Head of Business Development

Kraken • New York, NY

5d

About The Position

Help us use technology to make a big green dent in the universe!

Kraken powers some of the most innovative global developments in energy.

We’re a technology company focused on creating a smart, sustainable energy system. From optimising renewable generation, creating a more intelligent grid and enabling utilities to provide excellent customer experiences, our operating system for energy is transforming the industry around the world in a way that benefits everyone.

It’s a really exciting time in energy. Help us make a real impact on shaping a better, more sustainable future.

As we enter the stage of rapid commercialisation and customer account growth we are now looking for an exceptional person to increase our US new business presence and pipeline (utilities and IPPs). We envisage the successful candidate taking on responsibility for generating, nurturing and closing deals across the region.

You will be empowered to help at every level of our organisation; working collaboratively with our senior leadership and management teams, and across our business development, delivery and technical teams to design and deliver customer oriented propositions that exponentially grow our client base and market share.

Requirements

• Experience as a SaaS sales lead in the energy industry, particular interest to sales leads with experience working with integrated utilities, data centres, and energy flexibility orchestration.
• Experience working with energy related software solutions (including knowledge of the IT stack for a regulated Utility)
• Experience leading pitches / presentations to a very high standardExperience of utilising the latest business development methodologies
• Experience assessing product fit vs customer needs in the form of discovery and qualification with new business opportunities
• Experience of developing market leading customer engagement propositions (RFI, RFP’s), plans and upskilling the business for successful delivery
• Experience of being hands on in legal and pricing negotiations
• Experience using CRM to track deal progress
• Proven success in delivering an outstanding prospect relationships & in closing deals and increasing annual recurring revenue
• Ability to engender a high level of confidence from the senior leadership team
• Excellent communication skills showing the ability to summarise complex problems and recommend concise plans of actionEffective risk management and negotiation skills - able to balance competing demands for resource to ensure best overall outcome
• A proven ability to build relationships at every level of large organisations, especially the C suite.

Responsibilities

• Develop and deliver new leads through your own pre-existing Utility network and inbound and outbound channels.
• Develop and deliver excellent in person and remote pitches, which have clearly defined value proposition and show an in depth understanding our our solution, power markets and how we solves customer needs
• Ability coordinate internal team members (and when required ‘self respond’ to formal tenders) such as RFI’s and RFP’s
• Identify and develop valuable key stakeholder relationships with potential customers and in turn, influence decision making process
• Work with all functions within Kraken to ensure that you are pitching the ‘latest and greatest’ our platform has to offer and utilise SME’s in the sales process to enhance market and technical value propositions
• Work with management and executive teams to develop our customer proposition, ensuring value creation for the business and outstanding satisfaction for the customer
• Prepare and present new business performance / forecast reports defining action plans to improve number of deals closing and annual recurring revenue
• Take existing pricing models and tailor them based on your understanding of the prospects needs to create optimal commercial proposalsLead contract negotiations, through to close

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Education Level: No Education Listed
• Number of Employees: 1,001-5,000 employees