Area Sales Manager, Northeast

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 streetlighting, 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, Streetlighting, 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 streetlighting, 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 priorities effectively.

Physical Requirements:

• 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 of sitting while driving or working on a computer.

Target total compensation split: 60% base ($120-140k) / 40% commission

Location: Remote – home office within the Northeast territory

Territory: Maine, New Hampshire, Vermont, Massachusetts, Rhode Island, Connecticut, New York, New Jersey, Pennsylvania, Delaware, and Maryland

Travel: 50–70%

Equal Employment Opportunity Statement:

Ubicquia is an Equal Opportunity Employer committed to providing equal employment opportunities to all employees and applicants. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, marital status, veteran status, disability, genetic information, or any other status protected under applicable federal, state, or local laws. Ubicquia provides reasonable accommodations to qualified individuals with disabilities in accordance with applicable laws.

About Us:

At Ubicquia, we believe the fastest path to a smarter city is not building new infrastructure; it is unlocking what communities already own. Our mission is to transform the streetlights, poles, transformers, and substations standing in every neighborhood into intelligent, AI-powered assets. Our platforms bring together sensors, software, and connectivity to give cities, utilities, and enterprises real visibility into the systems they depend on, deploying in seconds and delivering value for years. From lighting performance to grid reliability to public safety, we analyze 4.3 billion datapoints daily, turning visibility into action: outages resolved before residents report them, energy waste eliminated, operating costs reduced, communities made safer.

We exist to help the people who keep infrastructure running do their work with greater confidence, greater efficiency, and greater impact. More than a 1000 utilities and municipalities, including some of the largest in the world, rely on Ubicquia, from city lighting teams to grid operators to public safety agencies. The systems cities and utilities have maintained for decades are capable of far more, and we believe they can start delivering more today. That is what smart infrastructure for all means to us.

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