Sales Executive

2 months ago

Ottawa, Canada Energy Exemplar Full time

About Energy Exemplar

Energy Exemplar is the global market leader in the technology of optimization-based energy market simulation. Our software suite, headlined by PLEXOS and Aurora, is used across every region of the world for a wide range of applications, from short-term analysis to long-term planning studies.

Driven by the frenetic pace of advancements in computing technology and mathematical algorithms, our people continually think of novel approaches and more realistic simulations that enhance decision making, create market opportunities that benefit us all and enable utilities and regulatory authorities to become smarter, more energy efficient and profitable.

Energy Exemplar continues to ‘push the envelope’, being first-to-market with the latest advances in mathematical programming and energy market simulation theory, as it strives to offer the most comprehensive simulation software to its customer base. Development continues to be headquartered in Adelaide, South Australia, led by Glenn Drayton and backed by a team with expertise in software development, operations research, economics, mathematics, statistics, and electrical engineering.

Our Vision and Core Values

Our Vision at Energy Exemplar is to empower our customers to achieve their optimal futures and we make every effort to accomplish this by living and breathing our Core Values:

CUSTOMER SUCCESS

Solve the problems that matter Deliver solutions that drive outcomes Customers’ success drives our business success.

ONE GLOBAL TEAM

A place where everyone can do their best work Passionate about making a positive impact Collaborate, communicate and act as one team

INTEGRITY & OWNERSHIP

Take ownership and be accountable for outcomes Value spirited debate then align behind decisions Operate at the highest standards

INNOVATION EXCELLENCE

Frontrunners – relentlessly pursuing innovation and excellence Foster idea generation at all levels Create the future by pushing the boundaries of today

About the Position

This position will partner with a virtual portfolio team to help engage, retain, enable, and grow Energy Exemplar’s customers base for existing customers and prospects in Canada. The Account Executive focus will be looking for new revenue within their portfolio of existing, strategic customers. The Account Executive will partner closely with an assigned Customer Success Manager in building a strategic plan to drive expanding value for the customer using new products and by uncovering new use cases, which will lead to additional recurring license revenue.

The Account Executive will be responsible for expanding customer revenue, both for existing customer business units and new customer business units within their assigned portfolio of Energy Exemplar customers. They will be responsible for building and qualifying pipelines through creative sales activities, connecting with potential customers, building relationships that lead to opportunities, and converting opportunities to actual sales (with the support of the technical team). These activities will follow and align to the new logo sales methodology within the EE’s CRM.

Key Stakeholder Relationships

This position works closely and collaboratively with all Energy Exemplar staff but in particular:

Global Shared Services Team Americas Customer Success Team

Key Accountabilities and Duties

Customer Growth

Identify new users in existing customer business units AND/OR new customer business units who will gain value from Energy Exemplar solutions Participate in internal customer account planning with Customer Success team to identify potential upsell and expansion opportunities Partner with marketing to execute focused sales campaigns to build sales pipeline for current customer base Engage with customer team on health checks, business value reviews, etc. to ensure customer value realization and then capture value stories to share with other key stakeholders Outbound prospecting and networking, at multiple levels, from end user to management to executive, solving their pain points through value-based selling Develop solid understanding/high knowledge of market segments and applications for EE solutions Serve as a manager of the sales process---between prospect sourcing, technical demos, trials, and serve as process manager and “closer” to get the signed contract Perform market research to identify prospects, new market areas and new market/service opportunities

Documentation/Operations

Keep updated customer profiles and contact information within Salesforce Manage expansion opportunities within Salesforce throughout the sales lifecycle, including building and maintaining sufficient pipeline, documenting progress and plans, and identifying risk along the way Own quarterly quota and ensure attainment Ensure Customer Success dashboard is up to date for portfolio

Candidate Requirements

Skills, Knowledge, and Experience:

Foundational knowledge of power generation, transmission, and utilities industry desired Outbound phone-based prospecting experience Experience working with Salesforce.com or similar CRM Excellent people skills to build relationships both internally and with customers Ability to understand and identify customer goals and objectives Ability to map a customer success plan through strategic thinking and understanding customer expected outcomes Ability to communicate clearly and professionally in all methods of communication (email, presentation, documentation, etc.) Ability to build and deliver presentations with compelling messages to technology and business audiences Well organized with an attention to detail and proactively prepare for internal/external meetings with outline and agendas Driven to take initiative, organize, plan, and prioritize tasks and projects Develop customer relationships to allow for Customer Success Manager to become a trusted advisor Ability to understand and manage expectations Leading conversations and persuading others to act based on requirements and value provided by solutions Advanced working knowledge of Microsoft Office suite (Microsoft Word, Excel and PowerPoint, Outlook, Teams, etc.) Ability to work autonomously and take initiative Capacity to respond to change with a positive attitude and a willingness to learn new ways to carry out work activities and objectives Ability to bounce back from failures, learn from mistakes to iterate quickly, and respond professionally in stressful and demanding situations Strong listening skills; open to input from other team members and departments Flexible work schedule with ability to occasionally work outside of normal business hours to coordinate with other global regions Ability to work with a team by assisting and supporting others for team success

Qualifications:

BS in Business Management, Strategy, Economics, Communications, Electrical Engineering or equivalent 2+ years' experience in management consulting, technical account management, or enterprise software sales Energy technology industry experience desired Consistent record of achieving targets and goals in a sales setting Significant customer-facing experience leading enterprise-type customers through business or technology transformations with large account/project management experience Ability to travel 50% time

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