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Strategic Account Executive

Company: Electric Power Research Institute
Location: Tempe
Posted on: November 21, 2020

Job Description:

Job Title:Strategic Account ExecutiveLocation:Arizona Home Office, California Home Office - 2, California Home Office - 3, Nevada Home Office, Utah Home OfficeJob Summary and Description:The Strategic Account Executive II (SAE II) maintains and expands relationships with EPRI's strategically important customers, representing the entire range of EPRI products and services to assigned clients while leading the customer account planning cycle.-- The key function of the SAE II is to assess and align client needs with EPRI's R&D portfolio and demonstrate resulting positive business impacts.-- The SAE II provides objective advice based on market trends, client financial capabilities and other relevant factors to establish the overall pot of money to be invested with EPRI.-- The Strategic Account Executive II is accountable for sustained funding growth and maximization of value for each client.-- The SAE II possesses a level of experience that enables internal and external leadership along with the capability of representing EPRI in certain external situations.Key Responsibilities:Establishes/maintains strong, productive, professional relationships at all levels within client organizations (executive, operations, R&D, Maintenance, etc.) with a primary focus on the c-suite.Proactively assesses, clarifies and validates client needs, risks and issues on an ongoing basis.-- Understands the client needs and communicates those needs within EPRI to better shape the R&D portfolio.Ability to communicate complex technical issues in a manner that influences business leaders in the electricity sector.Meets assigned targets for sales volume and strategic objectives for assigned accounts.Works as a team leader and member to achieve EPRI goals and objectives, optimizing the client engagement experience, delivering value and growing the business.Actively promotes the implementation and broad acceptance of EPRI's tools/results within client organizations, ensuring value is recognized for investments made.Comprehends the scope, purpose and application of research conducted by EPRI.-- Effectively communicates EPRI's research to a broad audience in both formal and informal situations.--Leads the sales process to help clients meet relevant business objectives and fulfill their technology needs.Continuously develops individual knowledge level around industry and business practices, trends and/or events to substantiate his/her value to a client through knowledge and solution development.Understands key customer goals/objectives and works with customers to achieve their goals through EPRI engagement.-- Develops and executes account plans to grow EPRI's engagement to serve client needs and drive revenue growth.Education and Experience:Proven track record of strategic account management and sales best practices.Demonstrated track record of operating at the c-level including negotiations, business development and relationship management.Minimum 12 years of experience in selling complex technical solutions to the electric utility or similar industry with a demonstrated track record of sales success.Bachelor's degree required in technical discipline.-- Engineering degree preferred along with advanced degree.Prior management experience, both direct and matrix is preferred.Skills and Attributes:Superior account planning/execution skills with a demonstrable track record.Demonstrated depth of knowledge of the energy industry.Demonstrated knowledge of utility financial practices and rate making procedures/processes.Demonstrated depth of knowledge of all facets of utility operations from both a technical and business perspective.Ability to multi-task and work under pressure.Ability to work toward common goals in a team atmosphere and influence members of a cross-functional team to implement a shared business strategy.Strong problem solving and analytical skills.Exceptional interpersonal, oral and written communication skills.-- Expert presentation development and delivery skills.Willing to travel approximately 50% of the time.Strong PC skills including the full Microsoft Office Suite.Additional Job Information:Preferred location: Southwest RegionEPRI participates in E-Verify, an online system operated jointly by the Department of Homeland Security and the Social Security Administration (SSA). EPRI uses the system to check the work status of new hires by comparing information from the employee's I-9 form against SSA and Department of Homeland Security databases.Note: To ensure compliance with U.S. export controls, please indicate your U.S. citizenship or (for foreign citizens) your U.S. visa/immigration status in your resume or cover letter.EPRI is an equal opportunity employer. EEO/AA/M/F/VETS/DisabledTogether . . . Shaping the Future of Electricity.www.epri.com

Keywords: Electric Power Research Institute, Tempe , Strategic Account Executive, Other , Tempe, Arizona

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