About Tantalus Systems (TSX: GRID)
Tantalus is a technology company dedicated to helping utilities modernize their distribution grids by harnessing the power of data across all their devices and systems deployed throughout the entire distribution grid – from the substation to the EV charger located behind the meter. We offer smart grid solutions across multiple levels: intelligent connected devices, communications networks, data management, enterprise applications and analytics. Learn more at http://www.tantalus.com/.
Come join us if you’re interested in being part of an entrepreneurial team, solving complex technical problems and delivering innovative solutions that will directly impact the electrification of everything and the decarbonization of our society.
We have operations throughout the United States and Canada with offices in Burnaby (British Columbia, Canada), Raleigh (North Carolina, USA), and Norwalk (Connecticut, USA).
This position offers a competitive salary plus variable compensation based on performance targets and business objectives. Tantalus also offers generous benefits, including medical, dental and vision plans, healthcare and dependent care flexible spending accounts and paid time off.
The Opportunity:
Reporting to the Chief Revenue Officer, the Regional Sales Manager (RSM) is responsible for developing and executing the regional sales strategy for all Tantalus solutions with prospective opportunities within the assigned territory, targeting IOUs, Public and Cooperative power utilities. The RSM will build Tantalus's market position by building and maintaining strong relationships with key stakeholders, proactively identifying new opportunities, forecasting and closing regional revenue/orders against plan and communicating market information for short-term and long-term strategic planning in support of departmental and company-wide objectives. This is a fast-paced, dynamic role that requires the RSM to work closely and collaboratively with multiple individuals/teams within the organization and externally (Channel Partners).
Sales Region:
Focused on the Southeast US, including: Tennessee Valley Authority and all TVA Local Distribution Companies plus other target utilities in Florida, Georgia and Alabama.
Location of Position:
This position will be based remotely in the Southeast US.
Specifically, the RSM is responsible for:
- Exceeding assigned order and revenue quotas for Tantalus solutions
- Developing a comprehensive, strategic regional plan to grow market presence, orders, revenue, and customer count in the assigned territory. This includes:
- Conducting strategic assessments of key issues, stakeholders, decision-makers and strategizing how to best position and leverage the Tantalus team
- Presenting strategies and updates to various stakeholders which may include executive management and external Boards
- Collaborating with key external stakeholders such as channel partners to effectively prospect, qualify and close new business opportunities
- Participating as a member of the Tantalus Account Team for all customers in the assigned territory
- Collaborating with key internal stakeholders including but not limited to:
- The Senior Leadership team on updates and strategies within the assigned territory
- Account Managers and the Proposal team to generate, screen and win customer specific RFI/RFPs for qualified opportunities
- Field Operations Department, on deployment of Tantalus solutions to customers
- Extensive travel throughout the assigned region to proactively engage and build relationships with existing and prospective customers/partners in the pursuit of new orders
- Maintaining relevant customer data in Salesforce CRM sales pipeline, and other business tools in an accurate and timely manner
- Staying abreast of industry and market trends, channels, products, and competitors to support identification of business development opportunities
- Participating in local utility association events and activities
- Developing and executing comprehensive strategies to position Tantalus solutions with regional Joint Action Agencies, TVA-based trade organizations, Generation and Transmission groups and similar utility membership organizations that align with the company’s goals and objectives
- Attending trade shows, meter schools and other pertinent events as required
What you bring:
Education and experience:
- Bachelor's degree in Business or Engineering (or equivalent) from an accredited college/university
- 10+ years’ experience selling complex, long sales cycle, RFP-based solutions
- Proven track record in strategic sales initiatives
- Demonstrated ability to exceed aggressive sales goals
- Utility industry experience with a focus on AMR/AMI, renewables or other smart grid applications is an asset
- Strong relationships across the western footprint with IOUs, Municipalities, Public and Cooperative power companies
- In-depth knowledge of the Distribution Utility industry
- Demonstrated success selling high-value, long sales cycle solutions in a highly competitive market
- Successful proven track record of developing relationships and closing new business that involved delivery of complex solutions
- Proven success in partner and customer relationship management
- Demonstrated ability to understand and design system solutions of a complex nature
Personal Attributes:
- Dynamic, proactive, creative and collaborative working style
- Critical thinking with a demonstrated ability to take ownership of outcomes
- Ability to build trusting interpersonal relationships with internal and external partners and customers
- Exceptional interpersonal and customer relationship skills
- Ability to interact effectively with a multitude of stakeholders
- Good business acumen and skill set from which to understand and optimize a solution
- Excellent problem-solving, and negotiating skills
- Excellent verbal and written communication skills
- Ability to prioritize, work effectively remotely, be self-motivated and work on multiple projects simultaneously
If you possess some of the key skills and experiences outlined in the job posting and are genuinely interested in the position, we invite you to take a chance and submit your application. We value diverse perspectives, unique skills, and believe in the power of potential over specific qualifications.
Tantalus is committed to employment equity and building a diverse workforce. We welcome and encourage Indigenous applicants, people of colour, all genders, 2SLGBTQ+ and persons with disabilities to apply. Accommodations are available on request for candidates taking part in all aspects of the selection process. For a confidential inquiry, simply email us at [email protected].