It’s both challenging work and work with a purpose.
Be a part of our successful, growing business during international transformation.
Position Summary
As an Account Executive, you will bring in new account revenue. You will be part of the team that identifies prospective customers, understands their strategic requirements, and maps them to Yes Energy’s industry-leading solutions, focusing on EnCompass Asset Optimization and Price Forecasting Software. You will manage a territory and develop and execute a strategy to drive and close new business in your territory and/or a Product Group. Yes Energy has best-in-class data, software, and analytics offerings that serve customers in the rapidly growing North American power market. This role is critical to Yes Energy’s strategic plan to expand our existing and new offerings to our existing market segments and to emerging sectors that we are well positioned to serve.

Requirements

• Minimum of 4 years of experience in a new business sales role.
• Minimum of 2 years of experience in a sales role calling on market participants about Asset Optimization in CAISO/ERCOT/ISO-NE/MISO/NYISO/PJM/SPP.
• Minimum of 2 years of experience working in the Power Energy Industry, calling on Executive and C-Level.
• Successful history of over-quota sales achievements and B2B negotiations, including formulating deal structures.

Nice To Haves

• Target salespeople who work for ETRM (energy trading risk management) companies and/or are working for software companies that sell modeling platforms for trading and/or bid-to-bill software companies.
• Utilize a solution-selling approach to effectively and efficiently guide prospects through the “Buyer’s Journey” process.
• Consultative sales experience targeting relevant companies/businesses to help them think differently about their needs.
• Understand the segments Yes Energy serves and how we help customers in those segments become more successful.
• Have and maintain a deep working knowledge of Yes Energy’s solutions and how they align with prospects' needs
• Know the competitive landscape and how Yes Energy’s products are differentiated from those of our competitors.
• Partner with technical sales, marketing, and support resources to move prospects through their buying journey
• Prepare and maintain territory and account plans to meet sales goals.
• Proven presentation, prospecting, and territory management skills
• Schedule, plan, and facilitate onsite and remote discovery, presentation, demonstration, and training meetings
• Use Salesforce and 1:1 meetings to provide feedback and recommendations on pipeline health, risk, and progress to management
• Stay updated on industry news and trends, and how they affect the energy trading markets
• Accurately forecast opportunities based on realistic assessments

Responsibilities

• A “service first” mentality that puts the prospect and their needs at the core of their work.
• Ability to engage in a consultative selling process that overcomes objections and differences by aligning prospects’ needs with Yes Energy’s solutions
• Comfortable selling and negotiating at the executive level
• Ability to work independently, communicate proactively, manage multiple projects, and prioritize daily tasks while managing critical deadlines
• Work well in a team environment
• Comfortable with rapid growth
• Impeccable oral and verbal communication and presentation skills
• Frequent travel (up to 50%) throughout the territory as needed
• Advanced understanding of prospects’ business, skilled at describing solutions and respectfully challenging their thinking
• Ability to understand and discover complex client requirements and to clearly articulate the company’s offerings to develop solutions to meet those requirements.
• Expert knowledge/usage of Salesforce.com
• Strong desire and willingness to learn

Benefits

• We offer highly competitive salaries and real bonuses that are achievable and that you can impact.
• Our benefits package is also very competitive, including medical insurance, a 401 (k) Plan with matching, flexible vacation, and flexible work schedules.
• Yes Energy encourages and funds investment in both formal and informal professional development.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed