VP of Sales – Electric Utility Engineering Services
Fully Remote United States

Being a high-growth company is about more than an expanding headcount and new business. At Essentia, being a high-growth company means entering new industries, proactively developing practices to meet tomorrow’s needs, and embracing a growth mindset as they meet new challenges daily. The VP of Sales — Electric Utility Engineering Services will play a critical role in fueling this continued growth. Essentia is seeking a dynamic and highly motivated Vice President of Sales to lead their business development efforts in the electric utility vertical. The ideal candidate will have a strong background in electric utility distribution engineering, joint-use engineering, and communications engineering services. They will also possess robust, executive-level relationships across the electric utility industry. The position will be part of the Essentia leadership team and will report directly to the CEO.  

What you'll be doing

• Define the vision, strategy, and roadmap for electric utilities solutions to accelerate Essentia’s leadership in this industry.  Currently, Essentia has Master Agreements with 2 of the 3 largest IOUs ranked by market capitalization. 

• Develop and execute strategic sales plans to meet and exceed revenue goals. 

• Sell large, complex engagements tailored to customer needs. 

• Craft compelling, timely responses to RFPs and RFQs that leverage Essentia’s key differentiators. 

• Collaborate closely with the engineering and operations teams to ensure customer satisfaction. 

• Develop and maintain a deep understanding of Essentia’s solution and product offerings, and their corporate strategy, business objectives, and vision.  

•Define go-to-market priorities and targets for their products and solutions for electric utilities, informed by market fit based on revenue potential, product readiness, the offering’s strategic importance and targeted growth strategies in existing and new accounts. 

• Partner with Marketing to establish clear, compelling messaging and positioning for industry solutions that differentiate them, and exploit Essentia’s advantages. 

• Eliminate friction in sales processes, and drive growth through strategic pricing and packaging of offerings. 

• Develop sales strategy including yearly and quarterly sales targets. 

• Present large opportunities requiring investment to leadership committee; conduct associated financial modeling and assessment of growth opportunities, risks, and operational requirements. 

• Attending key industry conferences. 

• Identify and pursue new business opportunities, including partnerships, joint ventures, and strategic alliances within the utility industry. 

• Work with leadership to collaboratively define and drive KPIs for the sales team. 

• Ultimately, lead and manage a team of sales professionals, providing coaching, mentoring, and performance management to drive individual and team success. 

• Stay up to date with industry trends, market conditions

The successful candidate will have

• A minimum of 10 years selling engineering services to the electric utility industry — with a marked growth in responsibilities. 

• Proven track record of exceeding sales targets and driving revenue growth within the investor-owned utility industry. 

• Ability to manage a significant portfolio of customers, projects, and solutions at significant scale. 

• Exceptional leadership and team development skills to promote individual behavior that results in organization-wide benefits, thereby enhancing personal, professional, and corporate growth. 

• Excellent interpersonal communication, public speaking, and negotiation skills. 

• Strong team management skills with the ability to speak to sales, business development, solutions engineering, and all other aspects of the internal support team. • Strong negotiation, leadership, and cross-functional collaboration skills. Ability to discuss wireless infrastructure solutions effectively with business leaders and lead presentations. 

• A strong background in B2B sales and business development; best practices should feel like second nature to you. 

• A Bachelor of Science degree in Engineering or a related field is preferred.  

 Why You Should Apply

As a leader in communications, Essentia values its relationship with its team members. A healthy work-life balance is a top priority. That’s why we offer a comprehensive benefits package that includes:

  • United Healthcare medical plan
  • Dental and Vision 
  • 401k with company match and automatic enrollment 
  • Company paid guaranteed Basic Life Insurance and AD&D with optional voluntary life insurance for yourself, your spouse, and your dependents
  • Shared premiums for Short Term Disability (STD)
  • 8 paid holidays and 15 days PTO to start
  • Career development tuition reimbursement
  • Service and spot awards plus candidate referral rewards
  • A fun, collaborative environment with virtual and in-person social events

Why Essentia?

  • We’re growing at a rapid pace with a proven strategy and solid track record. 
  • Our team members have the autonomy and support to deliver solutions that delight our clients.
  • Our culture is values-based, with a tightknit, collaborative team that’s in it to win it.
  • We’re passionate about what we do and are driven by a purpose larger than ourselves: to connect everyone, everywhere to a better way of life. 
  • We’ve been recognized as a Certified Great Place to Work; Best NC Employer; NC Mid-Market Fast 40; Inc 5000; Financial Times’ Fastest Growing Company in The America’s 2022, among other honors. 

Our Values

Essentia’s vision is to be most admired for our trustworthiness as a business partner and employer, while achieving industry-leading results for our clients. To achieve this, we have adopted four core values that guide our decisions and actions in all we do and set us apart from our competitors.

  • INNOVATION - We see abundant possibilities and few limitations
  • COLLABORATION - We believe the power is in “we” not “I”
  • IMPACT - We work and live to make a difference
  • JUDGMENT - We think first then act smart

Hiring Process

We are looking to fill this role as soon as we find the candidate who meets or exceeds our expectations. Interviews will be conducted virtually, with the potential of in-person interviews for local candidates, and will include a meeting with the CFO, pre-employment cognitive and personality assessments, a background screening, and drug test. We offer an industry competitive compensation package that looks to reward candidates based on their experience and skills as they pertain to the role’s requirements.

Essentia is an Equal Employment Opportunity employer and will not discriminate against candidates on the basis of race, color, age, sex, gender, sexual orientation, marital status, national origin, religion, physical or mental disability or any other legally protected category. Essentia also participates in the federal eVerify program.