Account Manager

Job Description

Job Description

Join the Market Leader in Electric Power Data and Analytics Solutions

The electrical grid is the largest and most complicated machine ever built. Yes Energy's industry-leading electric power trading analytics software provides real-time visibility into the massive amount of data generated by the North American electrical grid daily. Our unique and innovative view of the data informs real-time trading decisions and mid-to-long-term investment decisions that keep utility prices low, support the energy transition, and keep the grid running. It's both challenging work and work with a purpose.

Be a part of our successful, growing business during international transformation.

Position Summary

As an Account Manager, you will build and strengthen relationships as a trusted customer advisor, aiming to provide comprehensive and effective support. You'll be responsible for driving revenue growth through a consultative and team-based sales approach by strategically positioning solutions and services to meet our customers' needs. An exceptional ability to achieve sales results and create strategic connections is required.

Position Details

• Salary range: $100,000 - 120,000 plus commission; Potential OTE: Up to $240K. Please note: The OTE range is commensurate with experience.
• Location - order of preference for Location: Boulder, CO; Houston, TX; or Remote
• Full-time
• Hybrid - 2 days in the office
• Reporting to: Director of Sales
• Travel requirements: Up to 25%
• Applicants must be authorized to work in the United States without the need for visa sponsorship.

Primary Responsibilities

• Utilize a solution-selling approach to effectively and efficiently help guide customers through the "Customer's Journey" process to ensure they are satisfied and to discover new opportunities.
• Have and maintain a deep working knowledge of Yes Energy's solutions and how they align with prospects' needs
• Understand the use cases each "Buyer Persona" has and how we can serve them.
• Know the competitive landscape and how Yes Energy's products differentiate from our competitors.
• Enhance and cultivate existing customer relationships through the timely delivery of accurate information, both proactively and reactively.
• Collaborate with other stakeholders to plan, organize, and promote attendance and assist with other existing customer events, including user group meetings, educational webinars, training sessions, and customer appreciation events. Schedule, plan, and facilitate onsite and remote discovery, presentation, demonstration, and training meetings
• Use Salesforce and 1:1 meetings to provide management feedback and recommendations on pipeline health, risk, and progress.
• Provide accurate and timely follow-up from customer events
• Stay updated on industry news and trends, and how they affect the energy trading markets
• Accurately forecast opportunities, based upon realistic assessments
• Partner with Customer Success to ensure successful onboarding, handoff, and preparation for the renewal process
• Respond to any escalated customer dissatisfaction, using a solutions-focused approach with urgency

Minimum Qualifications

• Bachelor's degree in business, engineering, economics, or a related field, or equivalent experience.
• Minimum of four years of B2B SaaS sales experience
• Minimum of two years of leading a team using MEDDPICC and a Value-Based Selling sales methodology
• Minimum of two years of sales-focused account management experience
• Minimum of two years of experience working in SaaS for Energy Markets
• Excellent communication, negotiation, and team-building skills.

Key Competencies & Attributes

• Utilize MEDDPICC and a Value-Based Selling approach to effectively and efficiently help guide customers through the "Customer's Journey" process to ensure they are satisfied, and to discover new opportunities.
• Ability to engage in a consultative selling process that overcomes objections and differences by aligning customers' needs with Yes Energy's solutions
• Comfortable selling and negotiating at the executive level (CEO, COO, CFO, CIO)
• Ability to work independently, communicate proactively, manage multiple projects, and prioritize daily tasks, while managing critical deadlines
• Collaborate effectively within a team setting
• Strong customer service and troubleshooting/problem -solving skills
• Excellent written and verbal communication skills
• Meticulous focus on documentation and adherence to processes
• Frequent travel ( up to ~50%) throughout the territory as needed
• Advanced understanding of customers' business, skilled at describing solutions, and respectfully challenging their thinking
• Ability to understand and discover complex client requirements and to clearly articulate the company's offerings to develop solutions to meet those requirements
• Expert knowledge/usage of Salesforce
• Strong desire and willingness to learn
• Results-oriented with a track record of achieving sales targets

Preferred Qualifications

• Experience working with Salesforce is preferred.
• Experience selling SaaS, analytics, or data services to power market participants.
• Existing network of contacts in energy trading, renewables, or utility sectors.

At Yes Energy, we value connecting directly with candidates. We kindly ask that third-party recruiters and agencies not submit resumes, as we are not open to external recruiting partnerships.

ABOUT YES ENERGY

Overview

Yes Energy delivers real-time market data and electric power trading decision solutions. Over 1,000 market participants use Yes Energy solutions daily. The business is a leader in all aspects of information content collection and management, developing and delivering data and market analytics solutions. Since its inception in 2008, Yes Energy has become a trusted and respected supplier of innovative and reliable solutions focused on the needs of power market analysts, traders, and trade managers. Yes Energy has a team of over 350 amazing professionals in Boulder, CO (HQ); Boston, MA; Chicago, IL; Glendora, CA; Richmond, VA; London, United Kingdom; Auckland, New Zealand, Tokyo, Japan; and Bucharest, Romania.

Culture

Yes Energy has been named one of the Best Places to Work in Colorado, and we have the culture to prove it. At Yes Energy, we care about saying "Yes" to customers. We like to listen, learn, and develop our solutions in line with their needs. We think about customers as business partners, and when we help them be more successful … we are more successful, too.

Around the office, our culture is driven by some pretty fundamental values that we're proud of:

• We love innovation and solving tough challenges;
• We are "high standards people" who combine passion and pride with hard work and rewards of all kinds-- in an ethic that is consistent across the company;
• We're team-focused with a flat hierarchy-- we work in small teams on well-defined projects that directly impact the success of the business;
• We play to the strengths and experience of each person while each of us also works along a continuum of roles adjacent to our focus area. This presents the challenge of maintaining a broad set of skills as well as an opportunity to learn and contribute in many ways;
• We are constantly growing. Professional development happens every day and every year.

Compensation and Benefits

We offer highly competitive salaries and real bonuses that are achievable and that you can impact. Our benefits package is also very competitive, including medical insurance, a 401 (k) Plan with matching, flexible vacation, and flexible work schedules. Yes Energy encourages and funds investment in both formal and informal professional development.

At Yes Energy, we are dedicated to building a diverse, inclusive, and authentic workplace. If you're excited about this role but your experience doesn't perfectly align with every qualification in the job description, we encourage you to apply anyway. You may be just the right candidate for this or other roles.

In accordance with Colorado law, the range provided is Yes Energy's reasonable estimate of the base compensation for this role. The actual amount may be higher or lower based on non-discriminatory factors such as location, experience, knowledge, skills, and abilities.

Yes Energy provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, Yes Energy complies with applicable state and local laws governing nondiscrimination in employment in every location where the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.