Account Executive

Dedham, MA, United States

Job Description Job Description Account Executive

Join the Market Leader in Electric Power Data and Analytics Solutions

The electrical grid is the largest and most complicated machine ever built. Yes Energy’s industry leading electric power trading analytics software provides real time visibility into the massive amount of data that is generated by the North American electrical grid every day. Our unique and innovative view of the data informs real-time trading decisions, and mid to long-term investment decisions that keep utility prices low, support the energy transition, and the grid up and running. It’s both challenging work and work with a purpose.

Be a part of our successful, growing business.

Position summary

A Sales Executive at Yes Energy is responsible for bringing in new account revenue. You will be part of the team that identifies prospective customers, understands the customers’ strategic requirements, and maps them to Yes Energy’s industry-leading solutions. You will be responsible for managing a territory and developing and executing on a strategy to drive and close new business in your territory. Yes Energy has best-in-class data and analytics offerings serving customers participating in the rapidly growing North American Power market. This role is critical to Yes Energy’s strategic plan to expand our existing and new offerings to our existing market segments and to emerging sectors that we are well-positioned to serve.

Primary Responsibilities:

A “service first” mentality that puts the prospect and their needs at the core of their work.

Ability to engage in a consultative selling process that overcomes objections and indifferences by aligning prospects’ needs with Yes Energy’s solutions

Comfortable selling and negotiating at the executive level

Ability to work independently, communicate proactively, manage multiple projects and prioritize daily tasks while managing critical deadlines

Work well in a team environment

Comfortable with rapid growth

Impeccable oral and verbal communication and presentation skills

Frequent travel (up to 50%) throughout the territory as needed

Advanced understanding of prospects’ business, skilled at describing solutions, and respectfully challenging their thinking

Ability to understand and discover complex client requirements and to clearly articulate the company’s offerings to develop solutions to meet those requirements.

Expert knowledge/usage of Salesforce.com

Strong desire and willingness to learn

Ideal Candidate Requirements

Utilize a solution-selling approach to effectively and efficiently guide prospects through the “Buyer’s Journey” process

Consultative sales experience targeting relevant companies/businesses to help them to think differently about their needs.

Understand the segments Yes Energy serves and how we help customers in those segments become more successful.

Have and maintain a deep working knowledge of Yes Energy’s solutions and how they align with prospects needs

Know the competitive landscape and how Yes Energy’s products are differentiated from our competitors

Partner with technical sales, marketing, and support resources to move prospects through their buying journey

Prepare and maintain territory and account plans to ensure you can meet sales goals

Proven presentation, prospecting, and territory management skills

Schedule, plan and facilitate onsite and remote discovery, presentation, demonstration, and training meetings

Use Salesforce and 1:1 meetings to provide feedback and recommendations on pipeline health, risk, and progress to management

Stay updated on industry news and trends, and how they affect the energy trading markets

Accurately forecast opportunities based upon realistic assessments

Target salespeople who work for ETRM (energy trading risk management) companies and/or are working for software companies that sell modeling platforms for trading

Minimum Qualifications

Minimum of 4 years’ experience in a new business sales role.

Minimum of 2 years’ experience working in SaaS for Energy Markets.

Minimum of 2 years’ experience working in the Power Energy Industry calling on Executive and C-Level.

Successful history of over-quota sales achievements and B2B negotiations, including formulating deal structures.

About Yes Energy

Overview

Yes Energy delivers real-time market data and electric power trading decision solutions. Over 1,000 market participants use Yes Energy solutions daily. The business is a leader in all aspects of information content collection and management, as well as in developing and delivering data and market analytics solutions. Since its inception in 2008 Yes Energy has become a trusted and respected supplier of innovative and reliable solutions focused on the needs of power market analysts, traders and trade managers. Yes Energy has a team of over 200 amazing professionals located across core offices in the USA, Europe and Asia.

Culture

At Yes Energy we care about saying “Yes” to customers. We like to listen and learn, and develop our solutions in line with our customers’ needs. We think about customers as business partners and when we help them to be more successful … we are more successful too.

Around the office our culture is driven by some pretty fundamental values that we’re proud of:

We love innovation and solving tough challenges;

We are “high standards people” who combine passion and pride with hard work and rewards of all kinds-- in an ethic that is consistent across the company;

We’re team-focused with a flat hierarchy-- we work in small teams on well-defined projects that directly impact the success of the business;

We play to the strengths and experience of each person, while each of us also works along a continuum of roles adjacent to our focus area. This presents a challenge of maintaining a broad set of skills as well as an opportunity to learn and contribute in many ways;

We are constantly growing. Professional development happens every day and every year.

Compensation and Benefits

We offer strongly competitive salaries and real bonuses that are achievable and that you can impact. Our benefits package is also very competitive and it includes medical insurance, 401K Plan with matching, flexible vacation and flexible work schedules. Investment in both formal and informal professional development is encouraged and funded by Yes Energy.

Base Compensation Range: $130,000 - $150,000 + commission

In accordance with Colorado law, the range provided is Yes Energy’s reasonable estimate of the base compensation for this role. The actual amount may be higher or lower, based on non-discriminatory factors such as location, experience, knowledge, skills and abilities.

In accordance with Colorado law, the range provided is Yes Energy’s reasonable estimate of the base compensation for this role. The actual amount may be higher or lower, based on non-discriminatory factors such as location, experience, knowledge, skills and abilities.

Yes Energy provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Yes Energy complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

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