Job Description:
Location: Remote, USA
Note the 50% travel requirement below.
Company Overview:
USIC’s Advanced Infrastructure Solutions (AIS) offer our clients a suite of specialized solution services that encompass Energy & Utilities clients, Communications clients, and the contractor community that serves both markets. The Business Development Solutions Engineer provides AIS product and solution expertise to facilitate closing deals within assigned territory. The Business Development Solutions Engineer is responsible for managing an individual book of business with select industry partners while concentrating primarily on supporting Client Partners, Key Account Managers, and Regional Development Managers in an overlay selling and service development capacity and will interact with them to architect the solution and develop and assist in executing solution strategies for the market. This role is critical to the USIC organization in representing “One USIC” to the industries we serve by growing our presence within accounts beyond standard 811 locating services.
Summary
The Business Development Solutions Engineer will strengthen and expand customer and industry relationships to foster improved account collaboration while developing additional value-added selling opportunities for the existing services of RECONN and Blood Hound plus new services that the organization will bring to market around client requirements. The position requires a proven track record of successfully building business opportunities and supporting existing customer relationships within complex environments. Success in this role will be measured by the amount of new business opportunities closed and by the improved positioning of USIC within customer accounts.
Responsibilities:
- Achieve company quotas for profitable new sales bookings, and increased scope within named accounts
- Support the development of strategic account plans and overarching win strategies for named National, Key, and Regional Accounts with a focus on cross-selling to attain greater client “wallet share”
- Engineer the development of new USIC services that can be built around customer requirements, industry-specific trends, and the leveraged combination of USIC’s unique resources, skills, and capabilities
- Effectively represent USIC and communicate its core value proposition, suite of offerings, and associated business impacts to utility and communications customers and prospects
- Build, extend, and manage a diverse network of contacts within our utility and telecom accounts, key USIC partners, and industry construction contractors
- Gather market and customer intelligence to help the organization develop and deliver expanded offerings around project services and innovative, data-informed commercial models
- Work alongside USIC Marketing to develop commercial collateral, customer case studies, business presentations, etc. that advance commercial initiatives
- Track, analyze, and report relevant sales and pipeline metrics to communicate account progress and to efficiently utilize USIC organizational support
- Manage the entire buying cycle for specific partner accounts (primarily contractors): new business identification, relationship development, opportunity qualification, value-based proposal creation, accurate resource forecasting, strategic action planning, contract negotiations, focused deal closing, and service delivery
- Maintain CRM account information
- Actively engage the customer community at industry events, conferences, and client meetings
- Represent the USIC organization in a manner consistent with its core values and team-based approach.
Requirements:
- Minimum 5-7 years of experience working within the utility and/or communications industries
- Bachelor’s Degree or equivalent experience
- Experience in operating and closing business within a matrixed selling organization
- Extensively networked at executive levels within the utility and/or telecom sectors
- Persuasive value-based communications, negotiations, and presentation skills
- Experience accessing and leveraging CRM and sales analysis tools (e.g. Salesforce)
- Market development and demand generation expertise
- Background in service industries, ideally with utility or infrastructure-related fields
- Ability to travel ~50% to customer locations and conferences
We are an Equal Opportunity Employer. Veterans are encouraged to apply.
