Enterprise Utility Sales Executive

TRC Companies • OH-Columbus, OH

3d • $180,000 - $230,585

About The Position

WSP is seeking an experienced Enterprise Utility Sales Executive to drive growth within its Digital Solutions business across the U.S. investor-owned utility market. This senior individual contributor has primary commercial accountability for a portfolio of strategic investor-owned utility accounts within a region. The role serves as the commercial leader for assigned accounts, developing executive relationships, creating new business opportunities, expanding existing accounts, and leading complex pursuits from origination through close. It calls for a strong reputation in the Power and Energy industry and the ability to navigate complex utility organizations and buying processes.

The Sales Executive leads matrixed account and pursuit teams, coordinating executive sponsors, technical and delivery leaders, marketing, pricing, legal, and commercial resources to develop differentiated solutions and drive revenue growth. The role represents WSP’s project delivery, owner’s engineering, consulting, and implementation capabilities across IT/OT and digital utility solutions, including smart metering, DERMS, ADMS, DMS, EMS, SCADA, asset and workforce management, microgrids, geospatial solutions, and energy markets. The position may require up to 60% travel and can otherwise be based from most locations within the region. The position is eligible to participate in WSP’s commission plan.

Requirements

• 10+ years of enterprise sales, business development, or account management experience in the power and utility, engineering, consulting, technology, or systems integration industry.
• Established relationships with senior decision-makers at major U.S. investor-owned utilities, with demonstrated success developing relationships and penetrating new buying centers.
• Proven record of meeting or exceeding sales targets and originating, shaping, negotiating, and closing complex consulting, systems integration, managed services, or technology engagements.
• Demonstrated understanding of the U.S. investor-owned utility business model, including state regulatory environments, rate cases and cost recovery, capital and O&M funding, utility investment planning, procurement, and contracting.
• Ability to develop and execute strategic territory and account plans, build pipeline, identify whitespace, and create opportunities within complex enterprise accounts.
• Strong executive presence and communication skills, with the ability to engage technical, operational, business, and executive stakeholders and establish trusted-advisor relationships.
• Strong discovery, presentation, whiteboarding, qualification, and negotiation skills, including the ability to translate emerging technologies and customer needs into business solutions.
• Ability to assess competitive threats, differentiate solutions, develop win strategies, and mobilize internal and external stakeholders around complex pursuits.
• Motivated, collaborative, and adaptable, with the ability to lead cross-functional teams in a fast-paced, growth-oriented environment.

Nice To Haves

• BS/BA in Engineering, Science, Business Management, or a related field preferred.

Responsibilities

• Lead complex, multiyear enterprise pursuits from opportunity creation and qualification through solution shaping, commercial strategy, proposal development, negotiation, and close.
• Build and expand strategic relationships across utility organizations, engaging executive, business, technical, regulatory, procurement, and legal stakeholders.
• Develop and execute strategic account and territory plans addressing client needs, whitespace, competitive positioning, and opportunities to expand WSP’s presence and market penetration.
• Build and maintain a qualified pipeline to meet or exceed bookings, revenue, and backlog targets; maintain accurate forecasts, account plans, opportunity strategies, and close plans.
• Develop value propositions and competitive win strategies aligned with client priorities, business objectives, and investment strategies.
• Lead cross-functional pursuit teams and coordinate technical, delivery, commercial, and executive resources with WSP leadership and operating service lines.
• Build strategic relationships with technology partners, vendors, and industry influencers to strengthen WSP’s market position and improve win probability.

Benefits

• Medical insurance
• Dental insurance
• Vision insurance
• Disability insurance
• 401(k) with traditional and Roth IRA options and company match
• Paid time off ranging from 15 to 25 days per year, contingent upon employment status and seniority
• At least 8 paid holidays per year for full-time employees
• Paid sick, family, and disability leave in accordance with applicable state laws
• Potential eligibility for the Company’s annual discretionary bonus program

What This Job Offers

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