Director of Sales and Marketing

Los Angeles, CA

3Insys is an IT-OT Agile Integration Provider for the Energy and Utility sector, delivering a hybrid cloud-based Integration Platform-as-a-Service (iPaaS) solution addressing System Integration, Data Integration, Identity Management, API Management, and Robotic Process Automation. 3Insys assists utilities to securely orchestrate data flows and robotize complex operational processes throughout their disparate IT and OT systems and environments – Solutions for tomorrow’s modernized utility.

The Director of Sales & Marketing is an experienced and results-driven deal maker located in California. A team player with a successful track record of leading pursuits to develop and capture multimillion-dollar, complex, multi-year transactions along with strong understanding of sales marketing. The sales solution team provides the “technology solution” product and supports the marketing team’s efforts to identify, propose, sell and deliver new utility solutions that include Internet of Things (IoT) outcomes through system, data, and security integration to modernize and automate utilities. This position is responsible for business development, marketing strategies, qualifying, negotiating, and closing contracts within the utility sector. The major success in this role is securing new electric, gas, and water utility clients, focused on the integration requirements for systems, data, and security, IT-OT managed services, digital transformation, consulting, on-prem and cloud-based SaaS services. This position will have demonstrable success applying consultative selling skills understanding a utility’s business objectives, requirements, and operational needs, delivering SaaS solutions to meet those objectives and leading pursuit teams to deliver high-quality proposals and customer presentations.

About the Job:
Under general direction, reporting to the EVP, you will conduct consultive-based sales of advanced utility solutions to electric, water, and gas utilities, working to identify, qualify, and close opportunities. The position will know about SaaS (software-as-a-service), iPaaS (integration platform-as-a-service), cloud-based products, enterprise software analytics, and use of data analytics (e.g., AI, ML). Your role will include consultative selling at the executive level, differentiating product value and benefits from competitive offerings, and understanding complex sales processes. Driving pipeline growth and maturation, identifying tangible outcomes through use cases to demonstrate overall value proposition. Provide marketing input and feedback to improve the product offering, product refinement, and drive customer satisfaction.

Experience & Qualifications::
    • Minimum of 10+ years of sales experience as an independent sales executive, business development or large deal capture role driving complex sales to C-level executives within the utility market to successful closure (IOU, Municipal, Coop).
    • BA/BS or equivalent, an MBA preferred.
Required Skills:
    • ​​​​​​Marketing knowledge and experience of products and services to drive sales strategies. 
    • Prior work experience with electric, gas, and water utilities - consulting experience with large technology-driven business transformation initiatives a plus.
    • Demonstrated success of selling multiple, multi-year deals in the $5M to $100M range achieving quarterly and year-over-year quota and performance goal attainment.
    • Expert in driving sales engagements from lead generation through contract signing and solution/service implimentation. 
    • Experience including professional services, project scoping, pricing, bid management, risk assessment, customer discovery, requirements gathering, and complex sales proposal development with superior negotiation, written, and verbal communication skills.
    • Established book of business selling advanced software product solutions in IT-OT cloud managed services, SaaS/iPaaS solutions, technology implementations, and advisory/consulting services for the utility market.
    • Preference for experienced solution sales with an existing network to gain access to industry contacts, leads, and new opportunities.
    • Experience in defining and delivering ROI analysis and business cases for large-scale initiatives.
    • Strong business acumen including business case development, solid rhetorical skills, natural teaming and collaboration skills, an achievement-oriented individual, savvy in technology and digital transformation.
    • Experience managing cross-functional projects in fast-paced, dynamic settings for sales, business development, and other customer-facing roles.
    • Results-oriented self-starter approach with the ability to work independently, including writing proposals and presentation, with the ability to work collaboratively with other sales, solutions, technical and delivery teams.


    Desired Skills:

    • Demonstrated public-facing presentations with written skills, participation in webinars, and contributing content to the company blog, LinkedIn, and social media.
    • The candidate should be adaptive, agile and demonstrate curiosity and willingness to learn.
    • Ability to support organizational development activities including recruiting and community building.
    • Actively participates in professional industry groups and speaking engagements.
    • Ability to travel up to 40% of the time
Key Responsibilities:
    • Apply existing relationships and knowledge of utility market and trends to identify key prospects and qualify new sales leads. Act as the quarterback to lead deals through the entire sales lifecycle.
    • Develop and nurture long-term business relationships with key clients and business partners to drive awareness of and preference of 3Insys brand software products.
    • Provide business and technical expertise to qualify opportunities and position 3Insys offerings with clients. Coordinate calls, meetings, events, and presentations with prospects and lead new opportunities by delivering winning proposals and presentations.
    • Comfortable working with C-Level staff members and understanding the needs of multiple departments within the customer's organization.
    • Develop detailed sales pursuit plans to effectively penetrate and capture new accounts, including identifying and creating compelling business needs and ROI for each prospect.
    • Develop marketing strategies for current and new software products that comply with current company standards.
    • Research competitors to stay current with similar products or services on the market.
    • Work with both the sales and marketing departments to develop successful strategies and campaigns that attract new customers and keep current clients.
    • Manage the marketing process from planning to execution to drive brand awareness and sales.
    • Perform technical, economic analysis of opportunities to identify associated risks, optimize customer offerings, and articulate value versus competitive offerings.
    • Provide SME (subject matter experts) with opportunities, as necessary, to demonstrate advanced solutions with customers.
    • Track all sales activities in the company JIRA (CRM) system and update account information regularly, including accurate revenue and opportunity forecasts.
    • Maintain a well-developed quota pipeline of prospects, expecting to pursue 10-20+ new accounts within the Energy and Utilities sector (IOUs, Municipalities, Coops).
    • Manage a project pipeline of short, medium, and long-term opportunities spanning multiple states, project types, and utilities.
    • Participates in strategic account reviews for your assigned areas and channels to pinpoint solution opportunities.
    • Meet and work to exceed quotas and coordinate with team members to optimize sales efforts.
    • Ensure a seamless transition from sales to post-sales activities, coordinating with 3Insys delivery management to achieve strategic corporate goals.
    • Work with and provide input on customer and prospect needs/goals/values to marketing teams to design, develop and execute lead generation and marketing campaigns.
  • 401(k)
  • 401(k) matching
  • Dental insurance
  • Health insurance
  • Vision insurance
  • Paid time off