Vice President of Utility Sales
About The Position
BoxPower is hiring a Vice President of Utility Sales to lead our largest business through its next stage of growth, after a record year of new utility contracts. You own BoxPower's utility accounts and the utility bookings number — the pipeline, the pursuits, the relationships and the team — across three applications sold to the same buyers: wildfire mitigation, remote power and resilience, and utility-procured distributed capacity. You report to the CEO, serve on the leadership team, and lead a team spanning utility sales, strategic accounts, project development and sales operations. Utility business is won long before an RFP is issued. You know how a utility plans, funds, recovers and procures a distributed energy asset, and you use that to position BoxPower ahead of procurement — direct as prime and through the EPC, developer and channel partners that hold the utility contract. You lead from the front: you carry the largest pursuits yourself, coach the team on the rest, give clear and direct feedback, and hold yourself to the number.
Requirements
- Bachelor's degree, or equivalent combination of education and professional experience.
- 12+ years selling to electric utilities, including 5+ years leading a team that carried a bookings or revenue target.
- A record of personally originating and closing multi-million-dollar, multi-year utility contracts — equipment, turnkey projects, programs or framework agreements.
- Working command of how utilities plan, fund and buy: integrated resource and distribution planning, wildfire mitigation plans, non-wires and DER procurement, rate cases and cost recovery, RFP and supplier qualification.
- Investor-owned utility experience required.
- Experience selling capital projects — storage, microgrids, distributed generation or grid infrastructure — through a proposal, estimate and contract process, both direct and through EPC primes or developers.
- Disciplined pipeline and forecast management in a CRM; executive presence with utility leadership, boards and commissions.
- Willingness and ability to travel 25–50%.
Nice To Haves
- Relationships with utilities in the Western US, Alaska and the Southwest, including public power and tribal utilities.
- Experience selling standardized or productized energy systems rather than only custom-engineered scope.
- Experience with distributed capacity, non-wires alternatives or wildfire mitigation programs, and with avoided-cost and deferral economics.
- Familiarity with public funding programs for utility and tribal energy projects, and with project finance and tax credit structures.
- Prior utility-side work in DER, grid planning, wildfire mitigation, procurement or regulatory affairs.
- Experience leading a sales team through growth at a venture-backed company.
Responsibilities
- Own the utility pipeline: multi-year coverage across all three applications, reported monthly by stage, age and source.
- Maintain an account plan for every target utility — investor-owned, cooperative, municipal and tribal — and position BoxPower ahead of procurement in resource and distribution plans, wildfire mitigation plans, rate cases, and non-wires or distributed capacity solicitations.
- Own the utility bookings number: lead complex, multi-stakeholder pursuits from pre-RFP positioning through proposal, award, negotiation, contracting and handoff to Delivery.
- Turn projects into programs: master agreements, multi-site contracts, follow-on phases, services and O&M.
- Set win pricing within approved margin frameworks, and build every proposal with Pre-Construction, Engineering and Delivery so it is technically sound, priced to win, and deliverable on schedule and at margin.
- Open the distributed capacity market: program shortlists, awards, and cooperative and municipal pilots won on avoided-cost and deferral economics.
- Own the utility bookings forecast and its accuracy; keep HubSpot the system of record, with reporting that leadership and the Board can plan against.
- Lead the utility sales team as a player-coach; propose the organization design, territories and compensation plan; hire against plan.
- Champion BoxPower's standardized platform, route non-standard requests through the custom-scope process, and bring market and win/loss intelligence back to Product and Strategy.
- Represent BoxPower at industry and regulatory forums (EEI, APPA, NRECA, state commissions and regional associations).
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What This Job Offers
Job Type
Full-time
Career Level
Executive
