Sales Director, Utilities

Sales Director for Utilities

Cyberhawk is a fast-growing, successful technology company with big ambitions. We are the industry leaders in drone-based visual inspection and survey solutions for energy infrastructure and major capital projects clients. Our cloud-based enterprise software IHawk is a visual-data solution that harnesses drone and other visual data to allow large scale sites and assets to be managed and maintained easily. Ultimately, we help make asset & project management be safer, easier and greener thus keeping people out of danger and significantly reducing the carbon footprint of the energy and capital projects sectors.

It's really cool work, tackling challenging problems! Our people are the secret to our success. We thrive because of our team's incredible talent and outstanding service. We plan to grow a lot this year and are looking for a number of people to join our high-performance team.

We have a no drama way of working. We work as one team, growing together, sharing our knowledge and skills to help us all succeed and feel valued. We are a team who cares about the work we are doing and find it rewarding. We value learning and seeking out new challenges and we are not afraid to make mistakes. We are open and honest in our communication and trust and respect each other.

We strive to deliver the best results and deliver work that we are all proud of. We enjoy our work, contribute and make ourselves heard. More importantly, we have a laugh and fun whilst doing it!

As a Sales Director for Utilities, you will be a regional lead in sales and account management, playing a pivotal role in driving our continued growth in our largest target market and ensuring Cyberhawk's solutions address customer business challenges.

The Sales Director reports to the Vice President of Sales for North America and plays a crucial role in driving growth with new accounts, managing the sales pipeline for the region and converting qualified pipeline into contracts. Responsible for the commercial success in the region, the Sales Director works in tandem with Solutions Management, Sales Development and Marketing to sell solutions to our customers which deliver value by enabling them to make better decisions about their assets.

Key Responsibilities:

• Consultative Selling:
  Lead discovery meetings, present Cyberhawk solutions and communicate value and differentiation. Collaborate with Operations, Solutions Management, and Commercial Operations to coordinate technical requirements and generate proposal. Navigate multi-stakeholder purchasing processes, address client objections, and negotiate commercial terms and contracts.
• Pipeline Management:
  Maintain accurate records on accounts, opportunities, and sales forecasts. Collaborate with Commercial Operations to accurately track, manage and report on opportunities in the pipeline.
• Account Management:
  Identify customer business requirements and align Cyberhawk's solutions to achieve customer business objects. Maintain and enhance the Cyberhawk brand inside the account in order to be viewed favourably by our end-to-end solution delivery.
• Customer Success
  
  Collaboration:
  
  Work closely and collaborate with the Project Management Office and Customer Success organization to ensure project hand off and quality of delivery. Execute strategies to expand our solutions within the account.
• Business Development:
  Identify new opportunities and collaborate with Solutions Management to align market requirements with Cyberhawk offerings. Industry Knowledge:
  Stay informed about industry trends, best practices, and competitive landscape to provide strategic guidance to clients and internal teams.

Qualifications:

• Education:
  
  Bachelor's degree in Engineering, Computer Science, Business or a related field. MBA or relevant certifications are a plus.
• Experience:
  
  10+ years of experience in Sales and Account Management or related roles within the industrial technology industry. Experience with IOU's, municipals and co-operatives.
• Domain Expertise:
  Strong understanding of software products and services, with the ability to grasp technical concepts quickly.
• Communication
  
  Skills:
  
  Exceptional written and verbal…