Head of Department - Growth

Description

• Create a culture of collaboration and serve as a proactive, solution-driven member of the management team.
• Drive global hunting activities and business development within strategic areas defined in Product Line playbook.
• Own market analysis, lead heatmap process and contribute to Product Line playbook.
• Define and track clear KPIs, providing regular reporting and actionable insights to senior leadership.
• Implement the governance from CEO Office including Market, BD, and Sales functions. Ensure all sales activities comply with legal, ethical, and company standards, reinforcing a culture of integrity.
• Make BD and sales plans, and drive the execution of these with close collaboration with Marcom team.
• Collaborate with other Product Lines Head of Department - Growth for upselling and cross selling.
• Bid review, optimizing the overall revenue over the lifetime and conducting retrospective meetings for closed won and lost to capture and share learnings.
• Build, mentor and retain top sales talent while ensuring succession plans are in place for critical roles.
• Conduct competitive analysis and provide actionable insights to Product Management to inform strategy and decision-making.
• Support M&A processes including identifying relevant strategic candidates and contributing to the evaluation, acquisition and integration process.
• Build a high-performing sales team, well-prepared to effectively execute and achieve growth in line with our strategy.
• Collaborate with other Bas (Business Areas) and leverage their customer network, XBA Salesforce opportunities and be a Salesforce champion.
• Drive growth in strategic segments.
• Balance short-term sales activities vs. long-term business development activities and priorities.
• Develop strong sales (performance) management, sales competence, as well as sales and BD teamwork culture.
• Leverage and mobilize Software Engineering (SWE) sales enablement team in sales and BD setting.
• Collaborate with Customer Succes (Delivery, Support and Training teams) for farming opportunities and proper handover from Sales to Delivery.
• Overall responsible for health of sales funnel, sales performance, growth ambitions, and business development in the Product Line including digital commerce.
• Drive adoption of modern sales methodologies, digital tools, and data-driven decision-making to continuously improve performance.
• Ensure overall revenue growth including annual recurring revenue (ARR).
• Provide customers’ needs and market insights to the whole value chain for roadmap prioritization and help prioritize which customers needs will accelerate growth.

Requirements

• Leadership and influential skills with the ability to inspire and engage others across the organization.
• We conduct a Pre-employment drug and background screening.
• Able to develop an ambitious yet realistic business vision and translate it into a workable strategy. Naturally solution-oriented, driven by achieving targets, and guided by a customer-centric commercial mindset; inspires and convinces others in a respectful way while successfully promoting plans and ideas.
• Ability to interact and cooperate across our global organization.
• Proven ability to lead, motivate, and develop high-performing sales teams to consistently achieve and exceed targets, while fostering a collaborative and results-driven culture.
• Ability to quickly understand service offerings in Digital Solutions.
• A genuine interest in and documented experience leading through motivating and energizing colleagues and customers; utilizing the strengths of your organization/network in an efficient and respectful manner.
• Hunting and deep domain expertise in sales
• Entrepreneurial with sharp market acumen
• Strong technical competence in relevant areas
• Willingness and ability to travel up to 50% Domestic and 25% International.
• Culturally aware and adaptable
• Strong written and verbal English communication skills.
• Established business network within the U.S. Energy Landscape
• Solid relevant experience in the Electric Grid market or SaaS industry with a proven understanding of the entire customer sales process.
• Customer centric with a strong commercial mindset
• Skilled at simplifying complexity and driving execution.
• At least 10 years of consulting management and business development + sales experience.
• Highly self-motivated, enthusiastic, and driven, with the ability to collaborate effectively within a team.
• Practical experience in utility operations
• Persuasive, persistent and proactive
• Bachelor’s Degree or higher, ideally with a focus in engineering, energy, or software field.
• Experience with SaaS products and solutions

Benefits

• 401(k) with company match
• Multiple Medical and Dental benefit plans to choose from, Vision benefits
• Spending accounts – FSA, Dependent Care, Commuter Benefits, company-seeded HSA
• Career advancement opportunities
• Employer-paid, therapist-led, virtual care services through Talkspace
• Volunteer time off (VTO) paid by the company
• Company provided life insurance, short-term, and long-term disability benefits
• Education reimbursement program
• Flexible work schedule with hybrid opportunities
• Charitable Matched Giving and Volunteer Rewards through our Impact Program
• Generous paid time off (vacation, sick days, company holidays, personal days)

Training + Development

Interview process

Visa Sponsorship

Security clearance