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Sales, Solar

Title Senior Sales Representative
Categories Sales
Salary $175K
Location Work from home or NH office
Job Information

Sales Representative – Enterprise Software Solution

A privately held enterprise software company based in the US with sixteen years of success in providing Global Fortune 500 companies with non-stop server solutions providing consistently reliable, high performing middleware. This software allows clients to:
• Respond faster to changing business demands
• Integrate with third-party applications
• Leverage existing NonStop applications

A sales hunter with an entrepreneurial working style and an independent approach to the sales process. We enjoy giving our salespeople the flexibility to meet their sales targets in a way that works for them, while leveraging the support of our sales operations and management team. You won’t need to travel often in this role, about 15%…but you will have the opportunity to bring a solid solution in a niche market where we have already developed a strong brand and created tremendous value for our clients…read on if you’re intrigued!!

• This position is responsible for all aspects of sales of our products and solutions, including developing and implementing a sales strategy. This role combines the ability to identify and close sales opportunities with the confidence to work independently as the primary revenue driver in Europe, Asia, Africa, and Australia.

• Applicant should be self-sufficient and like to be given end objectives. This person needs to have the initiative to take ownership of their territory, accounts and tasks; as well as the time management skills to pursue the most efficient opportunities. Should have insight into how to improve the company sales approach and processes to optimize the results of the firm.

• This entrepreneurial-minded and energetic team player will identify and qualify solid client leads and present our enterprise software solutions to Fortune 500 clients. Will evaluate sales opportunities and secure meetings with key decision makers; as well as develop effective value propositions and sales pitches.
• This person should have excellent relationship building skills. While there will be a strong emphasis on new customer sales, will be expected to improve the relationship with and sell additional products to existing customers. Develop and deliver presentations to current and prospective customers.

• Will inherit existing pipeline, identify and qualify new leads, nurture relationships and close deals. This position requires a technical understanding of software, specifically middleware. Will be responsible for pipeline development through a combination of conference attendance, cold calling, and following up with website inquiries and email campaigns. Will perform strategic value-based selling to position our solutions, utilizing technical knowledge of the software and relevant business case examples.

• Applicant should be able to manage the end-to-end sales process within the client company through engagement of appropriate key stakeholders. Need to be able to attain buy-in from technical and non-technical decision makers. Expected to generate short-term results while maintaining a long-term perspective to maximize overall revenue generation.

Min: BS/BA Degree; computer science classes or software development background (we’re flexible on this!)

• Positive energy, outgoing and engaging personality, self-directed entrepreneurial spirit
• 5+ years sales experience; must have a successful track record navigating complex sales cycles, as proven by reports
and references
• Excellent communication and presentation skills
• Ability to develop relationships with manager or VP-level decision-makers to sell based on business value; ability to
influence key stakeholders at all levels
• Ability to thrive in an entrepreneurial environment; ambitious and self-motivated
• Must be proficient in Microsoft Office and CRM systems
• Ability to spend 15% of time travelling

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Title Enterprise Sales Manager
Categories Sales, Solar
Salary $200K+
Location Boston – New England
Job Information



We are seeking a proven F500 Enterprise Sales Executive, who will operate within our North American Commercial (NAC) Business Unit, to lead in the sale of large scale solar generation and energy management projects and programs to targeted enterprise accounts headquartered in Greater Massachusetts Area, and the New England Region. The Sales Executive will report to the Director, National Accounts.


• Develop and execute effective account development strategies using data analysis to positively impact the executive–level decision maker’s core business.
• Develop sales strategy for identified opportunities and drive process including deal structuring, pricing and proposal development in coordination with peer departments and supporting functions.
• Grow a network of sponsors and supporters at multiple levels within target accounts. Engage executive-level decision makers by demonstrating a thorough understanding of their business strategy and communicate how our energy portfolio solutions will improve their business results.
• Drive organization and deal structures to achieve high level of customer satisfaction as compared to industry and F500 benchmarks.
• Perform strategic account development to align customer-specific needs with our solutions while differentiating our value from the competition.
• Understand the business of the account, including industry drivers, business objectives and operational issues and connects strategic energy solutions.
• Coordinate appropriate resources to effectively execute strategic account business plans and opportunity pursuit plans.
• Demonstrate strategic thinking by anticipating future trends through looking outward at the customer‘s market, competition, and alternatives.
• Persist in the pursuit of account strategies exhibiting strength of purpose and determination in the face of challenges.
• Effectively manage the buying and selling process by involving a network of key players to solve customer operational issues to help them achieve their business objectives.
• Effectively position the strategic value of our solutions to key decision makers and influencers throughout the account.
• Provide accurate and current view of account penetration, sales performance, and customer satisfaction including the health of the funnel/pipeline.
• Strive to add customer-specific value through improving business processes by viewing situations from the customer’s perspective.
• Ultimately increase share of wallet and revenue from target account.

The Sales Executive will need to be well versed in both current and anticipated changes to public policy related to grid connected solar electric systems in the US and Globally. Excellent resources already in place to support the Sales Executive in this regard.

Key distinctions in the market are technology advantages, including PV cell efficiency, mounting system strategies, system design experience, smart energy features and operating capabilities. The Sales Executive will be expected to comprehend our technical differentiation, integrate those into business strategies and initiatives, and convey those advantages in a compelling manner in proposals and presentations.


Minimum requirements – The least amount of skills and training candidates must have to do a specific job. Candidates not meeting these requirements will not be hired for this position.

• Minimum 5 years of enterprise-level sales experience, in energy, systems, equipment, or related solutions sales
• The knowledge, skills and abilities typically acquired through the completion of a bachelor’s degree program or equivalent degree in an engineering, business or finance discipline. Master’s degree a plus.

Preferred requirements

• Successful track-record in closing new business with enterprise account targets
• Experience with growing significant customer relationships interfacing with executive-level decision makers
• Experience with large and strategic customer management
• Ability to demonstrate critical thinking skills
• Experience in strategic business planning
• Strong financial business acumen
• Strong background in value based selling
• Excellent written and verbal communication skills
• Master’s Degree in Business, Finance or Energy related disciplines
• On-site and large-scale off-site solar project sale experience
• Familiarity with contracting structures for on-site and off-site solar and energy management contracts including but not limited to: PPAs, Contract for Differences, Virtual PPAs, & EPC Contracts.

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