Enterprise Utility Sales Executive

TRC Companies, Inc. • Boston, MA

8d • Remote

About The Position

WSP is seeking an experienced Enterprise Utility Sales Executive to drive growth within our Digital Solutions business across the U.S. investor-owned utility market. This senior individual contributor will have primary commercial accountability for a portfolio of strategic investor-owned utility accounts within the region. The Sales Executive will serve as the commercial leader for assigned accounts, responsible for 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 within the Power and Energy industry and the ability to navigate complex utility organizations and buying processes. The role will lead 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 Sales Executive will represent 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, energy markets, and related technologies. This position may require up to 60% travel and can otherwise be based from most locations within the region. The Enterprise Utility Sales Executive is eligible to participate in WSP’s commission plan.

Requirements

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

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 the utility organization, 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 that align WSP’s capabilities with client priorities, business objectives, and investment strategies.
• Lead cross-functional pursuit teams, collaborating with WSP leadership and operating service lines to mobilize the right 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.
• 401k package that includes both traditional and Roth IRA options and Company match.
• Paid time off contingent upon full time or part time status and level of seniority (ranging from 15 to 25 days per year).
• All full-time employees enjoy a minimum of 8 Paid Holidays per year.
• TRC ensures that all employees, including those that work part-time, receive paid sick, family, and disability leave in accordance with the laws of their state of residence.
• Employee may be eligible for participation in the Company’s annual Discretionary Bonus Program which is contingent on Company, Business Segment, and Individual performance against Key Performance Indicators which vary by year and employee.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior