Head of Utility Sales

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Pano AI

Site WebLinkedInTous les Emplois

51 - 200 employés

Fondée en 2019

🤖 Intelligence artificielle

🏢 Entreprise

☁️ SaaS

🔥 Financement dans la dernière année

💰 €44 000 000 Series B - Pano en 2025-06

Artificial Intelligence • Enterprise • SaaS

Pano AI est une plateforme de détection et de prise de conscience de situation des incendies de forêt, alimentée par l'IA, qui fournit une détection précoce, une intelligence visuelle et des données en temps réel pour soutenir une réponse plus rapide et coordonnée aux incendies de forêt. Sa solution de niveau entreprise notifie les parties prenantes d'incidents confirmés et délivre des informations exploitables aux services publics, aux professionnels des incendies et aux propriétaires fonciers pour protéger les communautés, les infrastructures et l'environnement.

Description

• 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

🎯 Exigences

• 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%

🏖️ Avantages

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