Area Sales Manager, Northeast

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.

• 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.
• 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.
• Navigate public sector and utility procurement processes, including RFPs, RFIs, cooperative contracts, budgeting cycles, grant funding, and council or board approvals.
• 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.
• 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.
• This role manages and directs the activities of independent sales agents and channel partners within the territory.

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

• 5–7+ years of quota-carrying B2B sales experience in enterprise, SaaS, IoT, infrastructure, or consultative solution selling.
• ~ Proven success closing large, complex deals with multiple stakeholders and extended sales cycles.
• ~ Existing relationships and past sales performance within the Northeast territory.
• ~ Strong hunter mentality with the ability to open, build, and close strategic accounts.
• Familiarity with IoT and wireless networks (LTE/5G/Wi-Fi) and the ability to translate customer requirements into solution recommendations.
• 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 priorities effectively.
• Ability to travel 50–70% within the assigned territory, including overnight travel.
• Valid driver's license and ability to visit customer sites, including outdoor infrastructure environments.
• Ability to lift and carry demonstration materials and trade show equipment weighing up to 25 pounds.
• Prolonged periods…