Enterprise Utility Sales Executive

TRC Companies, Inc. • Jefferson Township, OH

4d

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 leads commercial activity for assigned accounts by developing executive relationships, identifying and creating new business opportunities, expanding existing accounts, and leading complex pursuits from origination through close.

The successful candidate will bring a strong reputation in the Power and Energy industry and the ability to navigate complex utility organizations and buying processes. The role 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 Executive will represent WSP’s project delivery, owner’s engineering, consulting, and implementation capabilities across IT/OT and digital utility solutions. These include smart metering, DERMS, ADMS, DMS, EMS, SCADA, asset and workforce management, microgrids, geospatial solutions, energy markets, and related technologies. The position may require up to 60% travel and can otherwise be based from most locations within the region. The role is eligible to participate in WSP’s commission plan.

Requirements

• 10+ years of enterprise sales, business development, or account management experience within the power and utility, engineering, consulting, technology, or systems integration industry.
• Established relationships with senior decisionmakers at major U.S. investor-owned utilities, with demonstrated success developing new relationships and penetrating new buying centers.
• Proven track 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 new 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, with the ability to translate emerging technologies and customer needs into compelling business solutions.
• Demonstrated ability to assess competitive threats, differentiate solutions, build effective win strategies, and mobilize internal and external stakeholders around complex pursuits.
• Highly 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 the full lifecycle of complex, multiyear enterprise pursuits, from opportunity creation and qualification through solution shaping, commercial strategy, proposal development, negotiation, and close.
• Build and expand strategic client relationships across utility organizations, engaging executive, business, technical, regulatory, procurement, and legal stakeholders to establish WSP as a trusted advisor.
• Develop and execute strategic account and territory plans that identify client needs, whitespace, competitive positioning, and opportunities to expand WSP’s presence and market penetration.
• Build and maintain a qualified pipeline to achieve or exceed bookings, revenue, and backlog targets while maintaining accurate forecasts, account plans, opportunity strategies, and close plans.
• Develop compelling value propositions and competitive win strategies aligned with client priorities, business objectives, and investment strategies.
• Lead cross-functional pursuit teams, collaborating with WSP leadership and operating service lines to mobilize technical, delivery, commercial, and executive resources.
• Build strategic relationships with technology partners, vendors, and industry influencers to strengthen WSP’s market position and improve win probability.

Benefits

• Medical, dental, vision, and disability insurance.
• 401(k) package with traditional and Roth IRA options and company match.
• Paid time off ranging from 15 to 25 days per year, contingent on full-time or part-time status and seniority.
• At least 8 paid holidays per year for full-time employees.
• Paid sick, family, and disability leave in accordance with the laws of the employee’s state of residence.
• Potential eligibility for the Company’s annual Discretionary Bonus Program, contingent on company, business segment, and individual performance against annual key performance indicators.
• Eligible to participate in WSP’s commission plan.

What This Job Offers

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