Director of Business Development, Utilities
VEIR
Sales & Business Development
Woburn, MA, USA
Posted 6+ months ago
About VEIR
Giving everyone in the world access to clean, reliable, affordable energy will require substantial expansion of global electricity transmission networks. VEIR is developing a new generation of High Temperature Superconductor (HTS)-based transmission lines, enabling long distance, reliable, low loss, cost–effective power transfer in far smaller right–of–ways. VEIR’s innovations overcome the main barriers to transmission expansion, enabling the world to access the very lowest cost renewable power.
The Role
VEIR is seeking a Director of Business Development, Utilities to drive VEIR’s customer engagement efforts to create, develop, and win new revenue-generating projects. This role will lead the development of the Utilities customers. This is an incredible opportunity to have a tremendous impact on a dynamic, growing startup.
The ideal candidate for this role is a driven, self-motivated, relationship builder who can manage all aspects of growing the data center market. This is a great opportunity for someone with a strong business development background and existing relationships with utility decision-makers who is looking to step into a leadership role with huge potential for future growth.
This role will report to the Chief Commercial Officer, will be based at VEIR’s headquarters in Woburn, MA, and will be required to travel 40-50% of the time.
In the first three months you will…
- Develop strong working relationships across the organization and quickly build trust and credibility with VEIR leadership and other critical internal stakeholders, including Product and Engineering
- Build and maintain a detailed understanding of VEIR’s technology, including design specifications and constraints
- Review the existing pipeline of utility clients and provide guidance on additional target clients for outreach
- Review utility client facing materials to provide your perspective on what key messages resonate with clients
- Leverage your existing relationships to open doors to new utility clients and positively position the value proposition of VEIR products and solutions
In your first 6 months you will...
- Begin to build and/or expand deep customer pipelines through external relationship cultivation
- Book and land two to three early pilot projects with utility clients, which will support the technical de-risking of the VEIR technology
- Using the knowledge that you’ve gained about VEIR and the feedback from the voice of the customer, support the creation and iteration of a comprehensive business development and go-to-market strategy in conjunction with engineering, product, and commercial leadership
By the end of your first year you will have...
- Positioned de-risked VEIR utility product for further scale
- Built and managed an active and robust client pipeline that will drive future revenue growth in the utility segment
- In collaboration with the commercial team, pursued, built, and submitted competitive proposals for capturing future work
- Collaborating with the commercial team, built estimates and competitively priced service offerings to clients
- Won revenue contracts and projects for the de-risked VEIR utility product with multiple clients within the pipeline
- Managed strategic client relationships and created more opportunities for the de-risked VEIR utility product in the near future
To be successful in this role...
- You have experience selling products and/or engineered solutions into utilities, with proven success closing deals with multiple clients
- You have demonstrated success translating customer needs to Product and Technical teams to drive revenue
- You have excellent oral, written, and interpersonal communication skills across all levels of staff and with external stakeholders
- You are adept at creating both client facing and internal presentations that communicate goals, values propositions, findings, and issues
- You are exceptional at networking and relationship building, and ideally have an existing network of contacts within the utilities and power transmission sector
- You are driven by results - you gauge your success in measurable positive impact (not in how much you check off the to do list) and know how to ruthlessly prioritize
- You know how to match vision with execution; you have experience thinking big as well as demonstrated success executing with strong attention to detail
- You are able to thrive in a dynamic startup environment
- You have a strong working knowledge of business/CRM systems (we use Microsoft Office and Monday.com)
- You are willing and able to spend up to half time on the road, meeting customers where they are, both domestically and internationally
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability, and any other protected ground of discrimination under applicable human rights legislation. We strive to respect the dignity and independence of people with disabilities and are committed to giving them the same opportunity to succeed as all other employees.
To all recruitment agencies: VEIR does not accept agency resumes. Please do not forward resumes to our jobs alias, VEIR employees, or any other organization location. VEIR is not responsible for any fees related to unsolicited resumes.