The posting
Job Description
DNV is seeking a Technical Sales hire. This role would be serving Energy System North America’s Digital Solutions team.
This role is based at our DNV office in Houston, TX; Middletown, CT; Medford, MA; Columbus, OH; Dallas, TX; Austin, TX; Detroit, MI, New York, NY; Phoenix, AZ; Albuquerque, NM; Las Vegas, NV; presenting a dynamic hybrid schedule where employees will typically spend three (3) days per week working from either a DNV office or client location/site. Further details regarding role-specific requirements will be shared during the interview process.
The position may also be considered at other DNV offices within the continental U.S.
What You’ll Do
Technical Sales/Account Executive is responsible for creating demand, developing qualified pipeline, and winning new Platform Services utility customers across an assigned North American territory. Technical Sales owns the full new-business sales cycle, from target-account strategy and prospecting through discovery, solution alignment, business-case development, proposal, procurement, negotiation, and contract execution.
The successful candidate will bridge the gap between complex software capabilities and business value, managing the full SaaS sales cycle from demo to close. They will be a self-directed enterprise seller who can open new doors, establish credibility with utility executives and technical stakeholders, and lead complex, multi-party pursuits. Technical Sales will combine disciplined prospecting, consultative selling, utility-market knowledge, and accurate forecasting with the ability to mobilize DNV’s broader commercial and technical organization.
DNV's compensation philosophy is base salary plus profit sharing rather than sales commission. Candidates accustomed to commission-based commercial compensation should evaluate this structure carefully against their preferences.
Leadership
- Serve as the commercial owner for new-logo acquisition and new-business revenue across an assigned North American territory.
- Lead account and pursuit strategies that connect utility needs, market timing, solution fit, buying readiness, competitive position, and DNV’s ability to win.
- Lead cross-functional pursuit teams that may include Technical Advisors, subject-matter experts, Product, Delivery, proposal resources, leadership, Key Account Managers, and other commercial partners.
- Establish a clear win strategy, ownership model, decision path, and set of next actions for each qualified opportunity.
- Engage DNV utility relationship owners and the broader commercial organization in coordinated prospecting, account development, and pursuit execution.
- Ensure a coordinated transition to Delivery and Customer Success following contract execution.
Execution
- Prospect consistently and create relationships with executive, business, operational, information technology, procurement, and technical stakeholders.
- Develop qualified pipeline through targeted outreach, executive engagement, industry relationships, events, partner activity, referrals, and coordinated work with DNV Key Account Managers.
- Research target accounts, bring a relevant point of view, diagnose priority workflows, and quantify a credible business case for change.
- Qualify opportunities based on the business problem, buyer, value, urgency, budget, procurement path, competition, decision criteria, and next steps.
- Lead complex opportunities through discovery, technical evaluation, cybersecurity and legal review, procurement, competitive solicitation, negotiation, contracting, and close.
- Develop tailored value propositions, presentations, demonstrations, proposals, and business-case justifications.
- Build mutual action plans that make customer and DNV commitments, milestones, dependencies, and decision timing explicit.
- Coordinate DNV responses to requests for proposals, competitive solicitations, and other formal buying processes.
Deliverables
- Develop and maintain a focused territory plan and prioritized target-account list.
- Produce qualified new-business pipeline supported by documented customer needs, value, stakeholders, buying processes, budget evidence, and agreed next actions.
- Maintain current, evidence-based opportunity and revenue forecasts.
- Maintain complete opportunity records in designated customer relationship management and sales-planning tools, including stage, value, timing, decision process, stakeholders, competition, risks, and next actions.
- Provide concise monthly, quarterly, and annual reporting on pipeline, forecast, new-business revenue, account activity, and forecast confidence.
- Develop account research, opportunity strategies, stakeholder maps, value propositions, business cases, proposals, and mutual action plans.
- Create a documented transition plan for Delivery and Customer Success following contract execution.
Technical
- Develop strong working knowledge of eTRACK+ and relevant Platform Services capabilities.
- Build credibility in the North American utility environment, including energy efficiency, demand-side management, distributed energy resources, and distributed generation interconnection.
- Understand utility operational and customer workflows, including applications, data and document management, business rules, approvals, integrations, reporting, portals, and system-of-record requirements.
- Translate prospect business and operational challenges into actionable platform, workflow, integration, reporting, and service requirements.
- Navigate utility cybersecurity, data, integration, legal, contracting, and procurement requirements with the appropriate DNV specialists.
- Bring prospect, competitor, and market insights to Product, Marketing, and commercial teams to strengthen positioning and future offerings.
Functional
- Achieve assigned new-business revenue goals by converting strategically selected target accounts into new recurring-revenue customers.
- Build a healthy territory pipeline through consistent prospecting, rigorous qualification, and disciplined opportunity progression.
- Advance opportunities by establishing clear buyer needs, measurable value, stakeholder alignment, decision processes, and next actions.
- Apply consultative and value-based selling methods to move prospect conversations from product features to business outcomes and investment decisions.
- Maintain accurate pipeline and forecast information that supports leadership, delivery, and resource planning.
- Position DNV effectively against competitive alternatives and communicate a clear, differentiated reason to act.
