Sales Director at Hansen Technologies

Job description

Description Sales Director Who Are We Hansen Technologies is a global software provider servicing the Energy & Utilities industries with a large portfolio of customers and prospects throughout the US and beyond.  We are seeking a senior Sales Executive with 10+ years of enterprise software sales experience to own the end-to-end sales process, from targeted prospecting and discovery through solution positioning, executive alignment, proposal development, commercial negotiation, and contract close. This is a quota-carrying role responsible for building and executing territory/account plans, creating pipeline, forecasting performance, and partnering cross-functionally with Product, Delivery, and Marketing to win and expand strategic customer relationships. Why This Role Matters Shape the vision. Prove the value. Win confidence. This is a senior, quota-carrying leader responsible for winning new business and expanding strategic customer relationships in the Energy & Utilities market. The role owns the full enterprise sales cycle from territory/account planning, prospecting, and discovery through solution positioning, proposal/RFP development, negotiation, and close while building a predictable pipeline and accurate forecasts. Working closely with Product, Delivery, Marketing, Finance, and Legal, the Sales Executive shapes deal strategy and value propositions, advises executive stakeholders, and ensures a smooth handoff from contract signature to implementation. What You Bring • 10+ years' enterprise software/SaaS sales experience, with a proven track record of exceeding quota through both new logo acquisition and account growth. • Experienced in leading complex, multi-stakeholder enterprise sales cycles from prospecting and discovery through negotiation and close. • Strong consultative and value-based seller, skilled at uncovering business challenges, quantifying ROI, and positioning solutions as strategic outcomes. • Demonstrated ability to engage and influence C-level executives, procurement, finance, operations and technical stakeholders. • Excellent written and verbal communication skills, with experience developing executive summaries, proposals, business cases and commercial presentations. • Strong pipeline management, forecasting and CRM discipline, with proficiency in HubSpot, Dynamics, Salesforce or similar CRM platforms. • Experience navigating enterprise procurement processes, RFP/RFI responses and contract negotiations within regulated industries. • Background selling into Utilities, Energy, Municipalities, Customer Care & Billing, or adjacent regulated sectors is highly desirable. • Knowledge of the utility revenue lifecycle (electricity, gas and water) and customer billing solutions is a strong advantage. • Self-motivated, competitive and collaborative team player with high levels of integrity and accountability. • Strong analytical, listening and problem-solving skills, with the ability to quickly learn new markets and customer environments. • Bachelor's degree (or equivalent experience) and formal enterprise sales methodologies (MEDDPICC, Challenger, Miller Heiman, etc.) preferred. What You’ll Do • Own and lead the end-to-end enterprise sales cycle: account/territory planning, prospecting, discovery, solution demonstrations, value justification/ROI, stakeholder alignment, proposal development, negotiation, and close. • Lead complex commercial motions including RFI/RFP responses, pricing and packaging strategy, business case development, and contract negotiations in partnership with Legal, Finance, and executive leadership. • Build and execute a strategic prospecting plan to develop qualified pipeline within targeted utilities/municipalities/energy providers using outbound, partner channels, events, and account-based tactics. • Run structured discovery and qualification (business, technical, and financial) to confirm fit, define success criteria, map stakeholders, and advance opportunities to close. • Maintain rigorous pipeline governance in CRM (e.g., Dynamics), including opportunity strategy, close plans, next steps, and accurate forecasting; provide regular updates and insights to sales leadership. • Leverage account intelligence tools (including LinkedIn Sales Navigator and relevant industry sources) to identify buying centers, build multi-threaded relationships, and develop targeted engagement plans. • Establish and maintain executive-level, trusted-advisor relationships; articulate differentiated value, manage risk/objections, and drive expansion opportunities within assigned accounts. • Lead cross-functional deal teams (Delivery, Product, DevOps, Marketing, and shared services) to shape solutions, coordinate bid management, and ensure a clear handoff from signed contract to implementation Diversity, Equity & Inclusion We are proud to be an equal opportunities employer. Hansen prides itself on celebrating diversity and is committed to creating an inclusive environment for all employees, extending this to how we work with our customers, partners and suppliers. We welcome applications from all qualified candidates, regardless of age, disability, gender identity or expression, marital status, race, ethnicity, religion or belief, sexual orientation, or any other protected characteristic. If you require any adjustments or accommodations during the recruitment process, please let us know.

Requirements

Must-haves

Sales Director
Why This Role Matters
Shape the vision. Prove the value. Win confidence.
10+ years' enterprise software/SaaS sales experience, with a proven track record of exceeding quota through both new logo acquisition and account growth.
Experienced in leading complex, multi-stakeholder enterprise sales cycles from prospecting and discovery through negotiation and close.
Strong consultative and value-based seller, skilled at uncovering business challenges, quantifying ROI, and positioning solutions as strategic outcomes.
Demonstrated ability to engage and influence C-level executives, procurement, finance, operations and technical stakeholders.
Excellent written and verbal communication skills, with experience developing executive summaries, proposals, business cases and commercial presentations.
Strong pipeline management, forecasting and CRM discipline, with proficiency in HubSpot, Dynamics, Salesforce or similar CRM platforms.
Experience navigating enterprise procurement processes, RFP/RFI responses and contract negotiations within regulated industries.
Background selling into Utilities, Energy, Municipalities, Customer Care & Billing, or adjacent regulated sectors is highly desirable.
Knowledge of the utility revenue lifecycle (electricity, gas and water) and customer billing solutions is a strong advantage.
Self-motivated, competitive and collaborative team player with high levels of integrity and accountability.
Strong analytical, listening and problem-solving skills, with the ability to quickly learn new markets and customer environments.
What You’ll Do
Lead complex commercial motions including RFI/RFP responses, pricing and packaging strategy, business case development, and contract negotiations in partnership with Legal, Finance, and executive leadership.
Build and execute a strategic prospecting plan to develop qualified pipeline within targeted utilities/municipalities/energy providers using outbound, partner channels, events, and account-based tactics.
Run structured discovery and qualification (business, technical, and financial) to confirm fit, define success criteria, map stakeholders, and advance opportunities to close.
Maintain rigorous pipeline governance in CRM (e.g., Dynamics), including opportunity strategy, close plans, next steps, and accurate forecasting; provide regular updates and insights to sales leadership.
Leverage account intelligence tools (including LinkedIn Sales Navigator and relevant industry sources) to identify buying centers, build multi-threaded relationships, and develop targeted engagement plans.
Establish and maintain executive-level, trusted-advisor relationships; articulate differentiated value, manage risk/objections, and drive expansion opportunities within assigned accounts.
Lead cross-functional deal teams (Delivery, Product, DevOps, Marketing, and shared services) to shape solutions, coordinate bid management, and ensure a clear handoff from signed contract to implementation
Diversity, Equity & Inclusion

Nice-to-haves

Bachelor's degree (or equivalent experience) and formal enterprise sales methodologies (MEDDPICC, Challenger, Miller Heiman, etc.) preferred.

Application prep

Use the role’s language and application details while tailoring your materials.

Platform: oracle-cloud
Effort: medium

Benefits

Benefits detected in the listing.

Vision