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Enterprise Sales Executive, EaaS
3 months ago
Redaptive is searching for a hungry and seasoned enterprise Sales Executive to sell products and solutions through our sales team. Reporting to the VP of Sales, the role is responsible for building pipelines, uncovering new opportunities, negotiating financial terms, and managing the sales process for complex multi-measure energy and efficiency projects in the US and globally.
This externally facing role requires working internally with Redaptive's sales solutions, customer success, project delivery, legal, safety, and finance teams to drive transactions from the initial lead phase through contracting, underwriting, funding, and closing. In this position, you will contribute to Redaptive's top and bottom line by successfully driving revenue to close while managing profitability, bankability, and executability.
Redaptive is an Energy-as-a-Service provider that funds and installs energy-saving and energy-generating equipment. Redaptive's programs help many of the world's most sophisticated organizations reduce energy waste, save money, lower their carbon emissions, and meet their sustainability goals across their entire real estate portfolios. With Redaptive, customers can quickly overcome capital and contractual barriers to achieve energy-saving benefits, all with real-time data powered by Redaptive's proprietary Data-as-a-Service metering platform.
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Responsibilities and Duties
Run a full sales lifecycle, start to finish, within the enterprise segment. Lead multiple layers of presentations from introductory to fact-finding and initial overview to refined, and ultimately to final. Develop and execute effective sales strategies using data-driven insights to positively impact the executive–level decision-maker's core business. Execute a multiple-solution sales playbook and help shape that playbook for future sales opportunities. Understand and articulate clear and winning value propositions. Be prepared to understand which value propositions most apply to potential customers and drive their interest. Assess financial and operational risks for Redaptive, evaluate profitability, and explore creative deal structures to differentiate Redaptive's offering. Partner with Energy Engineering and Solutions teams to develop pricing and constructability of projects to meet customer needs. Align with the Finance team to develop pricing and ensure the bankability of contracts. Lead and coordinate the development of creative or unique solutions – thinking beyond what we have always done, creating a vision of what could be, driving through hurdles, and leading teams to develop unique solutions. Negotiate at the executive level through a multi-constituent sales process, including internal and external legal teams. Help identify additional potential sales or growth opportunities. Required Abilities and Skills6-10+ years experience in technology sales, energy markets, and large B2B contracts, including long sales cycles and multiple phases. Willingness to travel up to 50% as needed. Excellent PowerPoint skills, along with robust quantitative analysis and Excel skills. Experience contracting, pricing, structuring, and analyzing development projects, e.g., commercial and industrial, real estate development, healthcare, SaaS, K-12, public-private partnerships, generation or utility projects, etc. History of exceeding quota and growing territory year-over-year. Superb probing and listening skills to identify customer needs and understand objections. Demonstrated ability to conduct presentations of value propositions to C-level executives. Success in managing a complex pipeline and a sales commit Proven closer who navigates transactions and drives them to execution. Relationship management and rapport building. Resourceful and comfortable operating in an entrepreneurial environment. Excellent written and oral communication skills. Have an ergonomically correct and functional work-from-home workstation set up, amenable to working from home for the foreseeable future. The PerksEquity plan participation Company-subsidized benefits: medical, dental, vision, life insurance Flexible Spending Accounts: healthcare and dependent care 6% 401(k) match with immediate vesting Flexible Time Off Expected annual salary: $ $160,000 (subject to adjustment for relevant experience, skills, geo location) Commission-driven roleThe company is an Equal Opportunity Employer, drug-free workplace, and complies with ADA regulations as applicable. All duties and responsibilities are essential functions and requirements and are subject to possible modification to reasonably accommodate individuals with disabilities. The requirements listed in this document are the minimum levels of knowledge, skills, or abilities.
Physical Demands and Work Environment
The physical demands described here represent those that an employee must meet to perform the essential functions of this position successfully. Reasonable accommodations may be made to enable individuals with disabilities to perform the functions.
While performing the duties of this position, the employee is regularly required to talk or hear. The employee must frequently use hands or fingers and handle or feel objects, tools, or controls. The employee is occasionally required to stand, walk, sit, and reach with hands and arms. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this position include close vision, distance vision, and the ability to adjust focus. The noise level in the work environment is usually low to moderate.
