Sales Head

Key Responsibilities
Sales Strategy & Execution
o Develop and execute comprehensive sales strategy to meet year on year targets for DES s Software
Products, Solutions and Services across Americas with main focus on USA, ensuring alignment with DES s
business objectives.
o Lead the sales team with focus on large-scale, high-value opportunities with electric utility companies as
well as any other customers engaging significant deals, leveraging your expertise to drive solution adoption,
build trusted relationships, and influence C-suite decision-makers.
o Drive the sales team for sales growth by engaging with utility industry leaders and guiding them through
their energy transformation journey using DES s innovative solutions in protection, automation,
renewables, storage, microgrids, electric vehicles, demand response and cybersecurity.
Consultative Selling & Energy Strategy
o Function as a trusted energy consultant for large electric utility companies, providing strategic advice and
recommendations on power system optimization, automation, grid resilience, and cybersecurity.
o Leverage your deep industry knowledge and experience to assess customer needs, identify gaps, and
propose innovative solutions that solve business problems and accelerate utility modernization.
o Lead discussions at the C-suite level with utility executives, ensuring that DES s solutions align with their
long-term energy goals and vision, and guide them in implementing transformative digital solutions.
Expertise in Proposal Development & Bid Management
o Lead the preparation and submission of complex proposals in response to RFPs, RFIs, and tenders for largescale energy projects, ensuring all proposals are comprehensive, customer-centric, and aligned with DES
business objectives.
o Collaborate with internal teams (technology development, product management, solution engineering,
services, finance, legal) to ensure seamless development of proposals that reflect the right combination of
build, buy, partner elements, tailored to each customer s specific needs.
o Diligent in proposal presentations and negotiations, demonstrating how DES s solutions will directly benefit
the customer s business and energy infrastructure.
Bridge Relationships with Customer Executives
o Build and cultivate long-term relationships with C-suite executives and other senior leaders within large
electric utility companies, positioning yourself as a strategic advisor who understands their challenges and
objectives.
o Leverage your established relationships and consulting expertise to navigate complex decision-making
processes and advocate DES s solutions as key enablers of energy transformation.
o Represent DES as a thought leader in the energy sector, building credibility and trust among key utility
stakeholders through deep, consultative engagement.
Market Intelligence & Thought Leadership
o Stay informed about the latest developments in the energy sector, including emerging trends in smart grids,
microgrids, renewables integration and cybersecurity for electric utilities.
o Use this market intelligence to inform DES s sales strategies, ensuring that solutions are aligned with the
evolving needs of utilities and the broader energy transition.
o Represent DES at industry events, conferences, and forums, strengthening the company s position as aleader in the energy transformation space.
Customer Engagement & Success
o Continue engagement with the customer ensuring successful implementation, meeting customer
expectations and driving business values.
o Act as a point of escalation for any post-sales issues, ensuring customer satisfaction and creating
opportunities for upselling or cross-selling additional solutions.
o Work with the customer to ensure long-term value realization from DES s products and services, positioning
the company as a trusted partner in the customer s energy strategy.
Required Qualifications:
o 25+ years of experience in sales, business development, or technical sales, with at least 15 years of
leadership experience within the electric utility or energy sector.
o Demonstrated experience in energy consulting and strategic advisory, particularly with large electric
utilities, to address challenges in grid modernization, automation, and energy management.
o Proven track record of building and maintaining C-suite relationships within major electric utilities and other
significant customers, with experience driving large, multi-million-dollar deals.
o Expertise in fast track sales strategy and executing complex sales cycles involving multiple stakeholders.
Skills & Competencies:
o Strong leadership, communication, and negotiation skills with the ability to influence key decision-makers,
especially at the C-suite level in utility organizations.
o Deep technical understanding of power systems, automation, microgrids, and cybersecurity solutions in the
utility sector.
o Excellent consultative selling and critical thinking skills, with the ability to craft customized solutions that
deliver measurable business outcomes.
o Experience in managing multi-faceted bids and proposals, coordinating cross-functional teams to develop
compelling, customer-focused solutions