Director, North American Enterprise Sales

Director, North American Enterprise Sales

United States – Remote

About AutoGrid

The world’s leading energy companies turn to AutoGrid to integrate all distributed energy resources, turn on new revenue streams and drive deeper engagement with their customers. Our suite of Energy Internet applications allows utilities, electricity retailers, renewable energy project developers and energy service providers to deliver clean, affordable and reliable energy in a distributed energy world.

How do we do this? By pioneering the science of flexibility management. This innovative approach enables energy providers to mine the Energy Internet’s rich data lode to extract flexible capacity from distributed energy resources. In turn, flexible capacity can be used to balance energy supply and demand in real time, increase the productivity and value of energy assets, and deliver new energy services to customers.

Established at Stanford University in 2011, we have assembled a team of world-class software architects, electrical and computer engineers, data scientists and energy experts who apply cutting-edge analytics and in-depth energy data science to solve the world’s most critical energy problems.

Role and Responsibilities

At the top level, the objective is to ramp up the sales curve, with a focus on named enterprise accounts. We want a proven and effective, process driven enterprise sales leader who brings intensity, passion, discipline, maturity, drive, and strong business skills. The environmental factors surrounding this position are...

AutoGrid is well known throughout the industry. Interest in the AutoGrid solution is already high. Management of distributed energy resources is one of the top issues energy companies are facing today.

Customers and key people within those companies are already known to AutoGrid.

Thus, the task is one of continuing to build on key relationships, lock in sales opportunities, and manage the selling process to closure.

Customers know they have a need and that they must act in a rapidly changing economic and geopolitical landscape. Going forward, the focus is on managing the deal making process in a complex enterprise sales environment.

Keys to success are effective sales team coaching and development, and management of each deal process from start to closure.

Key Performance Indicators

• Identification and pursuit to closure of those opportunities which will provide long-term value to AutoGrid.
• Execution of AutoGrid’s enterprise sales model including measurable deliverables. Where appropriate, partner and work with Schneider Electric’s sales teams to leverage their senior level contacts and their solution expertise.
• Be a self-sufficient player and tan excellent team player. Be engaged with colleagues and accounts and lead by example by personally owning and delivering against target for a small subset of clients and prospects.
• Contribute to making the right business decision on which opportunities to pursue, and how best to allocate the investment dollars needed to generate and close a deal.
• Be a representative of the voice of the customer to the AutoGrid management team.
• Development of a predictable revenue stream.

Top Level Responsibilities

• Internalize the dynamics of the regulated and deregulated energy markets.
• Understand the structure of the targeted accounts, and truly “own” the structure/contacts within those for which you are personally responsible. Build relations at each account.
• Understand at a deep level how each account makes buying decisions.
• Bridge the communication decision making among the relevant players in the customer’s C-Suite, the Innovation Group and operations teams. Get deals supported by the C-Suite embraced at all levels.
• Be accountable for results. Achieve all planned revenue objectives.
• Contribute to the integration of the North American sales function into the fabric of the company. Develop essential internal relationships. Cultivate positive connections between sales, marketing, and engineering.
• Ensure AutoGrid delivers to customer needs and expectations.
• The Director, North American Enterprise Sales reports to Clive Thomas, SVP Global Sales. AutoGrid is headquartered in Redwood Shores, California.

Professional Background and Experience

• Director, North American sales, Area/Regional VP, Sales, or VP/Senior Director, North America Sales in a high performing company.
• Deep experience in selling sophisticated software to multiple levels in highly complex enterprise accounts. Experienced in long lead time selling environments
• An understanding of what differentiates SaaS economics and delivery from traditional software licensing.
• Great at solutions selling and leveraging sales processes. Great at deal generation and management. Great at closure.
• Proven ability to operate within an entrepreneurial environment
• Strong sense for business and how companies make money. Highly effective in understanding the motivations of the buyers, and how to use that awareness in the selling process.
• One who figures out the lifetime value of a customer and targets those accounts which provide the most long-term sales leverage for AutoGrid.
• Has worked for quality companies known for sales excellence.
• Experience in the energy market is a plus, but not an absolute requirement.

Personal Attributes and Values

• Successful enterprise sales DNA
• Great reputation for building and executing on a high quality, well targeted pipeline
• Strategic solution selling background.
• Superior sales instincts. A closer who knows how to get all needed constituents on board, and drive deals to a successful outcome.
• Field focus. Not afraid to travel.
• Strength as a communicator, able to deliver powerful messages in ways that truly resonate with customers. =

Benefits and Perks

• Working with a smart, collaborative, and fun group of people solving big important problems
• An exciting atmosphere, and an outstanding work/life balance
• Beautiful, spacious, modern office in Redwood Shores
• Flexible hours and choice of computer (Mac, Ubuntu, Windows)
• Competitive salary and equity
• Competitive health care, dental, and vision coverage
• Excellent 401(k) and flexible spending plans
• Three weeks of paid time off annually, in addition to 10 paid public holidays
• Life, short term and long-term disability, supplemental, and AD&D insurance
• Commuter transit, parking, biking, vanpool and park & ride benefits

AutoGrid is an equal opportunity employer. We do not make hiring, employment or promotion decisions based on race, religion, color, sex, age, national origin, ancestry, sexual orientation, gender or identity or expression, pregnancy or pregnancy-related condition, marital status, height and/or weight.

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