Sales Director

Gentrack

  • Freemans Bay, Auckland
  • Permanent
  • Full-time
  • 13 days ago
The CompanyGentrack provides leading utilities across the world with innovative cleantech solutions. The global pace of change is accelerating, and utilities need to rebuild for a more sustainable future. Working with some of the world’s biggest energy and water companies, as well as innovative challenger brands, we are helping companies reshape what it means to be a utilities business. We are driven by our passion to create positive impact. That is why utilities rely on us to drive innovation, deliver great customer experiences, and secure profits. Together, we are renewing utilities.Our Values and CultureColleagues at Gentrack are one big team, working together to drive efficiency in two of the planet’s most precious resources, energy, and water. We are passionate people who want to drive change through technology and believe in making a difference. Our values drive decisions and how we interact and communicate with customers, partners, shareholders, and each other. Our core values are:
  • Respect for the planet
  • Respect for our customers and
  • Respect for each other
Gentrackers are a group of smart thinkers and dedicated doers. We are a diverse team who love our work and the people we work with and who collaborate and inspire each other to deliver creative solutions that make our customers successful. We are a team that shares knowledge, asks questions, raises the bar, and are expert advisers. At Gentrack we care about doing honest business that is good for not just customers but families, communities, and
ultimately the planet. Gentrackers continuously look for a better way and drive quality into everything they do.This is a truly exciting time to join Gentrack with a clear growth strategy and a world class leadership team working to fulfil Gentrack’s global aspirations by having the most talented people, an inspiring culture, and a technology first, people centric business.The OpportunityThis role is in our Australian sales team. Our utility customers are transforming to become more customer centric. This role is focused on finding these Billing + CRM opportunities and owning the entire lifecycle of the deal. From building an initial sales strategy, presenting initial value propositions, working with customers to build a business case for funding, then working through procurement processes then work with our delivery teams to deliver the value. In short, this role will develop and execute sales strategies on large accounts to secure new customers and profitable new business for Gentrack.
You will need to build relationships with customers and also their IT and software partners and build a network of water consultants. You do not need to be “technical” but you do need to want to understand the detail of your customers business and how our technology helps.The Specifics
  • Successfully secure new customers in line with target by promoting and selling software and services in the allocated territories and/or customers.
  • Align Gentrack’s solutions to solve customers’ business problems in order to make their businesses more successful.
  • Present to customers, prospects and forums in order to drive revenue opportunities and raise Company and Product profile.
  • Manage and execute product presentations, value propositions and bids as required.
  • Develop, execute, and lead sales plans, account strategies and forecasts in-line with agreed opportunity pipeline process.
  • Provide timely feedback on sales activity and progress to the business.
  • Target, establish and develop strategic, executive, business relationships with new customers to secure profitable new business in line with the business plan.
  • Establish, develop, and maintain relationships with partners and alliances that support the sales process.
  • Attend and contribute to relevant industry events and organisations.
  • Ownership of the customer account profitability
  • Indirect leadership of bid teams and sales teams such as Gentrack’s professional services teams, solution architects, pre-sales and executive roles to an account plan.
  • Participate and contribute to internal improvement programs at Gentrack.
  • Structuring complex pricing including value-based pricing
  • Responsibility for licensing revenue, services margin, Customer NPS (Satisfaction scores) and other applicable targets.
  • To abide to the Compliance Policies and Procedures of the Company.
  • To represent the Gentrack Values
  • Take reasonable care of your own and other people’s Health & Safety in the workplace.
  • Report hazards in your work or in your work environment that may be putting your or anyone else’s Health & Safety at risk.
  • In addition to this you are required to carry out any other duties as reasonably requested by your Manager.
What we're looking for (you don’t need to be a guru at all,
we’re looking forward to coaching and collaborating with you):
  • At least 5 years’ hunting and new account development into enterprise level accounts
  • Proven skills in structuring, negotiating, and closing complex sales.
  • At least 5 years’ utility industry experience with an established network in Energy Retail, Distribution, and water or at least 5 years’ working for an enterprise software solutions vendor
  • A client centric understanding of CRM, digital, billing and credit
  • Exposure to consulting and professional services sales and delivery
  • A role that gives you responsibility and the opportunity to lead teams and people.
  • You are customer facing and looking for a sideways move into a commercial/sales role.
  • You can understand a customer’s goals and objectives and translate our solutions into a value proposition to support those.
  • You are a team player, where the success of your sales team-mates is as important as individual success, with a team environment that encourages sharing and constant learning.
  • You can structure complex sales strategies for long cycle enterprise software sales, and lead, guide and motivate the team that will help you deliver for your customers.
What we offer in return:
  • Personal growth – in leadership, commercial acumen and technical excellence
  • To be part of a global, winning high growth organization – with a career path to match
  • A vibrant, culture full of people passionate about transformation and making a difference -with a one team, collaborative ethos
  • A competitive reward package that truly awards our top talent
  • A chance to make a true impact on society and the planet
Gentrack want to work with the best people, no matter their background. So, if you are passionate about learning new things and keen to join the mission, you will fit right in.

Gentrack