Major Accounts Vice President of Sales Silver Spring Networks
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Maximize revenue generation within a set of targeted large utilities customers (< 10 accounts)
Develop complete vertical relationships within target accounts, strategic partners, and regulatory bodies
Quarterback all aspects of the Go-To-Market including Sales, Sales Engineers, Subject Matter Experts, Field Marketing, and Partnering personnel and strategy for given accounts
Carry personal revenue and bookings assignments to be determined based upon and fulfilled from assigned accounts
Work cohesively and in a team fashion with the Delivery team assigned to accounts
Demonstrate concrete sales values?ranging from a strong sense of ethics, sales performance, alignment with company strategy, business execution (complex sales processes, multifaceted customer projects, others) to lead company resources by example
10+ years of successful track record handling complex, multi-faceted, long sales cycle, direct large account customers ? e.g. Government, System integration engagements, OEM to large vendors, Telecommunications, Utilities
Has handled opportunities that involve multiple components ? e.g. software, hardware, services, 3rd party vendors
Develops account plan, sets strategy, and vertically maps company resources to opportunity.
Comfortable calling on multiple departments within the account - Meter Shop, IT-Networking & Systems teams, Marketing/Customer facing, Customer Service, T&D guys for DA, Renewables, PHEV, etc.
Knows how to network, marshal, and map external resources to customer opportunities for successful wins (e.g. BOD members, industry influencers, regulators, industry partners)
Knows how to determine the key influencers in an opportunity and also potential blockers.
Has called on C-level client contacts as well as line employees for both business and technical functions
Has organized and led an RFP team for complex large dollar sale. Understands regulatory processes
Has sold to accounts that have gone through industry changing experiences ? e.g. internet transformation, client/server vs. centralized, packet switched vs. circuit switches (Telco)
Bring a range of customer and partner relationships within the Utility industry
Should possess experience working in a fast-paced, results oriented culture
Must have strong skill set working effectively and successfully across all functions within an organization
Demonstrated success in cultivating long-term relationships in assigned accounts
Demonstrated outstanding interpersonal skills with his/her peers across regions and with U.S. headquarters
Must be self-directed, highly motivated and able to exercise independent judgment.
Exceptional initiative and creativity in the development of sales campaigns and solutions for customers
Ability to balance and drive multiple simultaneous accounts to success
Good listening skills
Has the ability to lead when required as well as work as part of a team
Takes full accountability while building virtual teams for customer success
Natural leader ? great presentation skills, presence, takes charge
Competitive, hardworking , organized
High integrity, ethics and culture fit
Student of the industry ? critical for non-utility candidates
Possess formal sales training in Solution-Selling and successfully lead the execution of complex sales cycles with CXOs
Conceptual knowledge of:
LAN/WAN networked systems
RF/Wireless networking ? WiFi, Muni-WiFi, WiMAX, Zigbee, etc
Networked Management Systems
Power/Utility Industry knowledge a strong plus:
Metering, SCADA and DA
Travel requirements: High
This position requires a minimum of a Bachelor?s degree preferably in Business or Marketing disciplines; Master of Business Administration a plus
Southeast, North Carolina, United States
THIS JOB HAS EXPIRED
We are a highly innovative, committed team, collaborating to make a difference in the world. Our rapid growth, passion and high energy create a somewhat chaotic and intense environment, yet we are very focused on our customers and meeting our commitments. We are smart, creative and hard-working, and believe the work we do and the people we work with are fun. Silver Spring Networks had their IPO in March of 2013 and we are not looking back.
Investors: Foundation Capital All Jobs: at Silver Spring Networks
|Headquarters:||555 Broadway Street|
Redwood City, CA 94063
|Industry:||Cleantech / Energy|
|Company Profile:||With more than ten years of experience, Silver Spring Networks is the leader in networking technologies that modernize today's power grid. We have delivered more than 16.5 million Silver Spring-enabled devices, which our utility partners rely on, in concert with our software and services, to improve energy management and efficiency. Silver Spring securely connects consumers and utility providers through powerful and proven energy networks that can be easily expanded as needs evolve.
Our open, standards-based networking solutions enable all energy devices, from in-home energy devices to smart meters to load control devices, to connect together to deliver the highest performance possible. By connecting homes and businesses directly with their local utility, we help everyone manage and integrate renewable energy sources better, bringing greater energy efficiency to the planet and our world - brilliantly.
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