About the Role
This senior sales role offers the opportunity to drive large, complex smart utilities transformation programs for leading utility organizations in Canada. You will play a strategic role in expanding the Smart Utilities portfolio by selling high-value solutions across cloud, infrastructure, data, AI, automation, and digital operations.
Operating at the executive level, you will act as a trusted advisor to CIOs, CTOs, CISOs, and digital leaders, influencing long-term transformation strategies. This position provides strong autonomy, significant deal ownership, and direct impact on business growth and market positioning.
Key Responsibilities
- Lead and close large, transformational smart utilities engagements, including modernization, managed services, and digital operations programs, delivering measurable business outcomes.
- Own and drive end-to-end deal strategy, including opportunity qualification, solution positioning, value proposition development, commercial negotiations, and executive governance.
- Engage with C-suite and senior leaders as a strategic advisor, providing thought leadership on smart grid modernization, cloud transformation, AI-enabled operations, cybersecurity, and resilience.
- Shape and orchestrate complex, multi-disciplinary solutions by collaborating with delivery leaders, solution architects, and global capability teams.
- Build and maintain a strong, qualified sales pipeline while achieving a minimum annual booking target of $14M.
- Contribute to market-facing offerings, account strategies, and annual sales planning.
- Represent the organization at industry forums, executive workshops, and utility sector events to strengthen market presence and credibility.
Required Skills & Experience
- 10+ years of experience in leading and closing complex sales engagements within the Utilities sector, including smart utilities, grid modernization, or large-scale managed services.
- Proven success managing high-value, multi-stakeholder sales cycles and leading cross-functional teams through complex deal structures.
- Strong technical and solution understanding across cloud infrastructure, application modernization, data platforms, cybersecurity, automation, and AI/AIOps within utility environments.
- Demonstrated ability to engage and influence senior executives including CIOs, CTOs, CISOs, enterprise architects, and operations leaders.
- Experience positioning AI, analytics, and automation as key drivers of operational efficiency, resilience, and regulatory compliance.
- Excellent communication, executive presence, strategic thinking, and negotiation skills.
- Ability to work independently within a global, matrixed environment while contributing to regional go-to-market strategies.
