Sales Director

Summary:

Hansen Technologies is a global software provider serving the Energy & Utilities industries with a large portfolio of customers and prospects throughout the US and beyond. We are seeking a Sales Director with 10+ years of enterprise software sales experience to own the end-to-end sales process for our customer information and billing (CIS) solutions in North America, from targeted prospecting and discovery through solution positioning, executive alignment, proposal development, commercial negotiation, and contract close. You will own commercial outcomes across the full customer lifecycle in your territory: new logos, expansion within existing customers, and renewals where recontracting is involved. This is a quota-carrying role responsible for building and executing territory/account plans, creating pipeline, forecasting performance, and partnering cross-functionally with Product, Delivery, and Marketing to win and expand strategic customer relationships.

Duties and Responsibilities:

• 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 within agreed commercial guardrails, 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 combining self-generated outbound with marketing-led campaigns, account-based programmes, events, and partner-sourced opportunities.

• 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 centres, build multi-threaded relationships, and develop targeted engagement plans.

• Build executive-level, trusted-advisor relationships within active pursuits and new logo accounts; articulate differentiated value, manage risk/objections, and convert expansion opportunities within existing customers, working alongside Customer Success, who hold the ongoing customer relationship.

• Lead the commercial negotiation of renewals and recontracting events, with Customer Success supporting on account health and readiness, using them to broaden scope and secure long term commitments.

• Represent Hansen in the market as a credible, consultative voice, carrying Hansen’s industry point of view and product narrative, developed with our product marketing and industry strategy teams, into industry events, associations, and executive forums, so that relationships are built well ahead of formal buying cycles.

• Lead cross-functional deal teams (Pre-Sales, Bid Management, Delivery, Product, Marketing, and shared services) to shape solutions, coordinate bid management, confirm delivery feasibility and capacity before commercial commitment, and ensure a clear handoff from signed contract to implementation.

Success in this Role:

• Quota attainment across new logo, expansion, and renewal bookings.

• Qualified pipeline coverage against target, including self-generated pipeline.

• Win rate and conversion through the sales funnel.

• Forecast accuracy and CRM data quality.

About You:

• You are an accomplished enterprise sales leader with 10+ years of success selling enterprise software/SaaS, leading complex, multi-stakeholder deals and consistently achieving (or exceeding) quota.

• You demonstrate executive presence and are an effective communicator to internal and external audiences, including C-level stakeholders; you are highly proficient with MS Office and CRM tools.

• You use a consultative, value-based sales approach to uncover business drivers, quantify outcomes, and position Hansen as a strategic partner. 

• You are a strong writer who can develop concise executive summaries, proposals, and business cases that clearly communicate benefits, differentiation, and ROI.

• You have a Bachelor's degree (or equivalent experience) and 10+ years of progressive experience in enterprise software sales, including leading solution selling motions alongside pre-sales.

• You have experience selling customer care and billing solutions (SaaS and/or on-prem) and understand utility/municipal revenue lifecycle for electricity, gas, and water services.

Qualifications & Experience:

• 10+ years of proven success in enterprise software/SaaS sales (including new logo acquisition and account expansion), ideally within Energy, Utilities, Municipalities, or adjacent regulated industries.

• A team player and self-starter who takes initiative to achieve goals, is competitive and motivated while maintaining the highest level of integrity

• Ability to actively listen to assess prospect needs and opportunities, positive and energetic with strong verbal and written communication

• Strong computer skills, especially MS Office, MS Excel, and MS Dynamics CRM software with experience in BI and AI enabled reporting a plus.

• Experience with enterprise procurement processes and selling into regulated environments; formal sales methodology training is a plus.

• A curious and consultative nature that can successfully introduce a range of business solutions in a way that is clearly understood by customers.

• Demonstrated ability to learn markets quickly and in-depth knowledge of the Energy, Municipality and Utility market space.