Enel Green Power

  • Global Account Director

    Job Post Information* : Posted Date 1 month ago(1/7/2020 9:44 AM)
    # of Openings
    1
    Category
    Enel X Position
    Location
    US-CA-San Carlos
  • Overview

    This position is responsible for Enel X eMobility relationship within a portfolio of strategic, complex accounts. The focus of the role is driving profitable, sustainable growth in those accounts by developing and implementing an effective account plan, harnessing the full input of their virtual team (e.g. including Service Delivery, Sales Specialists and Product mMnagment representatives).The successful applicant will be viewed by senior C Level Client Executives as an empowered executive representing Enel X and also be viewed by Enel X Executives as the person who owns the Strategy of the Account.
    Scope:
    - The role holder drives and concludes (with specialist support as appropriate) the business opportunity within their assigned accounts in the automotive industry and sells the full spectrum of the Enel X eMobility portfolio – services, technology and solutions
    - The role holder manages the revenue growth and client satisfaction of their assigned accounts
    - The role holder is the major influencer of client’s enterprise eMobility strategy. They are often considered as a virtual team member by client.  Seen as thought leader and sought out by the client for advice on business problems and opportunities
    - The role holder establishes and manages effective business relationships at both functional and executive levels articulating the value that Enel X can bring
    - The role holder participates in industry and business related organisations, societies, conferences and other client related activity and leads in sharing this knowledge within their virtual team as appropriate.

    Responsibilities

    Create Client Strategy:
    - Effective coverage of all accounts through the development and delivery of account strategies through a global account plan in order to drive profitable and sustainable growth
    Demand Creation and Demand Capture:
    - Generates new sales pursuits through direct engagements with the client to lead the successful conclusion of the pursuits including contract negotiations with the client
    - Create sales presentations and proposals/RFP response to deliver to clients works with the specialists and the country when appropriate
    - Works with and learns from sales specialists in order to further their understanding of the specialist elements of the portfolio.
    Execute Client Strategy:
    - Responsible for implementing the account strategy to maximize and conclude new service opportunities while acting as the client advocate
    - Navigate Political Environment:
    - Identifies, understands and leverages the political dynamics in the client organization and within Enel X to effectively achieve goals
    - Includes Strategic Partners & Alliances in development of client opportunities to leverage expertise and capabilities.
    Engage Senior Executives:
    - Establishes position of business advisor as well as creating potential growth opportunities with client executives by demonstrating thought leadership and strategic thinking
    - Sets and manages to targets of clients on an on-going basis & client satisfaction
    Document Value:
    - Responsible for communicating and leveraging the value delivered to expand the client relationship and increase and conclude the business growth opportunities. Apply market, IT and portfolio knowledge to build credibility with the client
    - Apply Business Management Expertise to the Account:
    - Responsible for making decisions and performing the role to maximize operational excellence, drive profitable growth and minimize risk for Enel X
    - Leads & Support ongoing strategic contracting processes & delivery processes
    Lead Effective Virtual Teams:
    - Leads, motivates and inspires pursuit teams to deliver client satisfaction, contractual commitments and driving profitable, sustainable account growth
    - Leads internal processes to assess and utilise coverage capacity models to maintain invested resources (investing resources into the account to grow revenues) including Inside sales, Business Development, Sales specialists, Account Based Marketing  & Pre-sales support
    - Leads ongoing Internal Client Account Reviews with Team and Executives

    Qualifications

    - Bachelor's Degree or equivalent
    - A proven track record of achieving and exceeding sales targets, consultative services-led sales engagements and multi-party negotiations with partners and clients
    - 10-15 years of outside sale experience
    - Successful proven track record of leading, negotiating, influencing and closing within the sales cycle including negotiations skills balanced between client requirements and business case requirements
    - Experience with closing sales of energy solutions, energy hardware, energy software in the  commercial, institutional, and or industrial markets
    - Excellent knowledge of Enel X eMobility product/services portfolio with a positive approach to ongoing learning and development
    - Experience in proactively engaging at Senior Executive level within client organisations
    - Experience of having developed and executed business strategies to substantially increase account growth and revenues
    - Demonstrates aptitude for innovation and appreciation of client business drivers
    - Excellent knowledge of markets relevant to product/services portfolio, including eMobility and the positioning of Enel X and competition
    - Demonstrates  drive and determination to achieve objectives, overcoming obstacles to deliver results
    - This role will be based in Bay Area or Detroit and requires frequent travel

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