- Primary responsibilities include:
- Own and lead the end-to-end enterprise sales cycle: account/territory planning, prospecting, discovery, solution demonstrations, value justification/ROI, stakeholder alignment, proposal development, negotiation, and close.
- Lead complex commercial motions including RFI/RFP responses, pricing and packaging strategy, business case development, and contract negotiations in partnership with Legal, Finance, and executive leadership.
- Build and execute a strategic prospecting plan to develop qualified pipeline within targeted utilities/municipalities/energy providers using outbound, partner channels, events, and account-based tactics.
- Run structured discovery and qualification (business, technical, and financial) to confirm fit, define success criteria, map stakeholders, and advance opportunities to close.
Maintain rigorous pipeline governance in CRM (e.g., Dynamics), including opportunity strategy, close plans, next steps, and accurate forecasting; provide regular updates and insights to sales leadership.
- Leverage account intelligence tools (including LinkedIn Sales Navigator and relevant industry sources) to identify buying centers, build multi-threaded relationships, and develop targeted engagement plans.
- Establish and maintain executive-level, trusted-advisor relationships; articulate differentiated value, manage risk/objections, and drive expansion opportunities within assigned accounts.
- Lead cross-functional deal teams (Delivery, Product, DevOps, Marketing, and shared services) to shape solutions, coordinate bid management, and ensure a clear handoff from signed contract to implementation.
Skills Required
- Proven track record leading end-to-end enterprise sales cycles
- Experience managing RFI/RFP responses, pricing, packaging, and business case development
- Contract negotiation experience partnering with Legal and Finance
- Experience selling to utilities, municipalities, or energy providers
- CRM experience (e.g., Dynamics) with rigorous pipeline governance and forecasting
- Proficiency with LinkedIn Sales Navigator and account intelligence tools
- Ability to build executive-level, trusted-advisor relationships and multi-stakeholder alignment
- Experience leading cross-functional deal teams (Delivery, Product, DevOps, Marketing)
What We Do
Hansen Technologies (ASX:HSN) is a global software and services provider to the energy, water/utilities and telecommunications industries. The company currently serves more than 600 customers in over 80 countries, supported by a collaborative and diverse team that embraces the hybrid way of working. For connection and collaboration, we have more than 36 offices and development centres located around the world. Within the communications industry, 5G represents the next new frontier for our customers – that unchartered territory to create opportunities and capitalise on new business models and resulting revenue streams. In the energy sector, we are in the midst of a transition. The move to renewables and self-generated energy changes the traditional commercial model. Today, our customers are no longer in the era of supplying basic commodity services - they are in era of providing new energy services and related experiences. We help our customers traverse these challenges and opportunities and realise the next new monetisable experiences. And that is why our mission is to provide industry-specific software products and expertise that enables our customers to easily capitalise on the commercial opportunities of the evolving energy, utilities and communications markets. We make this possible by providing highly reliable, mission-critical software and specific industry expertise to help our customers more easily innovate and sell new services and market offerings, comply with changing market regulation, and power new business models in areas such as emerging sustainable energy supply, IoT, and new next-generation connected services. We aim to achieve this through long term collaboration with our customers and partners and through a global workforce of skilled professionals that embrace challenges and are committed to positive outcomes for our company, employees, customers, and the planet
