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Major Accounts Vice President of Sales Silver Spring Networks
THIS JOB HAS EXPIRED
Tracking Code1453
Job Description
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
POSITION REQUIREMENTS:
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
Required Skills
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
Required Experience
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
TCP/IP
Security
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
Job Location
Southeast, North Carolina, United States
Position Type
Full-Time/Regular
| Location: | NC United States |
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THIS JOB HAS EXPIRED
Silver Spring Networks
Investors: Foundation CapitalAll Jobs: at Silver Spring Networks
| Web Site: | www.silverspringnetworks.com |
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| Headquarters: | 575 Broadway Street Redwood City, CA 94063 United States |
| Industry: | Cleantech / Energy |