- Ensure customers experience a coordinated transition from the sales process into implementation and Customer Success.
Responsibilities
- Generous paid time off (vacation, sick days, company holidays, personal days)
- Multiple Medical and Dental benefit plans to choose from, Vision benefits
- Spending accounts – FSA, Dependent Care, Commuter Benefits, company-seeded HSA
- Employer-paid, therapist-led, virtual care services
- 401(k) with company match
- Company provided life insurance, short-term, and long-term disability benefits
- Education reimbursement program
- Flexible work schedule with hybrid opportunities
- Charitable Matched Giving and Volunteer Rewards through our Impact Program
- Volunteer time off (VTO) paid by the company
- Career advancement opportunities
**Benefits vary based on position, tenure, location, and employee election**
DNV provides a reasonable range of compensation for this role. The actual compensation is influenced by a wide array of factors, including but not limited to skill set, level of experience, and specific location. For the states of California, Connecticut, Illinois, Maine, Massachusetts, New Jersey, New York, Virginia and Washington only, the starting pay range for this role is $115,000-$165,000.”
DNV is a proud equal opportunity employer committed to building an inclusive and diverse workforce. All employment is decided on the basis of qualifications, merit, or business need, without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status. DNV is committed to ensuring equal employment opportunity, including providing reasonable accommodations to individuals with a disability. US applicants with a physical or mental disability who require a reasonable accommodation for any part of the application or hiring process may contact the North America Recruitment Department ([email protected]). Information received relating to accommodation will be addressed confidentially.
For more information
https://www.eeoc.gov/know-your-rights-workplace-discrimination-illegal
Qualifications
About you
You are a commercially accountable new-business seller who is energized by creating conversations, opening doors, and winning new customers. You are results-oriented, comfortable owning revenue and forecast outcomes, and able to work with urgency while maintaining sound judgment and integrity.
You are curious and consultative, with the ability to research a prospect, identify meaningful business and operational challenges, and bring a relevant point of view. You communicate credibly with executives and technical stakeholders and can translate complex requirements into clear value propositions and commercial paths.
You are self-directed, resilient, and disciplined in prospecting, preparation, customer engagement, customer relationship management, and follow-through. You work effectively across a matrixed organization, mobilize the right contributors, clarify ownership, and lead complex pursuits without direct authority.
What Is Required
- 7+ years of recent business-to-business sales experience, including enterprise software, technology, data solutions, or complex professional services.
- Demonstrated experience driving revenue growth through the sale of complex SaaS and software solutions to highly technical buyers and stakeholders.
- Demonstrated success prospecting, developing, and closing new enterprise customers against an assigned quota or revenue target.
- Experience owning a complex sales cycle from initial engagement through discovery, evaluation, proposal, procurement, negotiation, and close.
- Ability to independently build and manage pipeline, qualify opportunities rigorously, and forecast accurately.
- Working knowledge of the North American utility market or a closely related energy market.
- Consultative and value-based selling capability, including business-case development and executive-level communication.
- Ability to engage executive, business, operational, technical, information technology, procurement, and legal stakeholders.
- Strong networking, negotiation, presentation, listening, written communication, and follow-through skills.
- Ability to lead cross-functional pursuit teams without direct authority and operate effectively in a matrixed organization.
- Strong commercial judgment, organization, preparation, documentation, and accountability.
- Comfort using customer relationship management and sales-planning tools to maintain opportunity, pipeline, and forecast discipline.
- Willingness and ability to travel approximately 50% of the time for customer meetings, industry events, and internal sales activities.
- Valid driver’s license and the ability to rent and drive a car and travel on public conveyances when required.
- Ability to transport personal luggage during multi-day business travel and work for extended periods at a computer.
- Strong written and verbal English communication skills.
- We conduct pre-employment drug and background screening
What Is Preferred
- Experience selling enterprise software as a service into investor-owned utilities, municipal utilities, public-power organizations, cooperatives, program administrators, or government energy organizations.
- Knowledge of energy efficiency, demand-side management, distributed energy resources, or distributed generation interconnection.
- Experience with utility procurement, cybersecurity review, competitive solicitations, legal negotiation, and contracting.
- Existing relationships across North American utilities or the energy-software ecosystem.
- Experience selling workflow, program-management, customer relationship management, tracking, reporting, portal, or integration solutions.
- Formal training in strategic, consultative, or value-based selling.
- Experience using customer relationship management and commercial-planning tools to manage accounts, opportunities, pipeline, and forecasts.
- Experience using AI-enabled tools responsibly to support account research, prospect insights, outreach preparation, opportunity strategy, forecasting, or commercial productivity.
- Bachelor’s degree in business, engineering, energy, information systems, or a related field, or equivalent relevant experience.
*Immigration-related employment benefits, for example visa sponsorship, are not available for this position*
About Us
About Energy Systems
We help customers navigate the complex transition to a decarbonized and more sustainable energy future. We do this by assuring that energy systems work safely and effectively, using solutions that are increasingly digital. We also help industries and governments to navigate the many complex, interrelated transitions taking place globally and regionally, in the energy industry.
