Enterprise Utility Sales Executive

About Us

TRC, Member of WSP, is a global consulting environmental and engineering firm and one of the top design firms in the energy sector. Together, TRC and WSP’s 83,000 experts create positive, long-lasting impacts for our communities and our clients in the power and energy, transportation and infrastructure, environmental, and property and buildings sectors. As part of our team, you’ll discover a world of opportunities to connect with innovative thinkers, forge your path, and have fun tackling the world’s most challenging projects. At TRC, Member of WSP, you can have a rewarding career on every level.

TRC has long set the bar for clients who require more than just engineering, combining science with the latest technology to devise innovative solutions that stand the test of time. From pipelines to power plants, roadways to reservoirs, schoolyards to security solutions, clients look to TRC for breakthrough thinking backed by the innovative follow-through of an industry leader.

We recognize that the expertise of our staff is our strongest asset, so we generously reward employees for successful performance and invest in their careers through training and the development of new skills and certifications.

Overview

WSP is seeking an experienced Enterprise Utility Sales Executive to drive growth within our Digital Solutions business across the U.S. investor-owned utility market.

This senior individual contributor will have primary commercial accountability for a portfolio of strategic investor-owned utility accounts within the region. The Sales Executive will serve as the commercial leader for assigned accounts, responsible for developing executive relationships, identifying and creating new business opportunities, expanding existing accounts, and leading complex pursuits from origination through close.

The successful candidate will bring a strong reputation within the Power and Energy industry and the ability to navigate complex utility organizations and buying processes. The role will lead matrixed account and pursuit teams, coordinating executive sponsors, technical and delivery leaders, marketing, pricing, legal, and commercial resources to develop differentiated solutions and drive revenue growth.

The Sales Executive will represent WSP’s project delivery, owner’s engineering, consulting, and implementation capabilities across IT/OT and digital utility solutions, including smart metering, DERMS, ADMS, DMS, EMS, SCADA, asset and workforce management, microgrids, geospatial solutions, energy markets, and related technologies.

This position may require up to 60% travel and can otherwise be based from most locations within the region.

The Enterprise Utility Sales Executive is eligible to participate in WSP’s commission plan.

Responsibilities

• Lead the full lifecycle of complex, multiyear enterprise pursuits, from opportunity creation and qualification through solution shaping, commercial strategy, proposal development, negotiation, and close.
• Build and expand strategic client relationships across the utility organization, engaging executive, business, technical, regulatory, procurement, and legal stakeholders to establish WSP as a trusted advisor.
• Develop and execute strategic account and territory plans that identify client needs, whitespace, competitive positioning, and opportunities to expand WSP’s presence and market penetration.
• Build and maintain a qualified pipeline to achieve or exceed bookings, revenue, and backlog targets while maintaining accurate forecasts, account plans, opportunity strategies, and close plans.
• Develop compelling value propositions and competitive win strategies that align WSP’s capabilities with client priorities, business objectives, and investment strategies.
• Lead cross-functional pursuit teams, collaborating with WSP leadership and operating service lines to mobilize the right technical, delivery, commercial, and executive resources.
• Build strategic relationships with technology partners, vendors, and industry influencers to strengthen WSP’s market position and improve win probability.

Qualifications

• BS/BA in Engineering, Science, Business Management, or a related field preferred.
• 10+ years of enterprise sales, business development, or account management experience within the power and utility, engineering, consulting, technology, or systems integration industry.
• Established relationships with senior decisionmakers at major U.S. investor-owned utilities, with demonstrated success developing new relationships and penetrating new buying centers.
• Proven track record of meeting or exceeding sales targets and originating, shaping, negotiating, and closing complex consulting, systems integration, managed services, or technology engagements.
• Demonstrated understanding of the U.S. investor-owned utility business model, including state regulatory environments, rate cases and cost recovery, capital and O&M funding, utility investment planning, procurement, and contracting.
• Ability to develop and execute strategic territory and account plans, build pipeline, identify whitespace, and create new opportunities within complex enterprise accounts.
• Strong executive presence and communication skills, with the ability to engage technical, operational, business, and executive stakeholders and establish trusted-advisor relationships.
• Strong discovery, presentation, whiteboarding, qualification, and negotiation skills, with the ability to translate emerging technologies and customer needs into compelling business solutions.
• Demonstrated ability to assess competitive threats, differentiate solutions, build effective win strategies, and mobilize internal and external stakeholders around complex pursuits.
• Highly motivated, collaborative, and adaptable, with the ability to lead cross-functional teams in a fast-paced, growth-oriented environment.

Benefits*:TRC offers a competitive benefit package consisting of:

• Medical, dental, vision, and disability insurance.
• 401k package that includes both traditional and Roth IRA options and Company match.
• Paid time off contingent upon full time or part time status and level of seniority (ranging from 15 to 25 days per year).
• All full-time employees enjoy a minimum of 8 Paid Holidays per year.
• TRC ensures that all employees, including those that work part-time, receive paid sick, family, and disability leave in accordance with the laws of their state of residence.

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*These benefits are applicable to US employees depending on their employment status (full time, part time, or temporary). TRC offers jurisdiction specific benefit packages for International and Puerto Rico employees.

Compensation: In accordance with local law, the below salary range is applicable for the job and location associated with this requisition. Compensation will vary based upon experience, education, skill level, geographical location, and other compensable factors.

Other Compensation:Employee may be eligible for participation in the Company’s annual Discretionary Bonus Program which is contingent on Company, Business Segment, and Individual performance against Key Performance Indicators which vary by year and employee.

Disclaimers

TRC is an Equal Opportunity Employer. We do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other characteristic protected by applicable law. All employment decisions are made based on qualifications, merit, and business needs. We celebrate diversity and are committed to creating an inclusive environment for all employees.

The complete job description and application are available on TRC’s career site.

TRC accepts applications for this position on an ongoing, rolling basis and reserves the right to cancel this posting at any time.

Salary Range

USD $200,803.20 - USD $240,000.00 /Yr.