Business Relationship Manager for Utilities

ClifyX; United States; On-site; USD 150,000 - 250,000; Full time

Job summary

ClifyX Inc. seeks a Business Relationship Manager for Utilities to drive growth, nurture key accounts, and lead the full sales cycle within the energy and utilities sector. You will align client needs with delivery teams, craft value propositions, and manage a robust pipeline to secure high-value contracts.

The role requires deep industry knowledge, strong leadership, and willingness to travel as needed. You will collaborate with IOU delivery teams, pre-sales, and marketing to create

Qualifications

• Bachelor's degree in business administration, engineering, or related field required.
• Minimum 13+ years of experience in business development, sales, or client-facing role in energy/utilities sectors.
• Proven track record of 10M$+ revenue growth and high-value contract wins.
• Senior/management experience (3-5+ years supervisory preferred).
• Deep knowledge of the utilities industry, market dynamics, regulation, and emerging technologies.

Responsibilities

• Achieves revenue and pipeline targets through demand creation.
• Identifies client opportunities and builds a Relationship Suite with domain/technology experts and delivery teams.
• Prepares EVS and HGQ with pre-sales, domain/technology experts, and delivery team.
• Provides relationship-specific workforce planning data and revenue forecasts.
• Builds executive-level relationships to understand CSFs and deliver value.

Skills

Relationship management

Sales leadership

Negotiation

Strategic thinking

Data analysis

Communication

Travel willingness

Education

Bachelor's degree in business administration or related field

Job description

Business Relationship Manager for Utilities

Job Description

Responsible for business development, customer satisfaction, and nurturing the existing relationship. Also responsible for selling new business, driving the business pipeline, and leading the entire sales cycle using the CRM model.

Key Responsibilities

Achieves Revenue & Pipeline Targets through Demand Creation

• Creates Trend Implications, Possibilities, and Solutions (TIPS) collaboratively by studying current trends and market analysis.
• Identifies the right buying zone/doors.
• Connects key people to opportunities and creates a Relationship Suite with Domain/Technology experts & IOU delivery teams.
• Prepares Entry Value Statement (EVS) and High Gain Questions (HGQ) with pre-sales, domain/technology experts, and delivery team.
• Identifies Client's Critical Success Factors (CSFs) and prepares Value Propositions addressing CSFs.
• Identifies potential solutions/offerings.

Ownership of Targets

• Ensures achievement of agreed sales targets (Total Estimated Contract Value, Revenue Pipeline & Sales Order Booked Value).
• Achieves targets for realizable revenue commitments for the FY.
• Maintains high win rate for qualified opportunities.
• Achieves and maintains EVA Margins.

Positions as Business Advisor

• Crafts appropriate Value Propositions using Business Value Metrics (BVM)
• Works with the delivery teams to understand the Value delivered, benchmarks the results with the best in class solutions and presents the metrics to prospects/clients.
• Supports account team in creation of business case studies
• Identifies referrable customer with specific value delivered
• Works with IOU teams and identifies and targets client opportunities along with Domain & Technology Experts
• Coordinates with pre-sales team and supports delivery team during proposal writing
• Works with marketing team on competitive market intelligence
• Liaises with external vendors / alliances to evaluate the offerings available with them and customizes to create new offerings as per the client requirements
• Builds political landscape to strengthen relationship using powerful network

Planning

• Forecasts & does Business planning including resources for the relationship through client research and networking using market research
• Provides inputs for strategic planning

Corporate Governance and Reporting

• Provides relationship-specific workforce planning data when appropriate
• Provides revenue forecasts when required
• Analyses win-loss ratio for proposals submitted
• Partners with clients on the CSR Events

Relationship Management

• Builds relationship with key executives to understand the CSFs & enriches customer research
• Ensures appropriate pricing of offerings to clients based on the relationship
• Ensures timely resolution of key escalations / addresses concerns from clients & puts in place mitigation plans
• Maintains high levels of CSI
• Leverages relationship appropriately to acquire new opportunities
• Explores opportunities to cross / up sell as appropriate through TIPS
• Conducts executive tracking to open newer doors of opportunity

Team Management

• Sets reasonable, challenging, and clear expectations to direct reports & provides appropriate performance feedback
• Supports & provides guidance to the team to achieve personal, team or professional goals using personal currency
• Creates MVP (Most Valued Player/ Hi Po) in the team
• Manages resources appropriately for effective utilization
• Encourages the team to achieve Business Advisory position, at level

Personal Development

• Monitors gaps in one's own required competencies and enrolls for relevant learning programs to bridge gaps in competencies
• Creates a personal development plan in discussion with supervisor and solicits coaching to enhance one's competencies

Required Skills & Qualifications

• Education: A bachelor's degree in business administration, Engineering, or a related field is required.
• Minimum of 13+ years of experience in business development, sales, or a related client-facing role, preferably within the Energy & Utilities, infrastructure, or utilities sector.
• Proven track record of achieving substantial (10M$+) revenue growth and securing high-value contracts.
• Experience in a senior or management role (3-5+ years supervisory experience preferred).
• In-depth knowledge of the utilities industry , including market dynamics, regulatory environment, and emerging technologies (e.g., smart meters, grid automation, DERMS, renewable integration). Proficiency in any Grid system / application understanding and strong data analysis skills are essential.
• Exceptional communication, presentation, and negotiation skills.
• Strong strategic thinking and analytical abilities, with a focus on big-picture planning.
• Excellent leadership, interpersonal, and relationship management skills.
• Self-motivated, proactive, and adaptable to a fast-paced, dynamic environment.
• Willingness to travel extensively as needed for client meetings and events