Solutions Consultant (Engineering Services and Technology)

Osmose Utilities Services, Inc.; Atlanta (GA); On-site; USD 120,000 - 160,000; Full time

Job summary

Osmose Utilities Services, Inc. seeks a Solutions Consultant (Engineering Services and Technology) leader to drive growth for its services portfolio.

You will identify market opportunities, define scope, and collaborate with Business Development and Product Management to position and sell value-add solutions that address customer challenges. The role handles requirements gathering, solution architecture, and winning proposals, coordinating with operations, delivery, engineering, and management

Qualifications

• Bachelor’s Degree in a relevant field (Engineering or Business).
• 10+ years’ experience with regulated electric utilities or telecommunications.
• Experience developing presentations and detailed technical/commercial proposals.
• Excellent interpersonal communication skills to explain complex topics.
• Willingness to travel 30-40%.

Responsibilities

• Develop go-to-market strategies and customer engagement packages for your portfolio.
• Lead sales calls and presentations to prospective customers for Engineering Services and Technology.
• Ensure deals align with portfolio objectives and streamline qualification, pricing, and transition to execution.
• Advise Contracts on proposal language and price recommendations with Ops input.
• Produce annual sales forecast with Marketing, BD, Engineering and Corporate Development.
• Identify partnerships to support growth and wrap them into contracts and SOWs.
• Create sales/marketing content with Marketing; represent Osmose at industry events.
• Stay updated on industry trends and technologies.

Skills

Customer requirements gathering

Solution architecture

Proposal development

Sales-focused presentations

Interpersonal communication

Travel willingness

Education

Bachelor’s Degree in engineering or business

Job description

Solutions Consultant (Engineering Services and Technology)

Osmose Utilities is seeking a Solutions Consultant (Engineering Services and Technology) leader.

Under the direction of the VP of Strategic Development, the successful Solutions Consultant is responsible for developing and executing the growth strategy for the services within their portfolio. They have proven experience:

• Identifying opportunities in the market for Osmose to grow its service offerings
• Determining the scope and manner in which Osmose will provide such services and
• Working alongside Business Development and Product Management to conceptualize, position and sell value-add solutions that solve our customers’ business challenges.

In this capacity, this role is responsible for requirements gathering, solution architecture, developing winning proposals and bringing new solutions to market that illustrate Osmose’s technical approach and customer business value. This role will work with the internal Osmose operations, delivery, engineering, business development and management teams and the customer to ensure the project objectives are aligned and with the contracted scope of work.

Measures of success for this position include execution of the strategic growth plan for their stated portfolio which includes increasing new customer acquisition rates, up-selling/cross-selling to existing accounts, achieving stated revenue and profit margins and contributing to overall sales team and business success to achieve company targets.

Responsibilities

• Develop ‘go-to-market strategies and customer engagement packages (within your portfolio) to enable Business Development (BD) to identify, position and qualify new opportunities and execute the sales plan.
• Initiate and effectively conduct sales calls and presentations to prospective customers; focused on services under the company’s Engineering Services and Technology solutions portfolio. Provide consulting services to customers; conceptualize, position and sell value-add solutions that solve our customers’ business challenges through our entire Engineering Services and Technology portfolio of product and service offerings.
• Ensure deals/solutions are aligned with portfolio objectives. Follow and work to continuously update Osmose’s established sales enablement business processes to streamline qualification, pricing and transition to project execution while minimizing disruptions to the business and improving quality of deals.
• Use customer and market intelligence to advise the Contracts team on proposal development and craft specific language when necessary. Submit price recommendations after gathering sufficient production and scheduling information from Operations.
• Produce (in concert with Business Development, Engineering and Corporate Development groups) an annual sales forecast that ensures market coverage with the appropriate contact frequency, based on business priorities and value. Update the forecast on a regular basis to maintain its accuracy.
• Identify value-add partnerships that support/accelerate growth in your portfolio. Integrate them into our business processes (joint sales, contracts, SOWs, pricing) to support winning and executing successful projects.
• Working with the Marketing Department, drive the development of sales and marketing content (sell sheets, presentations, website) in support of Osmose products and services.
• Represent Osmose in the industry. Promote Osmose through speaking engagements at industry conferences.
• Keep skills updated and remain proactively aware of happenings and current events in the industry

Requirements

• Bachelor’s Degree in a relevant field from an accredited program, preferably Engineering or Business.
• General knowledge of the high-technology industry as it pertains to utilities and/or telecommunications companies and an awareness of consulting approaches and practices.
• 10+ years’ experience working with/in regulated electric utilities or telecommunications, working with the planning, procurement and management of distribution engineering programs or other large T&D infrastructure or Telecommunication projects.
• Experience developing presentations, defining customer requirements, architecting solutions and developing detailed technical and commercial proposals to support opportunities.
• Excellent interpersonal communication skills to explain complex technical topics in an easily digestible manner.
• Willingness to travel overnight and work varied hours to achieve desired results (30-40%).

About Osmose

Osmose is the market-leading provider of critical resiliency, assessment, and restoration services for electric transmission, distribution, and telecommunications companies. Our field technicians, professional engineers, scientists, and corrosion experts utilize their expertise to identify and solve issues to make utility infrastructure safer, longer lasting, and more resilient.

Come grow with us! Full-time employees enjoy a comprehensive benefits package that includes:

• Medical Insurance and Health Savings Account with company contribution
• Dental, Vision, Life Insurance, STD, LTD, Critical Illness Plan and more!
• 401(k) with excellent company match
• Paid time off (vacation, sick, floating holidays)

Osmose is an Equal Opportunity employer. EOE M/F/Disabled/Vet