Area Sales Manager, Northeast

If you are unable to complete this application due to a disability, contact this employer to ask for an accommodation or an alternative application process.

Public Safety Full Time Sales Fort Lauderdale, FL, US

3 days ago Requisition

Salary Range: $ To $ Annually

Position Summary:

Ubicquia is hiring an Area Sales Manager to drive new revenue growth and expand our footprint across the Northeast region. The employee owns the full sales cycle, build a strong pipeline, and close new business with investor-owned and public power utilities, municipalities, and public safety agencies. Working closely with agents, OEMs, and ecosystem partners, the employee will position Ubicquia's smart grid, smart street lighting, and smart city solutions to deliver measurable operational and community outcomes.

Essential Duties and Responsibilities:

• Revenue Ownership:Meet and exceed bookings and quota targets for the Northeast territory while maintaining strong pipeline coverage and forecast accuracy.
• Full Sales Cycle:Own the complete sales cycle: prospecting, discovery, solution design, demos, proposals and RFP responses, negotiation, contracting, and closing.
• Territory Planning:Build and execute an annual territory plan, including target account list, segmentation, partner strategy, pipeline plan, and growth initiatives.
• Customer Engagement:Engage senior stakeholders at investor-owned and public power utilities, municipalities, and public safety agencies (Operations, Street lighting, Engineering, IT/OT, Procurement, and City Leadership) and build multi-threaded relationships.
• Solution Selling:Translate customer pain points into business cases tied to measurable outcomes such as reduced truck rolls, outage visibility, grid reliability, energy savings, and improved asset management.
• Public Procurement:Navigate public sector and utility procurement processes, including RFPs, RFIs, cooperative contracts, budgeting cycles, grant funding, and council or board approvals.
• Partner and Channel Development:Recruit, enable, and co-sell with agents, lighting manufacturers, distributors, systems integrators, and ESCOs. Set clear goals and metrics to evaluate partner performance and provide training as needed.
• Market Intelligence:Monitor competitive activity within the Northeast region to differentiate Ubicquia solutions and adjust sales strategy as needed.
• Events and Promotion:Represent Ubicquia at trade shows, conferences, webinars, and local industry events within the assigned region.
• Collaboration:Work closely with Sales Engineering, Product, Customer Success, Marketing, and Operations to ensure solution fit, deployment readiness, and customer success. Share voice-of-customer feedback to influence the product roadmap.
• CRM and Reporting:Maintain accurate opportunity data, next steps, and close plans in CRM, and deliver weekly and monthly forecasts and territory performance updates.

Supervisory Responsibilities:

None. This role manages and directs the activities of independent sales agents and channel partners within the territory.

Qualifications:

Education

• Bachelor's degree in business, marketing, engineering, or a related field, or equivalent practical experience. MBA or advanced degree is a plus.

Experience

• 5-7+ years of quota-carrying B2B sales experience in enterprise, SaaS, IoT, infrastructure, or consultative solution selling.
• Experience selling into electric utilities, municipalities, public sector, or critical infrastructure is highly preferred.
• Proven success closing large, complex deals with multiple stakeholders and extended sales cycles.
• Existing relationships and past sales performance within the Northeast territory.
• Experience managing agents, channel partners, or co-selling with OEMs.

Knowledge and Skills

• Strong hunter mentality with the ability to open, build, and close strategic accounts.
• Consultative selling skills: discovery, value-based messaging, business case development, negotiation, and closing.
• Understanding of the utility distribution system, smart grid, smart street lighting, or smart city and public safety technology.
• Familiarity with IoT and wireless networks (LTE/5G/Wi-Fi) and the ability to translate customer requirements into solution recommendations.
• Excellent communication and presentation skills for both technical and executive audiences.
• Proficiency with Salesforce or similar CRM and disciplined pipeline and forecast management.
• Self-starter able to work independently from a home office and manage time, travel, and…