pano-ai - Head of Utility Sales
Requirements
• 10+ years of technology sales experience selling enterprise software, networking, infrastructure, managed hosting services, cloud computing services, etc. • 5+ years of outside sales and/or business development experience with a focus on selling to the utility & energy sector • Demonstrated ability to think strategically about utility & energy priorities and technical challenges, and to convey compelling solutions to them • Excellent written and verbal skills, with attention to organization, detail, and quality presentation (including Board level engagement) • A track record of navigating multi-stakeholder and matrixed organizations at the executive level • Strong preference for end-to-end sales cycles, including lead generation, qualification, and other deliverables for closing deals while consistently delivering on sales goals • Highly competitive, able to ramp quickly, extremely adaptive, and pride yourself on exceeding production goals • Highly organized, with a sense of urgency • Travel expectations of at least 25% • Final compensation for full-time employees is determined by a variety of factors, including job-related qualifications, education, experience, skills, knowledge, and geographic location. In addition to base salary, full-time roles are eligible for stock options. Our benefits package also includes comprehensive medical, dental, and vision coverage, a matching 401(k) plan, and flexible paid time off.
Responsibilities
• Developing and managing a growing customer base for our utility & energy accounts • Identification, evaluation, and execution of new business opportunities • Structuring and negotiating new business relationships, including key pricing, commercial, and operational terms as part of complex contracting processes • Managing senior-level relationships with customers and key partners—navigating diverse buying committees that include on-the-ground operators and up to Board/C-level executives • Ensuring swift execution of new Pano Station installations during a challenging, short, pre-fire season purchasing window by partnering closely with the internal ops team and facilitating necessary actions with customer operations teams, often in parallel with closing the contract • Partnering with internal stakeholders in Sales, Marketing, Product, Operations, and Finance, you will own assessment of the competitive landscape and technologies to help formulate and refine product/GTM/service/support strategies unique to the utility & energy vertical • Leveraging domain expertise to plan and execute sales tactics in the following areas: generating new business, territory planning, pre-request for proposal prospecting, relationship development, pricing, presentation and delivery (finalist or other), negotiations, closing, and executing contracts • Driving ongoing account management in partnership with Customer Success to ensure customer satisfaction and drive additional expansion opportunities
Benefits
• $216.4K • Offers Equity • Offers Commission • Upload your resume here to autofill key application fields. • Drop your resume here! • Parsing your resume. Autofilling key fields... • or drag and drop here • Is there anything else you’d like us or the hiring team to know about you? • Decline to self-identify • Hispanic or Latino - A person of Cuban, Mexican, Puerto Rican, South or Central American, or other Spanish culture or origin regardless of race. • Hispanic or Latino • White (Not Hispanic or Latino) - A person having origins in any of the original peoples of Europe, the Middle East, or North Africa. • White • Black or African American (Not Hispanic or Latino) - A person having origins in any of the black racial groups of Africa. • Black or African American • Native Hawaiian or Other Pacific Islander (Not Hispanic or Latino) - A person having origins in any of the peoples of Hawaii, Guam, Samoa, or other Pacific Islands. • Native Hawaiian or Other Pacific Islander • Asian (Not Hispanic or Latino) - A person having origins in any of the original peoples of the Far East, Southeast Asia, or the Indian Subcontinent, including, for example, Cambodia, China, India, Japan, Korea, Malaysia, Pakistan, the Philippine Islands, Thailand, and Vietnam. • Asian • American Indian or Alaska Native (Not Hispanic or Latino) - A person having origins in any of the original peoples of North and South America (including Central America), and who maintain tribal affiliation or community attachment. • American Indian or Alaska Native • Two or More Races (Not Hispanic or Latino) - All persons who identify with more than one of the above five races. • Two or More Races • Hispanic or Latino • White (Not Hispanic or Latino) • Black or African American (Not Hispanic or Latino) • Native Hawaiian or Other Pacific Islander (Not Hispanic or Latino) • Asian (Not Hispanic or Latino) • American Indian or Alaska Native (Not Hispanic or Latino) • Two or More Races (Not Hispanic or Latino) • I identify as one or more of the classifications of protected veteran listed above • I am not a protected veteran
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