Trilliant offers a universal communications platform that is at the convergence of the smart grid, smart city, and global Industrial Internet of Things (IIoT) applications. We bring together multi-technology solutions, global capabilities, and mission-critical communications to deliver future-proof solutions.
We are a device-agnostic, integrated, multi-technology communication platform that provides flexibility to balance technological capabilities with economic needs. Trilliant is committed to best-in-class solutions that empower our customers and their customers to connect to the world of things.
We are an equal-opportunity employer offering comprehensive benefits and compensation packages with a selection of insurance programs. We have dynamic and collaborative work environments with some of the brightest employees in the world. We invest in people and provide opportunities for our employees to grow hand in hand with our business.
Job Description:
Trilliant is seeking Vice President of Sales who will be responsible for identifying and closing new business and expanding the entire portfolio of proven products and services within the existing customer base. The Regional VP will be the prime interface between Trilliant and the executive level of the clients. This position is responsible for achieving annual business performance targets including bookings, gross margin, revenue and profit goals as determined collaboratively with the C-level management and will serve as one of the senior executives for the company. This position will be reporting to the Regional Managing Director.
Position Responsibilities
- Responsibility for area-wide strategy, including new bookings targets based on the sales operating plan
- Individual Contributor
- Grow existing accounts by identifying new opportunities/business outside the remit of existing contracts
- Utilize industry experience in T&D & AMI, and client business knowledge to prioritize opportunities and develop strong vertical relationships within existing accounts
- Understand competitive environment and competitor offerings in order to develop sales strategy and fulfill unmet needs
- Represent as the most senior sales executive at client sites, client meetings and other public forums
- Support Product Director/Customer Support on accounts as required
Position Requirements
- 10+ years of successful performance in handling complex, multi-faceted, long sales cycle, direct large account customers – e.g. government, system integration engagements, Telecommunications, Utilities
- Understanding of the Utilities and Energy regulatory and buying process
- Extensive and demonstrated ability to identifying new business within existing client base through upselling and cross selling techniques
- With Consultative Selling and MEDDIC methodology
- Familiar with CRM sales tools
- Ideal candidates bring a range of customer and strategic partner relationship management experience
- Well-organized, creative, strategic thinker equally capable of tactical execution and driving results
- Extensive experience maintaining relationships and selling to C-level executives
- Customer-centric mindset, able to translate customer issues/needs into profitable business solutions
- Ability to articulate vision and value to utilities, customers, channel partners, and end users; to differentiate the company from competitors
- Exceptional relationship-orientation, with a robust track record of closing deals
- Conceptual knowledge of:
- Smart Metering, Distribution Automation, Smart Streetlighting, and other Smart City and IIoT applications
- LAN/WAN networked systems – RF mesh, PLC, cellular
- Security
- Exceptionally self-motivated and directed; ability to work in a start-up environment where teamwork and strong interpersonal skills are critical
- Should possess experience working in a fast-paced, results oriented culture
- Relationship development skills to forge positive and lasting relationships with key value chain partners, including external utility clients and distribution channels
- Positive attitude, persistent, and track record of personal accountability. Committed to winning
- Self-starter with CAN DO ATTITUDE
- Excellent written and oral communication skills
- Willingness to travel
Education/Certification
- Bachelor's degree required. MBA or other post graduated qualifications preferred.
Trilliant Values:
PASSIONATE- We find the right solutions for customers and exceed their expectations.
ACCOUNTABLE- We work smart and tackle problems with urgency to get the job done.
CONFIDENT- We look to the future and partner with each other to deliver world-class solutions.
ENERGIZED- We are excited and support the growth and direction of Trilliant.
