Digital Solutions Sales Specialist - Northeast
About The Position
Eaton’s North American Sales Division is seeking a Digital Solutions Sales Specialist to create and grow opportunities for its digital solutions portfolio with electric utilities across the northeastern United States. This home-based position requires candidates to reside on the east coast of the United States. The role focuses on developing new business and relationships with investor-owned utilities, electric cooperatives, municipalities, and public power organizations. The successful candidate will understand the utility or energy market, be curious about technology, and be comfortable engaging customers before a specific solution, budget, or buying path has been established. This consultative sales role operates in complex customer environments and brings together commercial and technical resources to address customer challenges. Relevant customer needs may involve utility software and digital platforms, grid modernization, automation, SCADA, ADMS, DERMS, AMI, distributed energy resources, grid-edge technologies, analytics, asset performance, and IT/OT integration. The position leads sales opportunities from discovery through proposals, RFPs, negotiations, and follow-up, while coordinating territory activity and maintaining accurate pipeline and forecast information. Travel may be up to 50%.
Requirements
- Bachelor’s degree from an accredited institution.
- At least seven years of experience in business development, consultative sales, account development, strategic account management, solution selling, application engineering, or another technical customer-facing role.
- Valid driver’s license.
- Authorization to work in the United States without company sponsorship now or in the future.
- Excellent communication skills.
- Demonstrated experience prospecting, building a qualified pipeline, and developing opportunities with new or underpenetrated customers.
- Demonstrated ability to engage customers, identify needs, and advance opportunities through complex sales processes.
- Understanding of the electric utility industry, including utility operations, organizational structures, buying processes, operational challenges, and modernization priorities.
- Ability to manage long sales cycles, prioritize a territory, and independently coordinate multiple opportunities and stakeholders.
- Ability to engage unfamiliar accounts, initiate conversations, and create new customer relationships.
- Consultative selling skills, including asking thoughtful questions, listening carefully, and identifying underlying customer needs.
- Comfort navigating ambiguity and shaping opportunities without defined requirements, budgets, or buying paths.
- Personal accountability, strong business judgment, and ability to influence commercial and technical teams without direct authority.
- Ability to travel up to 50%.
Nice To Haves
- Bachelor’s degree in Engineering, Applied Science, Business, Marketing, Information Technology, or a related technical or commercial field.
- Experience in the utility, energy, electrical, industrial technology, automation, software, or a related market.
- Experience selling technology, software, automation, analytics, digital services, consulting services, or other complex solutions.
- Experience developing opportunities across customer groups including executive leadership, operations, engineering, IT, operational technology, finance, and procurement.
- Experience working with solution architects, application engineers, technical consultants, or product teams to shape solutions and support presentations, demonstrations, proposals, or RFP responses.
- Familiarity with utility technology areas such as SCADA, ADMS, DERMS, AMI, distributed energy resources, utility analytics, grid-edge technologies, asset management, or demand response.
Responsibilities
- Build and execute territory and account plans to create opportunities and expand Eaton’s utility presence.
- Prospect, open new accounts, and build relationships across executive, business, engineering, IT, and operations teams.
- Identify customer needs and opportunities in grid modernization, automation, reliability, resilience, distributed energy resources, and digital transformation.
- Develop opportunities for utility software, automation, analytics, digital services, and emerging technologies.
- Collaborate with Eaton sales teams, partners, architects, engineers, and product teams to develop outcome-focused solutions.
- Translate customer challenges into requirements, value propositions, and solution concepts.
- Lead complex sales cycles from discovery through proposals, RFPs, negotiations, and follow-up.
- Maintain accurate CRM pipelines, account plans, opportunities, priorities, and forecasts.
- Share customer, competitor, and market insights with product and go-to-market teams.
Benefits
- Health and welfare benefits
- Retirement benefits
- Programs providing paid and unpaid time away from work
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
