Sales and Business Development Lead

Summary

Join Celerity as a Sales and Business Development Lead and drive company growth within the utilities sector. This senior-level, remote role (with frequent travel) offers a competitive salary ($125,000-$150,000 DOE, plus commission) and focuses on new customer acquisition and strategic partnerships. You will develop and execute go-to-market plans, build client relationships, manage the sales pipeline, and lead proposal development. Leveraging your deep understanding of enterprise systems (SAP, Oracle, Maximo, etc.) and the utilities industry, you will translate complex technology solutions into compelling value propositions. Success in this role requires strong communication, presentation, and negotiation skills, along with a proven track record in B2B sales within the technology or consulting sectors. Celerity offers a comprehensive benefits package.

Requirements

• Bachelor’s or degree in Business, Engineering, Information Technology, or related field
• Minimum 7 years of experience in business development, sales, or strategic account management within technology or consulting firms
• Demonstrated ability in business-to-business (B2B) sales
• Impeccable verbal and written communication skills
• Familiarity with project management methodologies
• Familiarity with the industry including equipment, logistics and supply-chain management
• Problem-solving skills to propose mutually beneficial solutions
• Ability and willingness to travel for meetings with prospective and existing clients

Responsibilities

• Develop and refine go-to-market plans targeting electric, water, and gas utilities, with segmentation by utility type, size, geography, and maturity level
• Lead strategic planning sessions and collaborate with marketing and executive leadership to align business development activities with corporate growth objectives
• Build and maintain strong, trust-based relationships with executive stakeholders (CIOs, COOs, VPs of Operations, Field Services, Asset Management, etc.)
• Act as a primary point of contact for client needs, ensuring consistent follow-up, satisfaction, and long-term engagement
• Facilitate executive briefings, solution workshops, and strategy sessions to explore opportunities and align offerings to client pain points
• Leverage professional network, industry events, digital channels, and referrals to generate qualified leads and expand the sales pipeline
• Appointment scheduling, preparation and lead presentations to prospective clients and internal executives
• Conduct detailed discovery sessions with clients to understand strategic goals, current pain points, and technology landscapes
• Maintain accurate opportunity tracking in CRM systems; report on key metrics such as pipeline health, win rates, and sales velocity
• Lead and post-sale follow up
• Translate complex technology solutions — such as ERP implementations, field mobility platforms, or data management services — into business-centric value propositions
• Work closely with technical SMEs, solution architects, and product teams to develop tailored demos, proofs of concept (POCs), and integration roadmaps
• Understand and articulate how various platforms (SAP, Oracle, Maximo, GIS, AMI, SCADA, etc.) work together within a utility's digital ecosystem
• Lead the development of high-quality proposals, responses to RFPs/RFIs, and statements of work (SOWs)
• Coordinate cross-functional teams to gather inputs across technical, functional, legal, and pricing disciplines
• Craft compelling executive summaries, solution narratives, and value stories that resonate with both technical and business audiences
• Cultivate and manage relationships with platform providers (e.g., SAP, Oracle, IBM), system integrators, and niche solution vendors (e.g., OverIT, Esri)
• Identify joint pursuits, co-marketing initiatives, and alliance programs that can accelerate deal velocity or enhance solution offerings
• Represent the company in partner events, roadmap discussions, and sales enablement sessions
• Conduct competitive analysis to benchmark offerings against key players in the utility digital transformation space
• Gather market feedback to inform product positioning, pricing strategy, and service innovation
• Stay current on utility modernization trends including cloud migration, predictive maintenance, AI/ML applications, and digital twins
• Own and achieve quarterly and annual sales targets through new logo acquisition and account expansion
• Build accurate forecasts and develop territory/account plans that prioritize high-value opportunities
• Collaborate with delivery and operations teams to ensure a smooth handoff, profitable execution, and strong customer satisfaction
• Travel to client sites, partner offices, and industry events across North America (and occasionally internationally)
• Represent the company at industry conferences, trade shows, utility association meetings, and executive summits (e.g., DistribuTECH, SAP for Utilities, Oracle Utility User Groups, MaximoWorld, etc.)
• Collaborate with marketing and strategy teams to identify sponsorship opportunities and assist with booth management, event planning, and lead follow-up post-events

Preferred Qualifications

• Experience with digital transformation, cloud migrations, or advanced analytics in utility environments
• Familiarity with regulatory compliance and asset lifecycle management within utility operations
• Strong background and technical understanding of enterprise systems (e.g., SAP ECC/S/4HANA, Oracle EBS/Cloud, IBM Maximo, Asset Management Systems, etc.)
• Proven experience in the Utilities sector (electric, water, gas, etc.), understanding industry-specific processes, regulatory considerations, and operational challenges
• Working knowledge of Field Service Management (FSM) tools and platforms, such as OverIT, ClickSoftware, ServiceNow FSM, etc
• Demonstrated ability to engage in technical and strategic conversations with CIOs, CTOs, and utility executives
• Experience working with or selling to public power, investor-owned utilities, or cooperative utilities
• Experience in data integration, system interoperability , and enterprise transformation initiatives
• Excellent communication, presentation, and negotiation skills
• Strong business acumen with the ability to translate complex technology solutions into measurable business outcomes

Benefits

• Medical Insurance
• Dental Insurance
• Vision Insurance
• Disability Insurance (STD/LTD)
• Flexible Spending Account
• Health Savings Account
• Basic Life/AD&D
• 401(k) plan
• Paid Time Off
• Company Holidays
• Leave of Absence
• Flexible Work Schedules
• Employee Referral Program
• Professional Development
• Charitable Contribution Match