Technical Sales, SaaS & Utilities

DNV; Houston (TX); Hybrid; USD 120,000 - 160,000; Full time

Job summary

DNV's Energy System North America Digital Solutions team seeks a highly skilled Technical Sales professional to drive demand for Platform Services SaaS. The role spans the full sales cycle across a North American territory, from prospecting to contract, with a focus on utility-scale outcomes.

You will bridge software capabilities with business value, lead cross-functional pursuit teams, and build a strong, forecastable pipeline while engaging utility executives and technical stakeholders.

Qualifications

• Experience selling SaaS to utilities or energy verticals.
• Proven ability to lead full sales cycle from prospecting to contract.
• Strong enterprise-selling with C-level engagement.
• Forecasting and building a qualified pipeline.
• Knowledge of North American utility market.

Responsibilities

• Create demand and develop a qualified pipeline across North America.
• Own full new-business sales cycle from target accounts to contract.
• Bridge software capabilities to business value and close SaaS deals.
• Lead cross-functional pursuit teams with technical and commercial staff.
• Maintain a focused territory plan and robust forecasts.
• Provide concise monthly, quarterly, and annual pipeline reporting.
• Develop tailored value propositions, proposals, and business-case justifications.
• Coordinate responses to RFPs and competitive solicitations.
• Ensure smooth transition to Delivery and Customer Success after contract execution.
• Build stakeholder maps and action plans for opportunities.

Skills

Enterprise sales

Prospecting

Account management

Forecasting

Solution selling

Stakeholder management

Negotiation

Tools

CRM software

Sales planning tools

eTRACK+

Job description

DNV is seeking a Technical Sales, SaaS & Utilities hire. This role would be serving Energy System North America’s Digital Solutions team.

This role is based at our DNV office in Houston, TX; Middletown, CT; Medford, MA; Columbus, OH; Dallas, TX; Austin, TX; Detroit, MI, New York, NY; Phoenix, AZ; Albuquerque, NM; Las Vegas, NV; presenting a dynamic hybrid schedule where employees will typically spend three (3) days per week working from either a DNV office or client location/site. Further details regarding role-specific requirements will be shared during the interview process.

The position may also be considered at other DNV offices within the continental U.S.

What You’ll Do

Technical Sales, SaaS & Utilities is responsible for creating demand, developing qualified pipeline, and winning new Platform Services utility customers across an assigned North American territory. Technical Sales owns the full new-business sales cycle, from target-account strategy and prospecting through discovery, solution alignment, business-case development, proposal, procurement, negotiation, and contract execution.

The successful candidate will bridge the gap between complex software capabilities and business value, managing the full SaaS sales cycle from demo to close. They will be a self-directed enterprise seller who can open new doors, establish credibility with utility executives and technical stakeholders, and lead complex, multi-party pursuits.Technical Sales will combine disciplined prospecting, consultative selling, utility-market knowledge, and accurate forecasting with the ability to mobilize DNV’s broader commercial and technical organization.

DNV's compensation philosophy is base salary plus profit sharing rather than sales commission. Candidates accustomed to commission-based commercial compensation should evaluate this structure carefully against their preferences.

Leadership

• Serve as the commercial owner for new-logo acquisition and new-business revenue across an assigned North American territory.
• Lead account and pursuit strategies that connect utility needs, market timing, solution fit, buying readiness, competitive position, and DNV’s ability to win.
• Lead cross-functional pursuit teams that may include Technical Advisors, subject-matter experts, Product, Delivery, proposal resources, leadership, Key Account Managers, and other commercial partners.
• Establish a clear win strategy, ownership model, decision path, and set of next actions for each qualified opportunity.
• Engage DNV utility relationship owners and the broader commercial organization in coordinated prospecting, account development, and pursuit execution.
• Ensure a coordinated transition to Delivery and Customer Success following contract execution.

Execution

• Prospect consistently and create relationships with executive, business, operational, information technology, procurement, and technical stakeholders.
• Develop qualified pipeline through targeted outreach, executive engagement, industry relationships, events, partner activity, referrals, and coordinated work with DNV Key Account Managers.
• Research target accounts, bring a relevant point of view, diagnose priority workflows, and quantify a credible business case for change.
• Qualify opportunities based on the business problem, buyer, value, urgency, budget, procurement path, competition, decision criteria, and next steps.
• Lead complex opportunities through discovery, technical evaluation, cybersecurity and legal review, procurement, competitive solicitation, negotiation, contracting, and close.
• Develop tailored value propositions, presentations, demonstrations, proposals, and business-case justifications.
• Build mutual action plans that make customer and DNV commitments, milestones, dependencies, and decision timing explicit.
• Coordinate DNV responses to requests for proposals, competitive solicitations, and other formal buying processes.

Deliverables

• Develop and maintain a focused territory plan and prioritized target-account list.
• Produce qualified new-business pipeline supported by documented customer needs, value, stakeholders, buying processes, budget evidence, and agreed next actions.
• Maintain current, evidence-based opportunity and revenue forecasts.
• Maintain complete opportunity records in designated customer relationship management and sales-planning tools, including stage, value, timing, decision process, stakeholders, competition, risks, and next actions.
• Provide concise monthly, quarterly, and annual reporting on pipeline, forecast, new-business revenue, account activity, and forecast confidence.
• Develop account research, opportunity strategies, stakeholder maps, value propositions, business cases, proposals, and mutual action plans.
• Create a documented transition plan for Delivery and Customer Success following contract execution.

Technical

• Develop strong working knowledge of eTRACK+ and relevant Platform Services capabilities.
• Build credibility in the North American utility environment, including energy efficiency, demand-side management, distributed energy resources, and distributed generation interconnection.
• Understand utility operational and customer workflows, including applications, data and document management, business rules, approvals, integrations, reporting, portals, and system-of-record requirements.
• Translate prospect business and operational challenges into actionable platform, workflow, integration, reporting, and service requirements.
• Navigate utility cybersecurity, data, integration, legal, contracting, and procurement requirements with the appropriate DNV specialists.
• Bring prospect, competitor, and market insights to Product, Marketing, and commercial teams to strengthen positioning and future offerings.

Functional

• Achieve assigned new-business revenue goals by converting strategically selected target accounts into new recurring-revenue customers.
• Build a healthy territory pipeline through consistent prospecting, rigorous qualification, and disciplined opportunity progression.
• Advance opportunities by establishing clear buyer needs, measurable value, stakeholder alignment, decision processes, and next actions.
• Apply consultative and value-based selling methods to move prospect conversations from product features to business outcomes and investment decisions.
• Maintain accurate pipeline and forecast information that supports leadership, delivery, and resource planning.
• Position DNV effectively against competitive alternatives and communicate a clear, differentiated reason to act.
• Ensure customers experience a coordinated transition from the sales process into implementation and Customer Success.