Sales and Business Development Director (IT and Utilities)

Celerity Consulting Group, LLC; Walnut Creek (CA); Remote; USD 125,000 - 150,000; Full time

Job summary

A leading company in risk optimization seeks a Sales and Business Development Director to drive market presence in the Utilities sector. The role involves strategic planning, client relationship management, and solution selling, requiring travel across North America. Ideal candidates will have extensive experience in enterprise technology and proven success in business development.

Benefits

Health & Well-being

Work/Life Balance

Professional Development

Charitable Matching

Qualifications

• Minimum 7 years of experience in business development or sales.
• Strong background in enterprise systems and Utilities sector.

Responsibilities

• Develop and refine go-to-market plans targeting utilities.
• Build and maintain strong relationships with executive stakeholders.
• Lead proposal development and coordinate cross-functional teams.

Skills

Communication

Negotiation

Business Acumen

Education

Bachelor’s degree in Business

Bachelor’s degree in Engineering

Bachelor’s degree in IT

Tools

SAP

Oracle

Maximo

OverIT

ClickSoftware

ServiceNow FSM

Job description

Title: Sales and Business Development Director
Location: Remote (work from home eligible); this role requires frequent travel.
Pay: $125,000 - $150,000 DOE, plus commission.

Celerity is an agilerisk optimization company that helps public utility organizations convert complex data into precision, actionable intelligence to mitigate risk, optimize assets, and maximize project results.

Blending extensive client experience with deep vendor-side acumen, Celerity data scientists orchestrate precision data analysis, strategic consulting, and project management services to solve complex energy challenges through attentive listening, proactive thinking, and relentless grit.

Based in Walnut Creek, CA, with remote offices nationwide, Celerity energy engineers play a critical leadership role as strategic liaisons between data, assets, and the teams executing projects in the field.

We are seeking an experienced and results-driven Business Development Lead with a strong background in enterprise technology, field service management, and data management services, especially within the Utilities industry. This senior-level role involves identifying new business opportunities, developing strategic partnerships, and expanding market presence by leveraging deep domain knowledge of enterprise systems such as SAP, Oracle, Maximo, and other integrated platforms.

The ideal candidate will have a proven track record of building trusted relationships with utility clients, understanding complex operational and technical needs, and positioning enterprise solutions that drive digital transformation and operational efficiency.

Key Responsibilities:

1. Strategic Market Development
   • Develop and refine go-to-market plans targeting electric, water, and gas utilities, segmented 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.
2. Client Relationship Management
   • Build and maintain strong, trust-based relationships with executive stakeholders (CIOs, COOs, VPs of Operations, etc.).
   • Act as a primary point of contact for client needs, ensuring 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.
3. Opportunity Identification & Sales Pipeline Management
   • Leverage networks, industry events, digital channels, and referrals to generate qualified leads.
   • Conduct discovery sessions to understand client goals, pain points, and technology landscapes.
   • Maintain accurate opportunity tracking in CRM; report on pipeline health, win rates, and sales velocity.
4. Solution Selling & Technical Collaboration
   • Translate complex technology solutions into business-centric value propositions.
   • Work with technical SMEs, solution architects, and product teams on demos, POCs, and integration roadmaps.
   • Articulate how various platforms (SAP, Oracle, Maximo, GIS, SCADA, etc.) work within a utility's digital ecosystem.
5. RFP & Proposal Development
   • Lead development of proposals, RFP responses, and SOWs.
   • Coordinate cross-functional teams for input across technical, legal, and pricing disciplines.
   • Craft compelling executive summaries and solution narratives.
6. Partner & Ecosystem Engagement
   • Cultivate relationships with platform providers and system integrators.
   • Identify joint pursuits, co-marketing initiatives, and alliance programs.
   • Represent the company at partner events and sales enablement sessions.
7. Market Intelligence
   • Conduct competitive analysis and gather market feedback to inform positioning and innovation.
   • Stay current on utility modernization trends such as cloud migration, AI/ML, and digital twins.
8. Revenue & Performance Accountability
   • Achieve sales targets through new logos and account expansion.
   • Build forecasts and develop territory plans.
   • Collaborate with delivery teams for smooth project handoffs and customer satisfaction.
9. Travel and Conferences
   • Travel to client sites, partner offices, and industry events across North America (and occasionally internationally).
   • Represent the company at conferences and trade shows, and assist with event planning and follow-up.

Qualifications & Experience:

• Bachelor’s degree in Business, Engineering, IT, or related field (preferred).
• Minimum 7 years of experience in business development, sales, or strategic account management within technology or consulting firms.
• Strong background in enterprise systems (SAP, Oracle, Maximo, etc.).
• Proven experience in the Utilities sector, understanding industry-specific processes and challenges.
• Knowledge of Field Service Management tools (OverIT, ClickSoftware, ServiceNow FSM, etc.).
• Ability to engage with CIOs, CTOs, and utility executives.
• Experience working with or selling to public power, investor-owned, or cooperative utilities.
• Understanding of data integration, system interoperability, and enterprise transformation.
• Excellent communication, presentation, and negotiation skills.
• Strong business acumen to translate technology solutions into business outcomes.

Preferred Qualifications:

• Experience with digital transformation, cloud migrations, or advanced analytics in utilities.
• Familiarity with regulatory compliance and asset lifecycle management.
• Experience in consulting, utilities, or IT sales is highly desired.

The above job description is not exhaustive; incumbents will follow instructions and perform other duties as assigned. We offer a comprehensive benefits package including health & well-being, peace of mind, work/life balance, and additional perks such as professional development and charitable matching. We are committed to diversity and equal employment opportunity.