Sector VP - Sales

Enchanted Rock Management LLC•Houston, TX

12d•Hybrid

About The Position

We are ERock! ERock is a leader and innovator in distributed energy. ERock has responded to long-term trends in electricity by becoming the leader in onsite natural gas microgrids. The company installs, operates, and integrates its highly flexible, low-cost, and quick-response distributed generation to increase reliability and stability, reduce cost, decrease carbon footprint and earn monetary value through grid services, notably in CAISO, PJM, ERCOT, NYISO, MISO, Entergy, CPS and Austin Energy service territories. At ERock, our backup generators ensure that customers will never be without power, allowing their business to operate normally when there is an outage in the area. Our innovative approach provides customers with highly reliable, ultra-clean backup generation at a fraction of the cost of traditional backup solutions. We seek those who share our commitment to customer service, innovation, and ingenuity.

Requirements

Bachelor’s Degree in Business Administration, Engineering, or related field (equivalent work-related experience may be substituted for a degree) is required
15+ years of successful strategic sales experience selling to global organizations, within the Energy & Utilities sector
Ability to travel once a month to Houston, Texas and weekly as needed to Customer meetings or Conferences

Nice To Haves

Have strong knowledge of the Energy/Utilities industries
Have excellent presentation, verbal and written communication skills
Have the ability to manage and coach a cross-functional high performing sales team
Are able to work in a team environment
Are able to set goals and develop a strategy and business plan
Are self-motivated and activity/performance driven
Are able to learn the solution sales cycle
Are able to effectively use sales automation tools, applications software, and equipment to manage the sales/service process
Have excellent communication skills, both verbal and written…must be able to effectively communicate to Executives both within and outside the company
Are willing to learn and adapt as new products are developed
Have proven successful sales record in a Manufacturing/Technology/Energy sale environment selling solutions to national and global clients
Have strategic selling experience to large organizations
Have experience managing a global customer with key stakeholders around the country/globe
Have proven ability to work well as part of an extended sales team as well as cross-functionally within a global organization
Have strong solution selling skills, including extensive experience calling on key executives in large accounts
MBA a plus

Responsibilities

Coaching and ongoing support to sector customers to grow the sector
Setting the strategy for the sector and align resources to execute against the business plan for growing the sector
Providing updates to senior management on important trends in the market for the given sector
Prospecting, qualifying, and closing energy solution sales with key accounts, typically 2-6+ key accounts
Working with the customer to identify underlying risks / costs of downtime, evaluate current mode of operation, understand future transformational agenda (e.g., ESG initiatives) and work with Solution Architecture team to recommend appropriate solutions
Managing sales and qualification activities for assigned named accounts and program manage internal/external process for mutual success
Being responsible for identifying and managing key partner relationships to develop additional origination opportunity insight
Being responsible for the master account plan/strategy for strategic accounts and ensure the strategy is executed
Managing intermediate, energy resilience sales with highly varied business applications
Developing customer presentations and participate (travel) in customer meetings to provide a company overview of solutions and identify qualified opportunities
Consistently achieving targeted sales quota, typically in the 25MW-50MW/year range
Building and managing account plan (along with org chart details) for targeted accounts
Partnering with marketing organizations on sector strategy and marketing plan
Developing clear, specific, action-oriented account plans to develop large accounts
Prospecting, qualifying, and closing complex, technical solution sales working closely with pre-sales engineering resources
Managing the client engagement cycle from prospecting to the proposal through to closing and contract signature, including the negotiation of complex contractual terms and conditions with new clients
Understanding global energy and resiliency needs, define requirements, and customize solutions for a variety of customers and organizations
Keeping Salesforce.com updated and follows sales processes for orders as set by the department to provide data-driven forecast details and ensure accurate forecasting