Opower Account Executives don’t get meetings and process orders. They build the business by building relationships with utility leaders. They apply industry, Opower, and client expertise to offer solutions to our clients’ customer problems. They ensure our clients are not just satisfied, but excited by what they can do with Opower—they get to sell the best utility customer engagement anddemand-side management platform on the planet. Opower Account Executives grow revenue in current accounts, land new ones, and make it look easy.
This isn’t a pure software & services sales or client success role – it’s both. And in this particular role, you get to be both kinds of advisor to some of our most strategic, high-growth clients. You’ll collaborate closely with a talented, high-energy, sometimes silly Opower account team. You’ll learn about a leading technology (Opower) that is transforming an industry as part of the accelerating adoption of smart meters, IoT appliances, electric vehicles, and the distributed energy grid. And you’ll make an impact on how utilities serve their customers and how millions of people consume energy.
In this role, you will…
Be a thought partner to our clients on their most difficult customer issues.
Develop real relationships with Director, Manager, and senior-level electric & gas utility leaders at several named accounts.
Collaborate with account teams and Opower leadership. You’ll create and execute cross-functional account plans.
Be present with our clients & prospects. Learn their organizations, turn any detractors into advocates, and convert leads into deals.
Personally carry conversations about Opower. You’ll work with stellar Opower colleagues to continually shape the Opower story.
Expand recurring revenue at current accounts, achieve an annual software & services sales quota, and continually qualify new sales opportunities.
Map client budgeting & procurement processes to Oracle processes. Efficiently create and close executable contracts.
To thrive in this role, you need to be…
A credible expert in utilities, customer service or engagement technology
An enthusiastic professional. Maybe you had too much energy as a kid? But now you’re hardworking and unstoppable.
Intellectually curious. You’re a quick learner, and you’re interested in SaaS technology and the utility industry.
An empathetic human. You build relationships effortlessly.
A communicator like no other.You’re an authentic, passionate, engaging speaker. You conduct productive meetings, build consensus, and lead people to action.
A persuasive closer.You confidently convey deal structure and solution value. You directly answer questions, tactfully handle objections, and get deals done.
A team player. You employ extraordinary organization, attention to detail, and follow-through. You embody Opower’s people values.
Humble and self-aware. You know how to lead cross-functionally as a servant.
Proactive. You address issues before they’re issues. You dig in and participate in the success of the team.
Creative. You run towards complexity and apply sound business judgment.
Resilient and adaptable. You’re compelled to fight and win.
Fluent Japanese required, English communication skills preferred.
Sells a subset of product or services directly or via partners to a large number of named accounts/non-named accounts/geographical territory (mainly Tier 3 accounts).
Primary job duty is to sell business applications software/solutions and related services to prospective and existing customers. Manage sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the application. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale. Identify and develop strategic alignment with key third party influencers.
Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 8 years applicable experience including 7 years of sales experience. Successful sales track record. Ability to penetrate accounts, meet with stakeholders within accounts. Oracle knowledge and/or knowledge of Oracle's competitors. Interaction with C level players. Team player with strong interpersonal /communication skills. Excellent communication/negotiating/closing skills with prospects/customers. Travel may be needed. Bachelor degree or equivalent.