Note: The job is a remote job and is open to candidates in USA. KloudGin is a company focused on providing innovative software solutions for utilities and public works organizations. They are seeking a Senior Director of Utilities Software Sales to manage accounts, drive SaaS agreements, and serve as a trusted advisor to clients in modernizing their operations.
Responsibilities
- Manage 50+ utility and municipal accounts, driving multi-year SaaS agreements
- Identify “land and expand” opportunities to deliver long-term value to our customers
- Serve as a trusted advisor, helping clients modernize operations and optimize field work
- Sells KloudGin’s Field Service, Asset Management, and Construction Work Management solution to major tier 1-3 utilities and municipalities
- Maintain and grow a high personal profile within the industry and the associations that serve it (e.g., EEI, AGA, AWWA, NAWC, etc.)
- Conduct deep customer research and keep updated on critical business issues within the customer base (including earnings reports, rate case filings, city council meetings, etc)
- Provides consultant-level insights to clients, driving industry best practices through the use of the KloudGin solution set
- Leverage your Industry influencer network, and identify and develop “sell through” and “sell with” strategies with leading SI firms
- Develop joint partner solution proposals encompassing all aspects of the application
- Lead the development, presentation, and positioning of KloudGin’s business transformation value proposition
- Negotiate pricing and contractual agreements to close the sale
Skills
- 10+ years of experience selling complex SaaS software solutions to electric, gas, and water utilities and public works organizations within municipalities (experience with average deal size between $200K-$1M+ ARR)
- The ideal candidate would have experience with FSM, EAM & CWM solutions from larger vendors, such as IBM Maximo, SAP, Oracle, and Infor, but must also have spent time working for a startup
- Strong skills at quarterbacking significant internal and external resources (often 10-15+ stakeholders involved in each deal)
- A robust utility industry network documented through an extensive LinkedIn contact base
- Deep understanding of current trends in the utility industry and municipal sectors, including grid modernization, gas safety and infrastructure upgrades, PFAS, emergency response, customer experience and transformation, and workforce transformation
- A strong understanding of Enterprise Asset Management, Field Service Management, Utility Construction, and ERP/CIS
- Candidates must be results-driven, customer success-oriented, and have a proven ability to lead and collaborate with Industry partner organizations
- High energy, self-driven, with a professional and positive attitude
- Ability to work in a team environment
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