Senior Director Sales
1 month ago
Position: Account Executive/ Hunter – Utilities: Technology Services
Title: Sr. Director
Location: USA/ Remote (Travel Required)
Duration: Fulltime
Job Description:
The Hunter/ Sales Executive generates net new revenue for the Utilities industry vertical. Successful candidates will have experience taking service offerings to market, prospecting and qualifying leads, opening connections, positioning our solutions, and driving the sales process from lead through contract.
CriticalRiver offers professional services and solutions in the following technology and application areas specifically for the Utilities Industry:
- Oracle Utilities Billing and Meter Applications (Implementations, Client-side services, Application Maintenance & Support, Upgrades, Managed Services, Dev Ops, Staffing)
- Oracle ERP Financials and Procurement Applications
- Data Strategy, Data Engineering, AI/ML, and Data Insights
- Salesforce Applications and Customer Experience Solutions
- SAP Utilities Billing
- Digital Platforms
Responsibilities:
- Understand and articulate CriticalRiver’s service offerings and capabilities.
- Gather information on targeted accounts (e.g., company size, needs, and budgets) in Utilities Industry, and develop effective account plans.
- Meet Clients in person and on a regular basis through continuous activities that drive strong customer engagement and interest.
- Coordinate with Competency and Delivery Head(s) to create customized offerings and sales plans for key accounts.
- Build and manage a strong pipeline of Opportunities, working in collaboration with Inside Sales Team, participating in Industry forums and events, and leveraging Relationship Equity.
- Work with Marketing Team to provide continuous awareness to assigned customers about CriticalRiver’s Products, Services, and success stories.
- Establish relationships and secure contracts with new customers to achieve/ exceed assigned sales quotas and targets.
- Lead ‘Net New’ Sales for assigned accounts and drive the entire sales cycle from initial customer engagement to closed sales, including relationship building, account planning, meetings, presentations, and proposals.
- Support Practice Head(s) in contracting, negotiations, and other deal closure activities.
- After the sale, liaise with Delivery Head(s) and clients to ensure project success and clients’ satisfaction.
- Maintain ongoing relationships at appropriate levels with assigned customers to discover new sales opportunities and work with Practice Heads and delivery teams to position for them.
- Promote new products/ services to existing customers.
- ‘Up-sell’ and ‘cross-sell’ our services and solutions to generate additional revenue capture.
- Identify market trends and opportunities to drive new sales opportunities.
- Update, maintain, and review sales forecast with management team.
Requirements and skills:
- Strong Utilities Industry experience is a MUST.
- Prior experience selling Consulting Services in Utilities vertical.
- Understanding of sales principles and ability to deliver an excellent customer experience.
- Strong verbal and written communication skills with the ability to build relationships.
- Effective presentation, persuasion, and negotiation skills.
- Experience managing and achieving an annual sales quota in Consulting Services.
- Experience with sales strategies and methodologies -- especially around software/ technology solutions.
- Experience developing and articulating value propositions in a market crowded with close competitors.
- Experience selling one or more of the technology solutions highlighted in this role.
- Experience creating contacts and relationships at the Director/ ‘C’ level.
- Experience developing, managing, and reporting on a new business pipeline from existing customers to new opportunities.
- Ability to travel up to 50% within USA and Canada
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