Services Solutions Sales Director

Job Summary

• Leads the commercialization and growth of Southwire Digital Solutions' digital intelligence platform, helping utilities make better decisions through data-driven insights and AI-enabled solutions.
• Develops executive-level relationships across utility organizations and identifies opportunities to leverage utility, regulatory, and operational datasets to improve reliability, optimize asset performance, reduce risk, and support capital planning decisions. Works across internal and external partners to position Southwire as a trusted advisor and strategic partner in utility decision-making.
• This role requires a consultative sales leader capable of engaging utility executives, engineering organizations, regulatory affairs teams, and operations leaders to uncover business challenges and align Southwire Digital Solutions' offerings with measurable customer outcomes.

Key Responsibilities

Business Development & Revenue Growth

• Develops and executes growth strategies for Southwire Digital Solutions' software, analytics, and decision intelligence solutions.
• Identifies and pursues opportunities within utility operations, engineering, reliability, asset management, and regulatory organizations.
• Builds and manages a pipeline of strategic opportunities focused on recurring software, analytics, and data-driven service offerings.
• Develops long-term account strategies that expand Southwire's role from supplier to strategic advisor.
• Achieves revenue and customer adoption targets through new customer acquisition and expansion of existing utility relationships.

Consultative Solution Selling

• Engages utility executives and business leaders to understand operational challenges, capital planning priorities, reliability objectives, and regulatory requirements.
• Translates complex customer challenges into business cases and solution strategies that deliver measurable outcomes.
• Articulates the value of data analytics, AI, utility intelligence, and decision-support technologies to both technical and executive audiences.
• Leads executive-level discussions focused on reliability improvement, asset optimization, capital planning, operational efficiency, and regulatory outcomes.

Strategic Partner & Ecosystem Development

• Works with technology partners, analytics providers, consulting organizations, and industry stakeholders to create integrated customer solutions.
• Identifies opportunities to leverage partner capabilities in support of customer initiatives and strategic solution delivery.
• Collaborates with venture, product, engineering, and commercial teams to establish market-leading digital offerings.
• Assists in developing strategic alliances that expand market reach and customer value.

Market & Industry Leadership

• Maintains expertise in utility industry trends, regulatory developments, digital transformation initiatives, and emerging technologies.
• Provides market intelligence and customer feedback to influence product strategy and solution development.
• Represents Southwire Digital Solutions at industry conferences, customer events, and executive briefings.
• Helps establish Southwire as a thought leader in utility intelligence, digital infrastructure, and data-driven decision support.

Internal Collaboration

• Partners with product management, engineering, data science, marketing, and customer success teams to ensure alignment between market needs and solution development.
• Supports development of sales enablement tools, value propositions, business cases, and customer presentations.
• Contributes to pricing strategies, go-to-market planning, and commercial models for emerging digital offerings.

Required Education & Experience

Minimum Education Level: Bachelor's Degree

Years of Experience: 8-11 Years

Preferred Education & Experience

Experience

• 10+ years of utility industry, enterprise software, analytics, SaaS, or technology solution sales experience.
• Proven success selling complex, consultative solutions to executive and senior leadership stakeholders.
• Experience working with electric utilities, utility operations, engineering, asset management, or grid modernization initiatives.
• Experience selling SaaS, analytics, AI, enterprise software, or digital transformation solutions preferred.

Knowledge

• Understanding of electric utility operations, reliability metrics, grid modernization, asset management, regulatory processes, or capital planning.
• Familiarity with utility data sources including GIS, OMS, AMI, ADMS, asset management, or related systems.
• Understanding of business value selling, executive engagement, and strategic account planning.

Skills

• Executive presence and ability to engage C-suite and senior utility leaders.
• Strong consultative selling and opportunity development skills.
• Ability to translate technical concepts into business outcomes.
• Strong financial and business case development capabilities.
• Exceptional communication, presentation, and relationship-building skills.
• Ability to navigate complex stakeholder environments and influence decision-making.

Spans of Control

Does this role Manage Southwire Team Members: No

Travel

Travel: 50%

Physical Requirements

Moving: 5%

Standing: 5%

Sitting: 90%

Working Conditions

Office

Equipment

Computer/Keyboard

Competencies

Skills