DERMS Business Development Lead

🔭 Our mission & vision

Job Description

Welcome to the future of energy

We are both an electricity retailer and a tech platform and we think there is no better way to address our greatest challenge, climate change, than with the combination of those two.

Through our proprietary tech platform, Kraken, we are changing the way people interact with their energy company - by making it approachable, low cost, easy-to-understand, and most importantly, 100% renewable.  We’ve distinguished ourselves by being named 2020’s Energy Provider of the Year, which highlights our commitment to exceptional customer service. In many markets we are a leading employer on Glassdoor for best places to work.

As we enter the stage of rapid commercialization and customer account growth we are now looking for an exceptional person to lead our North America new business presence and pipeline (including energy retailers,  traders, suppliers and large scale renewable and energy storage developers and owners). We envision the DERMS Business Development Lead taking on responsibility for generating, nurturing and closing deals across North American power markets. Example territories of interest include evolving markets such as ERCOT, PJM and CAISO.

You will be empowered to help at every level of our organization; working collaboratively with our senior leadership and management teams, and across our business development, delivery and technical teams to design and deliver customer oriented propositions that exponentially grow our client base and market share.What you'll do Be responsible for the continued development of the commercial opportunity pipeline in an assigned regionRapidly evaluate market dynamics across sectors (utility, commercial & industrial, residential, etc.) and drivers (policy/regulatory, economics, etc.)Identify and qualify market partners; cultivate strong relationships with same partnersDetermine most effective go to market strategy and approach per market/segment for KrakenFlex’s product suitePerform techno-economic analysis of opportunities, and associated risksSupport in developing processes and documentation for efficiently qualifying business opportunities in your regionUnderstand, define, and disseminate functional requirements from the market, coordinating with internal business and engineering team membersDevelop and deliver new leads through your own pre-existing power market networkDevelop and deliver new leads through inbound and outbound channelsDevelop and deliver excellent in person and remote pitches, which have clearly defined value proposition and show an in depth understanding our our solution, power markets and how we solves customer needsAbility to coordinate internal team members (and when required ‘self respond’ to formal tenders) such as RFI’s and RFP’sIdentify and develop valuable key stakeholder relationships with potential customers and in turn, influence decision making processWork with all functions within KrakenFlex to ensure that you are pitching the ‘latest and greatest’ our platform has to offer and utilise SME’s in the sales process to enhance market and technical value propositionsWork with management and executive teams to develop our customer proposition, ensuring value creation for the business and outstanding satisfaction for the customerPrepare and present new business performance / forecast reports defining action plans to improve number of deals closing and annual recurring revenueTake existing pricing models and tailor them based on your understanding of the prospects needs to create optimal commercial proposalsLead contract negotiations, through to closeExperience you'll need to be successfulBe a self starter who can proactively lead business opportunities without close supervision or hand holdingWorking knowledge of grid/utility markets, as well as grid-tied technologies, such as PV, wind, EE, DR, storage, etc.Experience as a SaaS sales lead in the energy industry (5 years minimum)Experience working with energy related software solutions (preferably trading or ancillary service related)Experience leading pitches / presentations to a very high standardExperience of utilizing the latest business development methodologiesExperience assessing product fit vs customer needs in the form of discovery and qualification with new business opportunitiesExperience of developing market leading customer engagement propositions (RFI, RFP’s), plans and upskilling the business for successful deliveryExperience with being hands on in legal and pricing negotiations Experience using CRM to track deal progressProven success in delivering an outstanding prospect relationshipsProven success in closing deals and increasing annual recurring revenueAbility to engender a high level of confidence from the senior leadership teamSkills you'll need Experience digesting and translating technical requirements and policy/regulatory information for commercial applicabilityAbility to prioritize work and execute many projects and tasks in parallelIntense desire to be on leading edge of the market and technologyDeep passion for changing the way we use energy on the electric gridKnowledge of energy tradingKnowledge of ancillary servicesKnowledge of energy storage and renewable asset generationExcellent communication skills showing the ability to summarize complex problems and recommend concise plans of actionEffective risk management and negotiation skills - able to balance competing demands for resource to ensure best overall outcomeA proven ability to build relationships at every level of large organizations, especially the c suiteEye for detail, with a very clear and organized approach to account management and deliveryWhy else you'll love it here Great medical, dental, and vision insurance options including FSAs.Unlimited paid time off — we know working hard means also being able to recharge as needed, we trust our employees to get the work done and take the time they need.401(k) plan with employer match.Parental leave. Biological, adoptive and foster parents are all eligible. Pre-tax commuter benefits.Flexible working environment: you need to shift around your schedule? You do you, we genuinely believe in work/life balance. Equity Options: every Octopus employee owns part of the business. We’re a team, working together towards huge goals. Every person is crucial to our success, you should be rewarded as such. Modern office or co-working spaces depending on location.Wondering what the salary for this role is? Just ask us! When on a call with one of our recruiters it's something we always cover as we genuinely want to match your experience with the correct salary. The reason why we don't advertise is because we honestly have a degree of flexibility and would never want salary to be a reason why someone doesn't apply to Octopus - what's more important to us is finding the right octofit!If this sounds like you then we'd love to hear from you.

Studies have shown that some groups of people, like women, are less likely to apply to a role unless they meet 100% of the job requirements. Whoever you are, if you like one of our jobs, we encourage you to apply as you might just be the candidate we hire. Across Octopus, we're looking for genuinely decent people who are honest and empathetic. Our people are our strongest asset and the unique skills and perspectives people bring to the team are the driving force of our success. As an equal opportunity employer, we do not discriminate on the basis of any protected attribute. Our commitment is to provide equal opportunities, an inclusive work environment, and fairness for everyone.

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