Technical Sales

DNV•Houston, TX

8d•Hybrid

About The Position

DNV is hiring a Technical Sales/Account Executive for Energy System North America’s Digital Solutions team. The position is based at a DNV office or client location, with a hybrid schedule typically involving three days per week at an office or client site. Other DNV offices within the continental United States may also be considered. The role serves an assigned North American territory and is responsible for acquiring new utility customers for Platform Services and generating new-business revenue. DNV describes its commercial compensation philosophy as base salary plus profit sharing rather than sales commission. The role owns the complete new-business sales cycle, from territory and target-account strategy, prospecting, discovery, and solution alignment through business-case development, proposal, procurement, negotiation, and contract execution. The Technical Sales/Account Executive develops qualified pipeline, builds relationships with utility executives and technical stakeholders, leads complex multi-party pursuits, and coordinates DNV commercial and technical contributors. The position also supports a coordinated transition to Delivery and Customer Success after a contract is signed. The role requires working knowledge of eTRACK+ and Platform Services, and the ability to connect utility business and operational challenges with platform, workflow, integration, reporting, and service requirements. The employee maintains territory plans, opportunity records, forecasts, reports, proposals, business cases, and transition plans using designated customer relationship management and sales-planning tools. Travel is approximately 50% for customer meetings, industry events, and internal sales activities.

Requirements

At least 7 years of recent business-to-business sales experience, including enterprise software, technology, data solutions, or complex professional services.
Demonstrated experience driving revenue growth by selling complex SaaS and software solutions to highly technical buyers and stakeholders.
Demonstrated success prospecting, developing, and closing new enterprise customers against an assigned quota or revenue target.
Experience owning complex sales cycles from initial engagement through discovery, evaluation, proposal, procurement, negotiation, and close.
Ability to independently build and manage pipeline, rigorously qualify opportunities, and forecast accurately.
Working knowledge of the North American utility market or a closely related energy market.
Consultative and value-based selling capability, including business-case development and executive-level communication.
Ability to engage executive, business, operational, technical, IT, procurement, and legal stakeholders.
Strong networking, negotiation, presentation, listening, written communication, and follow-through skills.
Ability to lead cross-functional pursuit teams without direct authority and work effectively in a matrixed organization.
Strong commercial judgment, organization, preparation, documentation, and accountability.
Comfort using CRM and sales-planning tools to maintain opportunity, pipeline, and forecast discipline.
Willingness and ability to travel approximately 50% for customer meetings, industry events, and internal sales activities.
Valid driver’s license and ability to rent and drive a car and use public conveyances when required.
Ability to transport personal luggage during multi-day business travel and work for extended periods at a computer.
Strong written and verbal English communication skills.
Must complete pre-employment drug and background screening.

Nice To Haves

Experience selling SaaS enterprise software to investor-owned utilities, municipal utilities, public-power organizations, cooperatives, program administrators, or government energy organizations.
Knowledge of energy efficiency, demand-side management, distributed energy resources, or distributed generation interconnection.
Experience with utility procurement, cybersecurity review, competitive solicitations, legal negotiation, and contracting.
Existing relationships across North American utilities or the energy-software ecosystem.
Experience selling workflow, program-management, CRM, tracking, reporting, portal, or integration solutions.
Formal training in strategic, consultative, or value-based selling.
Experience using CRM and commercial-planning tools to manage accounts, opportunities, pipeline, and forecasts.
Experience responsibly using AI-enabled tools for account research, prospect insights, outreach preparation, opportunity strategy, forecasting, or commercial productivity.
Bachelor’s degree in business, engineering, energy, information systems, or a related field, or equivalent relevant experience.

Responsibilities

Own new-logo acquisition and new-business revenue across an assigned North American territory.
Develop account and pursuit strategies based on utility needs, market timing, solution fit, buyer readiness, competitive position, and DNV’s ability to win.
Lead cross-functional pursuit teams, establish win strategies and ownership, and engage utility relationship owners and DNV commercial partners.
Coordinate the transition to Delivery and Customer Success after contract execution.
Prospect consistently and build relationships with executive, business, operational, IT, procurement, and technical stakeholders.
Develop qualified pipeline through targeted outreach, executive engagement, industry relationships, events, partner activity, referrals, and coordination with Key Account Managers.
Research target accounts, identify priority workflows, diagnose customer needs, and quantify business cases for change.
Qualify opportunities based on business problem, buyer, value, urgency, budget, procurement path, competition, decision criteria, and next steps.
Lead opportunities through discovery, technical evaluation, cybersecurity and legal review, procurement, competitive solicitation, negotiation, contracting, and close.
Develop tailored value propositions, presentations, demonstrations, proposals, and business-case justifications.
Build mutual action plans documenting customer and DNV commitments, milestones, dependencies, and decision timing.
Coordinate DNV responses to requests for proposals, competitive solicitations, and other formal buying processes.
Create and maintain a territory plan and prioritized target-account list.
Document customer needs, value, stakeholders, buying processes, budget evidence, and agreed next steps for qualified pipeline.
Maintain current, evidence-based opportunity and revenue forecasts and complete records in designated CRM and sales-planning tools.
Provide monthly, quarterly, and annual reporting on pipeline, forecast, new-business revenue, account activity, and forecast confidence.
Develop account research, opportunity strategies, stakeholder maps, value propositions, business cases, proposals, and mutual action plans.
Create documented transition plans for Delivery and Customer Success after contract execution.
Build working knowledge of eTRACK+ and relevant Platform Services capabilities and develop credibility in the North American utility environment.
Translate prospect challenges into platform, workflow, integration, reporting, and service requirements.
Navigate utility cybersecurity, data, integration, legal, contracting, and procurement requirements with DNV specialists.
Share prospect, competitor, and market insights with Product, Marketing, and commercial teams.
Achieve assigned new-business revenue goals and build healthy territory pipeline through consistent prospecting, rigorous qualification, and disciplined opportunity progression.
Apply consultative, value-based selling and differentiate DNV against competitive alternatives.
Ensure customers experience a coordinated transition from sales to implementation and Customer Success.

Benefits

Paid time off, including vacation, sick days, company holidays, and personal days.
Multiple medical and dental benefit plans.
Vision benefits.
Spending accounts, including FSA, Dependent Care, and Commuter Benefits, plus a company-seeded HSA.
Employer-paid, therapist-led virtual care services.
401(k) with company match.
Company-provided life insurance and short- and long-term disability benefits.
Education reimbursement program.
Flexible work schedule with hybrid opportunities.
Charitable matched giving and volunteer rewards through the Impact Program.
Company-paid volunteer time off.
Career advancement opportunities.
Base salary plus profit sharing rather than sales commission.