We are looking for a client partner to drive the growth of engineering services for major Utility clients in Canada. The ideal candidate will leverage over 10 years of industry experience to shape proposals, build strong client relationships, and drive solution-based sales while collaborating with cross-functional teams to enhance client value and create sustainable business opportunities specifically for utility clients.
Key responsibilities: Bring the company’s engineering services value to major Utility sector customers, including Electric and Gas Transmission & Distribution, Energy Storage, Power Generation, and Renewable Energy clients in Canada.
Work as part of a multi-disciplinary team to proactively shape proposals based on perceived customer requirements.
Present, promote, and sell Engineering Solutions/Services using solid arguments to existing and prospective customers.
Build strong client relationships by listening to their needs and jointly identifying their biggest engineering challenges, preferences, and purchasing triggers.
Collaborate with cross-functional teams to promote engineering services and solutions, driving new business opportunities.
Establish, develop, and maintain strong relationships with prospects and client team members.
Analyze the market potential, track sales, and report status updates.
Structure and shape deals for value, leveraging and providing input on offerings, services, and capabilities.
Develop repeat business by understanding client context, upselling and cross-selling; develop business cases and ROI; provide strategic input to shape the client value proposition and create winning pitches.
Closely monitor client engagement levels, support periodic business reviews, and implement measures to gain traction with clients.
Willingness to travel to client sites 2-3 times per week.
Required Skills 10+ years of experience working with Utility customers for professional services and engineering deployments.
Familiarity with IT/OT systems used by utilities to manage their assets, networks, work, and workforce, such as SCADA, ADMS/DMS, AMI, DERMS, GIS, Asset Management, and Mobile Workforce Management.
10+ years of industry experience in engineering and design services.
Strong background in problem-solving and solution design, particularly in Digital Engineering, IoT, Cloud, and Analytics, IT/OT.
Ability to write specifications based on customer requirements.
Experience working with Electric & Gas Utility customers.
Industry experience in domains such as Plant Operations, Grid Operations, Pipeline Operations, Energy Storage, Wind & Solar Plant Operations, Work & Asset Management, Field Services Management, etc.
Independently scoped and architected projects valued at $5-10 million in engineering services and solution sales.
Proven track record of deep, consultative, trust-based relationships with strong client references over 6+ years.
Ability to build senior-level client relationships and maintain a strong client network in the Utility domain.
Experience in developing sales plans for a customer portfolio and individual Account Plans.
Skill in identifying, mobilizing, and managing internal and external stakeholders to achieve revenue goals.
Strong understanding of financials, profitability, and cash flow with a focus on value selling and high-value models of selling.
Intermediate experience utilizing Salesforce or other CRM systems.
#J-18808-Ljbffr