Vice President of Sales

Enersponse is a Distributed Energy Resource (DER) Management company, bringing Grid Operators and Utilities together with power consumers of all sizes.  We bring grid service programs, such as Demand Response, Demand Management, Peak Shaving, Energy Hedging, Energy Efficiency, and Auto-DR to customers that require a more sophisticated approach through building automation.

Our team focuses primarily on selling demand response, energy management services, energy efficiency, Automated Demand Response (ADR) services, and other DER monetization solutions to commercial, industrial and institutional customers that have multi-state and multi-market operations. Enersponse executives identify opportunities through multiple channels, cultivating and maintaining relationships with the end-use commercial/institutional/industrial facility personnel, energy brokers and consultants, providers of energy efficiency, automation and distributed energy solutions.

Position Description

The Enersponse VP of Sales is a pivotal role that is responsible for aligning company's sales and operations teams in creating a comprehensive plan/strategy/roadmap for achieving the business goals. Additional responsibilities include developing the overall product messaging and positioning, defining sales channels, establishing departmental KPl's, and contributing to overall company strategy development & execution.

Position Title: VP of Sales

Reports To: CEO

Overall Responsibility:

  • Create a standardized outreach for current and future clients and coordinate its implementation across sales channels, client management, and marketing and communications.

  • Develop growth strategies with the senior leadership team.

  • Create accountability within the company by developing appropriate metrics and coordinating compensation and promotions with these metrics.

  • Prospect and close relationships with key target clients.

  • Develop account management team to ensure future renewals and overall customer retention.

  • Monitor the revenue pipeline and leads, adjusting as necessary to create sustainable growth.

  • Drive marketing leadership to create and execute winning marketing strategies to drive profitable growth.

  • Inspire customer success leadership to define and deliver on the customer value proposition, without sacrificing profitability targets.

  • Propel sales leadership to develop and implement revenue driving strategies, which create long-term customer and business value.

  • Establish both short-term results and long-term strategy, including revenue forecasting.

  • Monitor the strategies and processes across the revenue cycle from customer acquisition to engagement to success.

  • Fill management gaps by building and training individuals and teams in Sales and Account Management.

  • Develop and implement robust sales management processes - pipeline, account planning, and proposals.

  • Oversee all Channel/Partner Development -- adding new sales channels and 3rd party resellers and partners if applicable.

  • Drive a "lean startup" style environment of constant experimentation and learning.

  • Leverage customer research (quantity and quality) to provide strategic leadership for brand architecture and positioning.

  • Performs other related duties to support fellow members of the leadership team.

    Qualifications:

  • Must have demand response experience.

  • A curiosity focused on finding new ways to market a product.

  • Experience with the development and roll-out of sales training program.

  • 10+ years executive level experience in leading sales, lead generation and marketing teams.

  • Mastery of negotiations and contractual terms analysis.

  • Demonstrable experience designing and/or identifying repeatable and scalable operations.

  • An operator's understanding of the sales funnel data and management.

  • Business intelligence, data analytics, and reporting industry background preferred.

  • The product and marketplace authority necessary to influence product management, marketing, design, operations, and engineering.

  • Proficient in Microsoft Office, Salesforce (and NetSuite a+)

Competencies:

  • Cost Consciousness--Works within approved budget; Develops and implements cost saving measures; Contributes to profits and revenue; Conserves organizational resources.

  • Initiative--Volunteers readily; Undertakes self-development activities; Seeks increased responsibilities; Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when needed.

  • Strategic Thinking--Develops strategies to achieve organizational goals; Understands organization's strengths & weaknesses; Analyzes market and competition; Identifies external threats and opportunities; Adapts strategy to changing conditions.

  • Business Acumen--Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.

Location: Remote

Benefits:

  • Competitive compensation and opportunity to advance in a small, fast-growing company

  • 100% medical, dental and vision

  • 401(k) Plan

  • Flexible PTO Policy

  • Ability to work remotely