Director – Power Sales and Business Development

Director – Power Sales and Business Development

Requirements

• Bachelor’s degree; MBA desirable.
• 10+ years of successful SaaS sales and business development experience within wholesale power markets.
• Proven track record of building a quality, multimillion-dollar sales pipeline of independent power producers, project developers, corporate customers, traders, financial institutions, and other electricity industry market participants.
• Skilled knowledge of wholesale power spot market/operational rules for generation, load, and battery resources, along with associated settlement mechanics (CAISO, ERCOT, PJM, SPP, MISO, NYISO, ISONE).
• Executive presence, integrity, strong leadership qualities, self-motivation, and outstanding communication skills.
• Demonstrated ability to coordinate a deal team effectively; highly responsive to prospects, positive attitude, and drive to “get the deal done”.
• Thorough understanding of buying cycles and prior success engaging at all levels within a client’s organizational chart.
• Existing relationships with clients in the wholesale power markets.
• Self-driven toward meeting deadlines and achieving results, persistence when faced with difficult challenges, and calm in stressful situations.
• Proficiency with Microsoft Office products and Salesforce.

Responsibilities

• Grow Xpansiv’s APX Power Solutions business by hunting and closing SaaS/services opportunities (new clients and channel partners) to exceed monthly, quarterly, annual revenue targets.
• Provide meaningful revenue-generating introductions to the broader enterprise of Xpansiv companies; articulate the full economic, strategic, and differentiated value proposition of Xpansiv to clients.
• Leverage wholesale power expertise and existing network of contacts to source leads, generate customer interest, secure meetings, and plan/execute sales strategy with purposeful actions to complete the sale.
• Lead meetings, qualify opportunities, create proposals, coordinate contracting, manage RFPs, enhance sales collateral, and utilize CRM system to capture deal attributes and stakeholder communications.
• Track sales KPIs, accurately forecast lead-to-cash timelines, and balance activity between ‘lead generation’ and ‘close’ to maintain strong and consistent pipeline; report results.
• Conduct light research to identify key decision makers and influencers within target accounts.
• Partner with the business line and marketing team to maximize effectiveness of campaigns and drive inbound lead generation.
• Coordinate cross-functional deal team as needed over the course of a 3-to-9-month sales cycle.
• Steer sales strategy within and beyond current market footprint; stimulate internal innovation discussions in concert with market needs to help evolve product-market fit.
• Keep a near-real-time pulse on market intelligence, analyze key market developments, and communicate timely updates to inform the organization’s priorities, budget forecasts, resource allocation, and other strategic work.
• Plan and participate in speaking opportunities at conferences, events, and forums that promote the Xpansiv platform of global energy transition, with Xpansiv APX Power sales and business development at the core of your remit.
• Travel will be required to support sales and business development activities.

Preferred Qualifications

• MBA desirable.