We provide our utility clients with a unique Software-as-a-Service (SaaS) offering – the most advanced platform for extending the traditional utility service (electricity, gas, water) to new and exciting services. With our SaaS, clients can automatically analyze customer homes/businesses to save money, extend into web retailing of appliances and contractor services, enable customer control of home equipment and IoT, and much more.
The Director of Sales is a dedicated business development position that will focus on the capture of new revenue through the sale of Franklin Energy’s SaaS offerings. Leveraging existing relationships and a deep background in software sales this person will be an advocate of Franklin Energy’s expertise in front of prospective customers and industry events. With business development goals this person with be strategic in their pursuit and have a proven ability to close deals.
Essential Duties and Responsibilities
This list of duties and responsibilities is not all-inclusive and may be expanded to include other duties and responsibilities, as management may deem necessary from time to time.
Represent Franklin Energy to existing and perspective utility clients (regulated and non-regulated) and other firms in our industry (partners and competitors).
Create strong relationships with utility decision makers and engage them in discussions about their needs and the solutions provided by Franklin Energy.
Work with client prospects to characterize client solutions and translate them into delivered solutions
Build relationships with potential clients through activity in organizations, trade shows, presentations at conferences, individual capability presentations to utilities, and other outreach to targeted states, provinces and utilities.
Excellent understanding of key drivers in the energy space, including regulatory drivers.
Create and regularly report on metrics and monthly objectives across demand generation and revenue
Build strategic relationships with industry firms, policy makers and technology partners
Comfortable leading the development of new business models including: hardware, services, and software.
Collaborate and educate team members on software opportunities
Ensure that Franklin receives all applicable RFPs from utilities in the targeted states and provinces
Develop new products and solutions in partnership with development team and strategic partners
Score incoming RFPs and assist in making final decision of whether to bid on program or not.
Contribute significantly to proposal development – 1) the proposal champion who leads the whole effort, and 2) as a supporter / champion who contribute the voice of the customer (what does the client want).
Utilize insight and experience to contribute to Franklin business development strategy.
Achieve annual goals/targets for number of new clients, revenue, and margin of proposal wins.
Serve as company representative in industry associations.
Education and Experience
Bachelor’s degree accredited college or university; Advanced degree - Preferred
8-10 years of enterprise software/SaaS sales experience
Experience in managing and building high level utility relationships
Required Skills, Knowledge and Abilities
Extensive familiarity with SaaS solutions in the utility sector
Extensive familiarity with utility company sales – particularly customer engagement needs
Extensive contact lists of current utility client-side relationships
Must be able to handle a wide work variety and work in a fast-paced environment
Must be a detail-oriented, organized, self-starter, and have an ability to prioritize workload
Proficient in Microsoft Office, specifically Word, Excel, PowerPoint and Outlook as well as Salesforce.com
Proven ability to deliver successful responses to RFPs
Proven ability to work with client and product development to characterize client solutions and translate them into delivered solutions
Ability to use social media tools such as LinkedIn and Twitter
Ability to communicate effectively, both verbally and in writing with customers, clients and employees
Ability to analyze and interpret data and solve practical problems
Ability to work in team environment, leading and managing cross functional teams
Licenses & Certifications
Valid driver’s license
Willingness to travel approximately 50% of the time
Physical Demands and Work Environment
Required to sit, stand, walk; talk and hear; and ability to touch and handle tools and/or controls
Ability to lift up to 10 pounds
Noise Level is typically moderate
Employee could be exposed to fumes and/or airborne particles and risk of potential shock
Note: Reasonable accommodations may be made for individuals with disabilities to perform the essential functions of this position.
The above information describes the general duties and requirements necessary to perform the principle functions of the position. This shall not be construed as a detailed description of all the duties and requirements that may be necessary in this position.
An Equal Opportunity Employer
Browse HTML articles here to get great tips on web editing and other tech-related topics!