Head of Utility Sales

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Pano AI

SiteLinkedInTodas as Vagas

51 - 200 funcionários

Fundada em 2019

🤖 Inteligência Artificial

🏢 Corporativo

☁️ SaaS

🔥 Investimento no último ano

💰 $44.000.000 Series B - Pano em 2025-06

Artificial Intelligence • Enterprise • SaaS

A Pano AI é uma plataforma de detecção de incêndios florestais e conscientização situacional impulsionada por inteligência artificial, que fornece detecção precoce, inteligência visual e dados em tempo real para apoiar uma resposta mais rápida e coordenada a incêndios florestais. Sua solução em nível empresarial notifica os interessados sobre incidentes confirmados e fornece insights acionáveis para concessionárias, profissionais de combate a incêndios e proprietários de terras, para proteger comunidades, infraestrutura e o meio ambiente.

Descrição

• Developing and managing a growing customer base for our utility & energy accounts • Identification, evaluation, and execution of new business opportunities • Structuring and negotiating new business relationships, including key pricing, commercial, and operational terms as part of complex contracting processes • Managing senior-level relationships with customers and key partners—navigating diverse buying committees that include on-the-ground operators and up to Board/C-level executives • Ensuring swift execution of new Pano Station installations during a challenging, short, pre-fire season purchasing window by partnering closely with the internal ops team and facilitating necessary actions with customer operations teams, often in parallel with closing the contract • Partnering with internal stakeholders in Sales, Marketing, Product, Operations, and Finance, you will own assessment of the competitive landscape and technologies to help formulate and refine product/GTM/service/support strategies unique to the utility & energy vertical • Leveraging domain expertise to plan and execute sales tactics in the following areas: generating new business, territory planning, pre-request for proposal prospecting, relationship development, pricing, presentation and delivery (finalist or other), negotiations, closing, and executing contracts • Driving ongoing account management in partnership with Customer Success to ensure customer satisfaction and drive additional expansion opportunities

🎯 Requisitos

• 10+ years of technology sales experience selling enterprise software, networking, infrastructure, managed hosting services, cloud computing services, etc. • 5+ years of outside sales and/or business development experience with a focus on selling to the utility & energy sector • Demonstrated ability to think strategically about utility & energy priorities and technical challenges, and to convey compelling solutions to them • Excellent written and verbal skills, with attention to organization, detail, and quality presentation (including Board level engagement) • A track record of navigating multi-stakeholder and matrixed organizations at the executive level • Strong preference for end-to-end sales cycles, including lead generation, qualification, and other deliverables for closing deals while consistently delivering on sales goals • Highly competitive, able to ramp quickly, extremely adaptive, and pride yourself on exceeding production goals • Highly organized, with a sense of urgency • The ideal candidate will be passionate about environmental issues and/or a lover of the outdoors. • Travel expectations of at least 25%

🏖️ Benefícios

• comprehensive medical, dental, and vision coverage • matching 401(k) plan • flexible paid time off • stock options