Strategic Account Executive, II

Strategic Account Executive, II

Location:

Connecticut Home Office, EPRI New York Office, Indiana Home Office, Kentucky Home Office, Massachusetts Home Office, Michigan Home Office, Ohio Home Office, Pennsylvania Home Office, Rhode Island Home Office

Job Summary And Description

The Strategic Account Executive II (SAE II) maintains and expands relationships with EPRI’s strategically important customers, representing the entire range of EPRI products and services to assigned clients while leading the customer account planning cycle. The key function of the SAE II is to assess and align client needs with EPRI’s R&D portfolio and communicate resulting positive business impacts. The SAE II provides objective advice based on market trends, client financial capabilities and other relevant factors to establish the overall budget to be invested with EPRI. The Strategic Account Executive II is accountable for sustained funding growth and maximization of value for each client. The SAE II possesses a level of experience that enables internal and external leadership along with the capability of representing EPRI in certain external situations.

Key Responsibilities

• Establishes/maintains strong, productive, professional relationships primarily at the C-suite senior management levels and R&D organizations, along with subject-matter experts throughout the client organization.
• Proactively assesses, clarifies, and validates client strategy, risks and issues on an ongoing basis to align the client’s engagement and communicates those needs within EPRI to better shape the R&D portfolio.
• Meets set targets for sales volume and strategic objectives for assigned accounts.
• Develops and executes account plans to grow EPRI’s engagement to serve client needs and drive revenue growth.
• Positions EPRI products and services to meet client needs and demonstrate value.
• Leads matrixed team of sector sales representatives to achieve EPRI goals and objectives, optimizing the client engagement experience, delivering value and growing the business.
• Actively promotes the implementation and broad acceptance of EPRI’s tools/results within client organizations, ensuring value is recognized for R&D investments made.
• Comprehends the scope, purpose and application of research conducted by EPRI. Effectively communicates EPRI’s research to a broad audience in both formal and informal situations.
• Leads the sales process to help clients meet relevant business objectives and fulfill their technology needs.
• Executes on regional business development plans, working with others as well as independently to drive revenue growth.
• Ability to communicate complex technical issues in a manner that influences business leaders in the electricity sector.
• Continuously develops individual knowledge level around industry and business practices, trends and/or events to substantiate his/her value to a client through knowledge and solution development.
• Understands key customer goals/objectives and works with customers to achieve their goals through EPRI engagement. Develops and executes account plans to grow EPRI’s engagement to serve client needs and drive revenue growth.
• Develops and maintains relationships with key leaders within industry organizations, NGO’s and the regulatory community in assigned region to further EPRI’s mission and grow funding.

Education And Experience

• Bachelor’s degree required in technical discipline. Engineering degree preferred along with advanced degree. Proven track record of strategic account management and sales best practices.
• Minimum 12 years of experience in selling complex technical solutions to the electric utility or similar industry with a demonstrated track record of sales success.
• Prior management experience, both direct and matrix is preferred.
• Proven track record of strategic account management and sales best practices.
• Demonstrated track record of operating at the c-level including negotiations, business development and relationship management.

Skills And Attributes

• Ability to effectively engage at all levels within client organizations, especially at executive levels.
• Ability to multi-task and work under pressure.
• Ability to work toward common goals in a team atmosphere and influence members of a cross-functional team to implement a shared business strategy.
• Strong problem solving and analytical skills.
• Exceptional interpersonal, oral, and written communication skills.
• Expert presentation development and delivery skills.
• Willing to travel approximately 50% of the time.
• Strong PC skills including the full Microsoft Office Suite.
• Superior account planning/execution skills with a demonstrable track record.
• Demonstrated depth of knowledge of the energy industry.
• Demonstrated knowledge of utility financial practices and rate making procedures/processes.
• Demonstrated depth of knowledge of all facets of utility operations from both a technical and business perspective.

COVID-19 continues to significantly impact our employees, families, and communities. With employee health and safety as our top priority, and as a federal contractor, Electric Power Research Institute is taking action to address the increased risk and uncertainty COVID variants pose in the workplace. As mandated by Executive Order 14042: Ensuring Adequate COVID Safety Protocols for Federal Contractors, effective December 8, 2021, all newly hired employees, in the United States, must be fully vaccinated before their start date, unless they are legally entitled to an accommodation.

EPRI participates in E-Verify, an online system operated jointly by the Department of Homeland Security and the Social Security Administration (SSA). EPRI uses the system to check the work status of new hires by comparing information from the employee’s I-9 form against SSA and Department of Homeland Security databases.

Note: To ensure compliance with U.S. export controls, please indicate your U.S. citizenship or (for foreign citizens) your U.S. visa/immigration status in your resume or cover letter.

EPRI is an equal opportunity employer. EEO/AA/M/F/VETS/Disabled

Together . . . Shaping the Future of Energy.

www.epri.com