Sr. Sales Representative - Utilities (West Coast)

Capgemini • Santa Clara, CA

25d • $103,879 - $242,400 • Hybrid

About The Position

Capgemini Engineering is seeking a senior sales representative to drive business development with electric, gas, and water utilities. The role focuses on energy transition, grid modernization, and customer experience, with access to Capgemini’s resources, alliances, and thought leadership. The position is described as hybrid, with primary locations in San Francisco and Santa Clara, California; it also describes the work as remote with flexibility and nationwide client engagement.

The role is a hunter position responsible for generating new business pipeline and leading deals from prospecting through contract negotiation. Success is measured by the ability to build executive relationships, generate new business, and close complex, multi-million-dollar deals. The position offers significant growth potential, competitive compensation, and possible performance-based incentives.

The posted base compensation range is $103,879–$242,400 per year. Eligible regular, full-time employees may receive a benefits package that includes paid time off, holidays, personal days, sick leave, medical, dental, and vision coverage, retirement savings plans, life and disability insurance, and employee assistance programs. Additional benefits depend on local policy and eligibility.

Requirements

• At least 15 years of experience in business development roles, with a proven track record in enterprise consulting or complex solutions sales.
• Extensive experience serving clients within the Utilities industry, including knowledge of operations, the regulatory environment, and emerging trends.
• Demonstrated ability to meet or exceed annual sales targets and manage multi-million-dollar deals.
• Strong commercial acumen, including experience with pricing models, MSAs, and multi-year transformation programs.
• Exceptional communication and presentation skills, with the ability to influence senior stakeholders.
• Collaborative mindset and ability to lead virtual teams across multiple functions and geographies.
• Ability to travel as required for client meetings and industry events.

Nice To Haves

• Experience with AMI, ADMS, DERMS, Grid Modernization, and Smart Grid technologies.

Responsibilities

• Drive new business development within the Utilities sector, focusing on electric, gas, and water companies across targeted accounts.
• Develop and execute strategic account plans to identify opportunities for transformation and innovation.
• Originate and qualify leads through networking, social media, events, and other channels, building relationships with C-level executives.
• Lead the end-to-end sales cycle, from prospecting and qualification to proposal development and contract negotiation.
• Generate new business pipeline and drive deals end-to-end.
• Collaborate with solution architects, delivery teams, and alliance partners to craft compelling value propositions.
• Position Capgemini’s offerings in areas such as grid modernization, customer experience, advanced analytics, cloud, and cybersecurity.
• Ensure accurate forecasting, pipeline management, and compliance with sales governance processes.
• Provide strategic direction and drive business with clients to achieve revenue growth, profitability, and continuing customer satisfaction.

Benefits

• Paid time off, including vacation of 12–25 days depending on employee grade, company-paid holidays, personal days, and sick leave.
• Medical, dental, and vision coverage.
• Retirement savings plans, such as a 401(k) in the U.S.
• Life and disability insurance.
• Employee assistance programs.
• Variable incentives, bonuses, or commissions may be available depending on the position and applicable laws.

What This Job Offers

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