Energy Exemplar - Head of Solutions, Power Markets (West)
Requirements
• The ideal candidate combines Western power-market depth, technical presales leadership, and hands-on modeling credibility. • 10-15+ years of experience in power markets, energy consulting, or utility planning, including 5+ years leading technical presales or advisory teams. • Proven record owning technical wins - discovery, demonstrations, proofs of concept, proposals - for enterprise software or analytics sales. • Working knowledge of at least three of ERCOT, CAISO, SPP, WECC, AESO, and IESO market designs and planning processes. • Hands-on experience with production cost, capacity expansion, or resource adequacy modeling; PLEXOS or Aurora proficiency strongly preferred. • Demonstrated ability to run multiple concurrent pursuits, allocating specialists and managing scope, timelines, and quality of deliverables. • Executive presence and credibility with utility, ISO, and regulatory leaders; comfortable presenting model results and recommendations to C-suite. • Strong people leadership: hiring, coaching, performance management, and developing technical talent in a distributed team. • Data fluency with Python, SQL, or similar tools, and familiarity with applying AI/ML to energy modeling workflows. • Commercial acumen: able to qualify opportunities, shape deal strategy with Sales, and scope services for proposals. • Master's or PhD in power systems engineering, energy economics, energy policy, or a related discipline. • Professional Engineer (PE) license or an equivalent professional engineering credential. • Formal training in a solution-selling or value-selling methodology (for example, MEDDICC, Challenger, or Command of the Message). • Active membership in IEEE PES, IAEE, USAEE, ISO stakeholder committees or similar professional bodies.. • Prior presales or solutions engineering experience at an energy modeling, analytics, or enterprise software vendor serving utilities and grid operators. • Published or presented work on electricity market design, resource adequacy, or transmission planning. • PLEXOS or Aurora certification, or completion of Energy Exemplar's advanced training programs.
Responsibilities
• The role is accountable for five things: team leadership, technical presales execution, pipeline partnership with Sales, market expertise across six Western markets, and a clean handoff to Services. • Lead, coach, and develop the West Region presales Solutions team of energy economists, power systems engineers, and modeling specialists; set goals and build succession depth. • Own technical presales across the sales cycle - discovery, solution design, demonstrations, proofs of concept, and proposals - for PLEXOS, Aurora, and Adapt2 opportunities. • Partner with the Regional VP of Sales on territory plans, account strategies, and pipeline reviews; align Solutions capacity to the highest-value pursuits. • Lead discovery with prospects to map business problems - resource adequacy, capacity expansion, transmission planning, trading - to differentiated Energy Exemplar solutions. • Design and deliver compelling, market-specific demonstrations and workshops that prove value quickly and advance opportunities toward technical close. • Scope, govern, and execute proofs of concept and pilots with clear success criteria, timelines, and exit decisions tied to commercial outcomes. • Lead technical responses to RFPs, RFIs, and security questionnaires; own solution architecture, pricing inputs, and statements of work for Services handoff. • Operate the signed Presales-to-Services handoff protocol so every closed deal transfers with agreed scope, assumptions, model artifacts, and success criteria. • Bring deep market expertise across ERCOT, CAISO, SPP, WECC, AESO, and IESO to position PLEXOS and Aurora against competitors credibly. • Translate regulatory and market change (FERC Order 1920, WRAP, EDAM, SPP Markets+, ERCOT reliability standards) into use cases, campaigns, and pipeline. • Drive expansion within existing accounts by identifying new use cases, additional modules, and AI-enabled upsell opportunities with Sales and Services. • Build reusable demo environments, reference models, playbooks, and datasets for Western markets that shorten sales cycles and scale team capacity. • Represent Energy Exemplar at ISO stakeholder forums, conferences, and webinars; channel competitive intelligence and prospect feedback to Product and Marketing. • Track presales metrics - win rate, technical-close velocity, POC conversion, utilization - and report regional pipeline health monthly to leadership.
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