Sales and Business Development Director (IT and Utilities)

Remote
Full Time
Experienced

Title: Sales and Business Development Director
Location: Remote (work from home eligible) this role requires frequent travel. 
Pay: $125,000 - $150,000 DOE, plus commission.
Celerity is an agile risk optimization company that helps public utility organizations convert complex data into precision, actionable intelligence to mitigate risk, optimize assets and maximize project results.
Blending extensive client experience with deep vendor-side acumen, Celerity data scientists orchestrate precision data analysis, strategic consulting, and project management services to solve complex energy challenges via acute listening, proactive thinking and relentless grit. 
Based in Walnut Creek, CA with remote offices nationwide, Celerity energy engineers perform a critical, leadership role as strategic liaisons between data, assets and the teams that make projects happen in the field.
We are seeking an experienced and results-driven Business Development Lead with a strong background in enterprise technology, field service management, and data management services, particularly within the Utilities industry. This senior-level role is responsible for identifying new business opportunities, developing strategic partnerships, and expanding market presence by leveraging deep domain knowledge of enterprise systems such as SAP, Oracle, Maximo, and other integrated technology platforms.
The ideal candidate will have a proven track record of building trusted relationships with utility clients, understanding complex operational and technical needs, and positioning enterprise solutions that drive digital transformation and operational efficiency.

Key Responsibilities:
1. Strategic Market Development

  • Develop and refine go-to-market plans targeting electric, water, and gas utilities, with segmentation by utility type, size, geography, and maturity level.
  • Lead strategic planning sessions and collaborate with marketing and executive leadership to align business development activities with corporate growth objectives.
2. Client Relationship Management
  • Build and maintain strong, trust-based relationships with executive stakeholders (CIOs, COOs, VPs of Operations, Field Services, Asset Management, etc.).
  • Act as a primary point of contact for client needs, ensuring consistent follow-up, satisfaction, and long-term engagement.
  • Facilitate executive briefings, solution workshops, and strategy sessions to explore opportunities and align offerings to client pain points.
3. Opportunity Identification & Sales Pipeline Management
  • Leverage professional network, industry events, digital channels, and referrals to generate qualified leads and expand the sales pipeline.
  • Conduct detailed discovery sessions with clients to understand strategic goals, current pain points, and technology landscapes.
  • Maintain accurate opportunity tracking in CRM systems; report on key metrics such as pipeline health, win rates, and sales velocity.
4. Solution Selling & Technical Collaboration
  • Translate complex technology solutions — such as ERP implementations, field mobility platforms, or data management services — into business-centric value propositions.
  • Work closely with technical SMEs, solution architects, and product teams to develop tailored demos, proofs of concept (POCs), and integration roadmaps.
  • Understand and articulate how various platforms (SAP, Oracle, Maximo, GIS, AMI, SCADA, etc.) work together within a utility's digital ecosystem.
5. RFP & Proposal Development
  • Lead the development of high-quality proposals, responses to RFPs/RFIs, and statements of work (SOWs).
  • Coordinate cross-functional teams to gather inputs across technical, functional, legal, and pricing disciplines.
  • Craft compelling executive summaries, solution narratives, and value stories that resonate with both technical and business audiences.
6. Partner & Ecosystem Engagement
  • Cultivate and manage relationships with platform providers (e.g., SAP, Oracle, IBM), system integrators, and niche solution vendors (e.g., OverIT, Esri).
  • Identify joint pursuits, co-marketing initiatives, and alliance programs that can accelerate deal velocity or enhance solution offerings.
  • Represent the company in partner events, roadmap discussions, and sales enablement sessions.
7. Competitive & Market Intelligence
  • Conduct competitive analysis to benchmark offerings against key players in the utility digital transformation space.
  • Gather market feedback to inform product positioning, pricing strategy, and service innovation.
  • Stay current on utility modernization trends including cloud migration, predictive maintenance, AI/ML applications, and digital twins.
8. Revenue & Performance Accountability
  • Own and achieve quarterly and annual sales targets through new logo acquisition and account expansion.
  • Build accurate forecasts and develop territory/account plans that prioritize high-value opportunities.
  • Collaborate with delivery and operations teams to ensure a smooth handoff, profitable execution, and strong customer satisfaction.
9. Travel and Conferences
  • Travel to client sites, partner offices, and industry events across North America (and occasionally internationally)
  • Represent the company at industry conferences, trade shows, utility association meetings, and executive summits (e.g., DistribuTECH, SAP for Utilities, Oracle Utility User Groups, MaximoWorld, etc.)
  • Collaborate with marketing and strategy teams to identify sponsorship opportunities and assist with booth management, event planning, and lead follow-up post-events.

Qualifications & Experience:
  • Bachelor’s or degree in Business, Engineering, Information Technology, or related field. (preferred)
  • Minimum 7 years of experience in business development, sales, or strategic account management within technology or consulting firms.
  • Strong background and technical understanding of enterprise systems (e.g., SAP ECC/S/4HANA, Oracle EBS/Cloud, IBM Maximo, Asset Management Systems, etc.).
  • Proven experience in the Utilities sector (electric, water, gas, etc.), understanding industry-specific processes, regulatory considerations, and operational challenges.
  • Working knowledge of Field Service Management (FSM) tools and platforms, such as OverIT, ClickSoftware, ServiceNow FSM, etc.
  • Demonstrated ability to engage in technical and strategic conversations with CIOs, CTOs, and utility executives.
  • Experience working with or selling to public power, investor-owned utilities, or cooperative utilities.
  • Experience in data integration, system interoperability, and enterprise transformation initiatives.
  • Excellent communication, presentation, and negotiation skills.
  • Strong business acumen with the ability to translate complex technology solutions into measurable business outcomes.
Preferred Qualifications:
  • Experience with digital transformation, cloud migrations, or advanced analytics in utility environments.
  • Familiarity with regulatory compliance and asset lifecycle management within utility operations. 
  • Experience in Consulting, Utilities, Gas & Electric and IT Sales, highly desired. 

The above job description is not intended to be an all-inclusive list of duties and standards of the position. Incumbents will follow any other instructions, and perform any other related duties, as assigned by their supervisor.

We are proud to offer a comprehensive health and welfare benefit package that includes:
HEALTH & WELL-BEING

  • Medical Insurance
  • Dental Insurance
  • Vision Insurance

PEACE OF MIND

  • Disability Insurance (STD/LTD)
  • Flexible Spending Account
  • Health Savings Account
  • Basic Life/AD&D
  • 401(k) plan

WORK/LIFE BALANCE

  • Paid Time Off
  • Company Holidays
  • Leave of Absence
  • Flexible Work Schedules

ADDITIONAL PERKS

  • Employee Referral Program
  • Professional Development
  • Charitable Contribution Match

Employee welfare and development is important to us, and we sponsor many activities outside of work to promote team building as well as sponsor formal training and certification.

Based in Walnut Creek, CA with offices nationwide, Celerity energy engineers perform a critical, leadership role as strategic liaisons between data, assets and the teams that make projects happen in the field.
See full details and meet our leadership team on our website: https://www.consultcelerity.com/

Celerity is an Equal Employment Opportunity (EEO) employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veterans’ status or other status protected by applicable law.
Pursuant to the Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Applicants must be authorized to work for any US employer. We are unable to sponsor or take over sponsorship of an employment Visa at this time.

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