Revenue Enablement Lead

1 week ago

Salt Lake City, United States Energy Exemplar Full time

About Energy Exemplar

Energy Exemplar is empowering transformative energy decisions across the globe.

Energy systems worldwide are undergoing radical changes to solve reliability challenges, meet clean energy targets, and integrate with adjacent industries. Energy Exemplar fits into this environment by revolutionizing the future of energy with clarity, speed, and innovation.

We are the market leader in the technology of optimization-based energy market simulation. Our modeling software suite, made up of PLEXOS and Aurora, is used in every region of the world. We have over 500 customers in more than 74 countries. One of our core values here is customer success. In order to continually serve our customers, our base has grown - so has our team. We now have over 380 employees worldwide, and that number continues to grow. With offices in Adelaide (Australia), Salt Lake City and Sacramento (USA), London (England), Pune (India), and Singapore we are truly one global team.

We are constantly striving to develop innovative solutions to empower informed decisions about the energy future. Our team continuously strives to be first to market with the latest advances in mathematical programming and energy market simulation theory. Energy Exemplar’s founder, Glenn Drayton, is still heavily involved in our software development, backed by an expert team.

Energy Exemplar has grown significantly over the past few years, and we continue to do so as we grow at about a 30% rate annually. To continue this growth trajectory, we require an industry leading product portfolio whose hallmark is continued innovation. We also need to continue our expansion into new industries, technologies, and service models. To achieve this – we need additional talent to join our innovative, forward thinking, revolutionary company.

Energy Exemplar Vision, Culture and Values

Our Vision is empowering transformative energy decisions – revolutionizing the future of energy with clarity, speed, and innovation.

At Energy Exemplar, we foster a culture for passionate and curiosity-driven innovators to thrive.

We promote inclusivity and know that ideas and solutions can come from all levels. While our offices and employees are located throughout the world, we encourage connection and collaboration across teams and time zones. We allow for autonomy and project ownership, and support data-driven risk-taking in order to achieve excellence. A role with Energy Exemplar will see you working in a fast-paced, challenging, and equally rewarding environment where no two days are ever the same.

Energy Exemplar prides itself on its ability to assist its clients and customers to make complex impactful decisions. Energy Exemplar solves complex problems for its clients and provides a ‘crystal ball’ whereby clients can predict multiple futures and make intelligent decisions about tomorrow.

Our people reflect that desire – they are passionate about our product and about the solutions we offer our clients. Our business moves fast and doesn’t look back – it is always striving to solve tomorrow’s problems….today. That’s why we continue to be the market leader – globally.

It’s not just about the quality of our product but the quality of our people. Our people are creative, and they always look for a better way. They own their outcomes, and they perform to their best – every day. That’s what makes us who we are and a great place to work.

Our Values reflect the way we work, make decisions, and solve our problems. They also tell the story of how we work with each and with our customers.

Energy Exemplar’s Values are as follows:

CUSTOMER SUCCESS

Solve the problems that matter Deliver solutions that drive outcomes Customers’ success drives our business success.

ONE GLOBAL TEAM

A place where everyone can do their best work Passionate about making a positive impact Collaborate, communicate and act as one team

INTEGRITY & OWNERSHIP

Take ownership and be accountable for outcomes Value spirited debate then align behind decisions Operate at the highest standards

INNOVATION EXCELLENCE

Frontrunners – relentlessly pursuing innovation and excellence Foster idea generation at all levels Create the future by pushing the boundaries of today

About the Position

The Revenue Enablement Lead will be driving commercial team enablement (primarily customer success, sales) for new product launches, market launches, and commercial processes to drive meaningful growth in productivity in the commercial team. This role will partner with Customer Success, Sales, Product, Marketing, and RevOps leaders to equip customer facing teams with the necessary learning materials, content, alignment, and resources to drive growth and success.

Key Stakeholder Relationships

This position works closely and collaboratively with all Energy Exemplar staff but in particular:

Global Customer Success Teams Global Sales Teams Regional SVP’s Global Marketing Team Product Management Team Global Solutions Team

Key Accountabilities and Duties

The following list is provided to set an expectation of the ‘core’ responsibilities of the role but is not intended to be an exhaustive list that covers all tasks that may be required on a day-to-day basis. As a rapidly growing business, it should be expected that the role and associated tasks are likely to evolve over time and that there will be situations where tasks not listed below will need to be undertaken to support region and business growth initiatives. 

Commercial Team Enablement

Design, implement, and manage various enablement programs to enhance the skills and knowledge of the commercial team. Partner with the P&C team to develop comprehensive onboarding for new commercial hires. Manage the onboarding process with new commercial hires to ensure they are quickly ramped up to full productivity. Track and report against progress and outcomes of the onboarding initiatives. Collaborate with key stakeholders to develop ongoing training sessions to keep the commercial team informed about new products, market trends, and strategic sales techniques. Maintain and utilize a repository of commercial enablement content, including pitch decks, case studies, and other marketing tools to ensure a consistent message and brand image is presented to potential customers. Partner with the Global Marketing team to ensure that all sales collateral is up-to-date, relevant, and easily accessible to the sales team. Collaborate with marketing and product teams to develop new sales content that aligns with customer needs and market demands.

Revenue Process Optimization

Key driver of role and process alignment between customer success, sales, marketing, solutions, and product management. Lead the planning and execution of various training and internal events such as sales kick-off meetings, business reviews, and new product launches. Facilitate communication between commercial teams and other departments to ensure a unified approach to customer engagement. Analyze and refine the commercial process to remove bottlenecks and improve efficiency. Implement processes and procedures that enhance the team’s ability to manage their pipeline and close deals. Monitor and report on key performance metrics to identify areas for improvement and report on market impact and revenue generation from campaigns and other activities like events. Provide insights and feedback to leadership on market trends, customer needs, and competitive activity.

Candidate Requirements

Skills, Knowledge and Experience:

Energy industry working experience preferred Ability to understand and identify customer goals and objectives and then create appropriate commercial engagement strategies and processes led by CSMs or AEs Excellent communicator, both spoken and written (in emails, presentations, documents) Exceptional people and relationship building capabilities with strong listening skills Excellent project management and leadership capabilities with ability to prioritize, own, plan, and execute cross-functional initiatives end-to-end Ability to coach and model best-in-class engagement practices with a sharp attention to detail. Self-motivated, proactive, and capable of managing in ambiguous environments with sometimes little to no direction Comfortable leading and persuading others to act in highly matrixed cross-functional organizations with or without explicit formal authority Capacity to respond to change with an optimistic, positive attitude Pragmatic approach, including learning new ways to carry out work activities and objectives. Naturally collaborative leader who assists and supports others for team success Experience working with Salesforce.com or similar CRM Advanced working knowledge of Microsoft Office suite Strong understanding of SaaS sales and customer success processes and methodologies

Qualifications:

Bachelor’s degree preferred 5+ years of experience in sales / customer success or enablement, preferably in Energy or complex SaaS companies Proven track record of designing and implementing successful enablement programs with demonstrable ROI and impact

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