Strategic Sales Director, Utilities

Company Description

Publicis Sapient is a digital transformation partner helping established organizations get to their future, digitally-enabled state, both in the way they work and the way they serve their customers. We help unlock value through a start-up mindset and modern methods, fusing strategy, consulting and customer experience with agile engineering and problem-solving creativity. United by our core values and our purpose of helping people thrive in the brave pursuit of next, our 20,000+ people in 53 offices around the world combine experience across technology, data sciences, consulting and customer obsession to accelerate our clients’ businesses through designing the products and services their customers truly value.

Job Description

Your Impact:

We are seeking a dynamic, driven, commercially minded individual who can lead the development of a pipeline of new business opportunities with major North American utility organizations for the Energy &  Commodities unit of Publicis Sapient (PS). This role primarily focuses on opening new client opportunities for PS. You should have a strong network of senior relationships across the utilities industry and have a proven track record of building business around professional services centered on Digital Business Transformation (DBT) with a focus on power reliability, customer experience, and sustainability.

Your experience should include:

Development of annual new business forecasts, identification of prospective clients and their decision makers and building relationships with them, development of tailored marketing/sales strategy, leading pursuit teams, creating proposals with the support of a cross-functional team, engaging with client executives to present these proposals and win new business and reporting on progress against that strategy. You should have broad experience in selling strategy consulting, platform implementation, and systems integration projects that are centered around DBT.

Primary Responsibilities:

• Identify new business opportunities in new prospects in East Coast and Midwest region 
• Define a compelling proposition and vision for each sales opportunity
• Conduct research of key new client targets and execute account outreach that aligns to our current strategy and propositions
• Build relationships with key influencers/ decision makers at target clients
• Create a pursuit strategy and executing on the same to win new business at profitable terms
• Create net new pipeline of $10M-$15M+ annually
• Ability to understand/ learn, represent, and sell-in the full suite of PS services that are offered
• Cultivate business relationships through networking, industry events and outbound marketing campaigns
• Refine sales processes to ensure continual improvement of services and aid the creation of new services
• Lead on all commercial negotiations with all new business brought into the team
• Maintain awareness of competitive activities, positioning, and pricing including specific reasons for winning and not winning work

Qualifications

Your Skills and Experience:

• Successful track record of sales within a professional services/ consulting firm engaged with utility clients, of which at least 5-8 years should be as a hunter
• Understanding of digital business transformation and its implication for utilities, including but not limited to: business strategy, organizational design, change management, ways of working, systems, data and insights
• Proven successful track record in successfully engaging with C level decision makers and business heads and selling large scale, complex DBT projects into the utilities sector
• Strong familiarity with the business landscape, marketing events and industry networking organizations
• Strong existing network of senior business relationships that can be leveraged for business development
• An understanding of the Utilities domain and trends challenges, opportunities across these in North America
• Demonstrated ability to take a consultative approach to engaging with executives
• Ability to listen, discern business issues driving the “Ask”, frame pertinent questions to shape and conceptualize likely solutions
• Demonstrated ability to take initiative, be self-driven and drive business opportunities towards an outcome
• Strong writing and presentation skills including extensive experience in creating pitch books, responses to RFIs and RFPs
• Must be able to navigate a large organization and have the power of persuasion through content and confidence
• Demonstrated ability to work across internal organizational functions to cast, pitch and sell deals with relevant subject matter expertise and practice leads

Additional Information

Pay Range: $129,000 - $252,000

The range shown represents a grouping of relevant ranges currently in use at Publicis Sapient. Actual range for this position may differ, depending on location and specific skillset required for the work itself.

As part of our dedication to an inclusive and diverse workforce, Publicis Sapient is committed to Equal Employment Opportunity without regard for race, color, national origin, ethnicity, gender, protected veteran status, disability, sexual orientation, gender identity, or religion. We are also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at hiring@publicissapient.com or you may call us at +1-617-621-0200.

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