Regional Sales Manager for Automation and Communciation

Hitachi Energy Ltd.; California; On-site; USD 139,600 - 209,400; Full time

Benefits offered by this job

Health Insurance

401(k) with company match

Paid time off

Commission eligibility

Job summary

Hitachi Energy is seeking a sales professional to drive growth across utilities, industrial, and infrastructure customers in the western US. You will connect customers with protective relays, RTUs, wireless devices, and automation solutions to improve grid reliability and performance.

You will collaborate with product, marketing, engineering, and channel partners, maintain a strong pipeline, and forecast opportunities with precision, while traveling extensively to meet customers and close deals.

Qualifications

• Bachelor's degree in engineering, business, or related field; MBA a plus.
• 7+ years of technical sales experience in automation, protection, or communication systems.
• Proven track record of quota attainment and new business development.
• Deep knowledge of substation automation, protective relays, RTUs, and wireless communication.
• Excellent communication, negotiation, and relationship-building skills.
• Experience with CRM tools and structured sales processes.
• Willingness to travel extensively within the western US.

Responsibilities

• Develop new business and expand accounts in the western region, focusing on utilities, industrial, and infrastructure customers.
• Build and maintain strong customer relationships, understanding needs and aligning solutions across the sales cycle.
• Drive deals to closure with urgency and discipline, addressing challenges early.
• Maintain a robust sales pipeline using CRM tools and accurate forecasting.

Skills

Technical sales

Quota attainment

Substation automation

Wireless communications

Education

Bachelor's degree in engineering, business, or related field

MBA a plus

Tools

Salesforce

Job description

The Opportunity

In this role, you will support Hitachi Energy's Grid Automation - Automation & Communication business by helping utilities, industrial operators, and infrastructure customers adopt advanced automation and communication technologies that improve grid reliability, security, and performance. Your work centers on connecting customers with protective relays, RTUs, wireless devices, and automation solutions-tools essential for creating a more modern, digitally enabled, and resilient power system. You will engage customers across the full sales cycle, build meaningful relationships, and use your technical and commercial understanding to position solutions that help the power grid operate more safely and efficiently. In this role, you'll grow your expertise in a fastmoving segment of the energy industry, collaborate with crossfunctional teams, and contribute directly to strengthening the performance and sustainability of today's evolving grid.

How You'll Make an Impact

• Achieve and exceed assigned sales quotas by developing new business and expanding existing accounts in the western region, focusing on utilities, industrial, and infrastructure customers.
• Build and maintain strong customer relationships, deeply understanding their needs and aligning solutions to deliver value throughout the sales cycle.
• Proactively address challenges, elevate issues early, and drive deals to closure with urgency and discipline.
• Develop and manage a robust sales pipeline using CRM tools (e.g., Salesforce), ensuring accurate forecasting and timely progression of opportunities.
• Collaborate with internal teams (product management, marketing, engineering, and channel partners) to deliver comprehensive solutions and maximize market impact.
• Identify and pursue new market opportunities, leveraging competitive intelligence and technical expertise to position Hitachi Energy as a leader in automation and communication.
• Protect margins by reframing value, minimizing discounting, and focusing on solution differentiation.
• Use data driven approaches to inform choices and accelerate sales cycles.
• Ensure all sales activities comply with company policies, ethical standards, and reporting requirements.

Success Profile

• Constructively challenge internal and external barriers to win deals.
• Demonstrate decisive customer advocacy and competitive assertiveness.
• Exhibit ownership, resilience, and a bias for action.
• Collaborate across teams, sharing knowledge and best practices.
• Embrace coaching, feedback, and continuous improvement.
• Use data and analytics to inform decisions and accelerate sales cycles.

Qualifications

• Bachelor's degree in engineering, business, or related field (MBA a plus).
• 7+ years of technical sales experience (preferably in automation, protection, or communication systems).
• Proven track record of quota attainment and new business development.
• Deep knowledge of substation automation, protective relays, RTUs, and wireless communication.
• Excellent communication, negotiation, and relationship-building skills.
• Experience with CRM tools and structured sales processes.
• Willingness to travel extensively within the western US.

More About Us

Join a global leader in power and automation, committed to innovation, diversity, and a high-performance culture. In this role, you will collaborate with seasoned professionals across the power industry while expanding your technical and commercial capabilities within a rapidly advancing automation and communication portfolio. We offer competitive compensation, growth opportunities, and the chance to make a real impact in the energy transition.

• Health Care (medical, dental, vision, etc.)
• Financial Wellbeing: (Employer sponsored pension - 401(k) Program with generous company match and contribution, Life/AD&D Insurance, disability insurance)
• Family Care: Life and Family (Legal, pet, auto, home, identity theft, etc.), special needs support, and adoption assistance
• Work-Life: Enhanced leave programs (FMLA, Military Service Leave, Maternal, Paternal, adoption, vacation, and holiday)
• Permissive Time Off: No accrued hours, take the time you need
• Employee Engagement and Development: Employee Resource Groups (depending on location), tuition reimbursement program, on-demand learning platforms

Salary Range: $139,600 - $209,400 annually + commission (applicable to candidates in CA)

Salary Range: $107,000 - $160,600 annually + commission (applicable to candidates in CO)

Benefits: Health Insurance, Retirement Benefits, Paid Time off, Commission Eligibility

Application Deadline: This posting will remain open until filled

Actual pay will be based on experience, geographic location, and internal equity.