Technical Sales

DNV•Houston, TX

9d•$115,000 - $165,000•Hybrid

About The Position

DNV is hiring a Technical Sales/Account Executive for Energy Systems North America’s Digital Solutions team. The role owns new-logo acquisition and new-business revenue across an assigned North American territory, selling Platform Services to utility customers. The position manages the full SaaS sales cycle, from target-account strategy and prospecting through discovery, solution alignment, business-case development, proposal, procurement, negotiation, and contract execution. The seller translates complex software capabilities into business value, builds credibility with utility executives and technical stakeholders, and leads complex, multi-party pursuits by mobilizing DNV’s commercial and technical organization. The role is based at a DNV office, with a hybrid schedule typically involving three days per week at a DNV office or client location/site. Other DNV offices in the continental United States may also be considered. Travel is approximately 50% for customer meetings, industry events, and internal sales activities. DNV’s compensation philosophy is base salary plus profit sharing rather than sales commission. For California, Connecticut, Illinois, Maine, Massachusetts, New Jersey, New York, Virginia, and Washington, the starting pay range is $115,000–$165,000. The role works across utility-market stakeholders and DNV teams to develop a qualified pipeline, accurately forecast opportunities, position DNV against competitors, and ensure a coordinated transition to Delivery and Customer Success after contract execution. DNV’s Energy Systems business helps customers navigate the transition to a decarbonized and more sustainable energy future, supporting safe and effective energy systems through increasingly digital solutions.

Requirements

At least 7 years of recent B2B sales experience, including enterprise software, technology, data solutions, or complex professional services.
Demonstrated success driving revenue growth through complex SaaS and software sales to highly technical buyers and stakeholders.
Demonstrated success prospecting, developing, and closing new enterprise customers against a 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 customer relationship management 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.
Successful completion of 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, customer relationship management, tracking, reporting, portal, or integration solutions.
Formal training in strategic, consultative, or value-based selling.
Experience using customer relationship management and commercial-planning tools to manage accounts, opportunities, pipeline, and forecasts.
Experience using AI-enabled tools responsibly 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.
Lead account and pursuit strategies based on utility needs, market timing, solution fit, buying readiness, competitive position, and DNV’s ability to win.
Lead cross-functional pursuit teams, establish win strategies and ownership, and coordinate with DNV relationship owners and commercial partners.
Ensure a coordinated transition to Delivery and Customer Success after contract execution.
Prospect and build relationships with executive, business, operational, IT, procurement, and technical stakeholders through targeted outreach, industry relationships, events, partner activity, referrals, and coordination with Key Account Managers.
Research target accounts, diagnose priority workflows, and quantify business cases for change.
Qualify opportunities based on the business problem, buyer, value, urgency, budget, procurement path, competition, decision criteria, and next steps.
Lead complex 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 that document customer and DNV commitments, milestones, dependencies, and decision timing.
Coordinate DNV responses to requests for proposals, competitive solicitations, and other formal buying processes.
Develop and maintain territory plans, prioritized target-account lists, qualified pipeline, evidence-based forecasts, and complete records in designated customer relationship management and sales-planning tools.
Provide monthly, quarterly, and annual reporting on pipeline, forecasts, new-business revenue, account activity, and forecast confidence.
Develop account research, opportunity strategies, stakeholder maps, business cases, proposals, and documented post-contract transition plans.
Build working knowledge of eTRACK+ and Platform Services, the North American utility environment, and utility operational and customer workflows.
Translate prospect challenges into platform, workflow, integration, reporting, and service requirements; navigate utility cybersecurity, data, integration, legal, contracting, and procurement needs with DNV specialists.
Share prospect, competitor, and market insights with Product, Marketing, and commercial teams.
Achieve assigned new-business revenue goals by converting selected target accounts into recurring-revenue customers and maintain pipeline and forecast discipline.
Position DNV against competitive alternatives and apply consultative, value-based selling to connect product capabilities with business outcomes and investment decisions.

Benefits

Paid time off, including vacation, sick days, company holidays, and personal days.
Multiple medical and dental benefit plans.
Vision benefits.
Flexible spending accounts, dependent care and commuter benefits, and 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; sales commission is not the compensation structure.