IP Assets, Senior Technical Sales Manager, JR871

The company is looking for a Senior Technical Sales Manager – Grid Resilience in Europe.

ABOUT PRODUCT

Our product is an the company proprietary product focused on power grid resilience and energy security, with a history dating back to 1991. Built on decades of practical expertise, the solution helps utilities, critical infrastructure operators, and large enterprises assess risks, strengthen grid stability, and improve preparedness for outages and extreme events.

As Europe continues to invest in resilient and sustainable energy systems, the product is being transformed with modern cloud and AI-powered capabilities to support the evolving needs of energy providers and infrastructure operators.

We are looking for an experienced sales leader to drive the product's growth across European markets and develop strategic partnerships within the energy sector.

The role will focus on expanding the adoption of Dakar and related grid resilience services among European utilities, transmission and distribution system operators, regulators, and large infrastructure organizations. These services cover grid hardening, outage and storm response, asset condition and risk assessment, and resilience planning. The role combines technical credibility with consultative, long-cycle enterprise sales.

REQUIREMENTS

• 8+ years in technical or solution sales, business development, or commercial roles in the power or energy sector

• Strong knowledge of the European power industry and markets: TSO/DSO structures, regulated asset base (RAB) and incentive regulation, ENTSO-E, and the drivers of grid investment

• Track record of closing non-standard deals with long sales cycles

• Technical fluency in grid operations, asset management, or resilience and reliability topics (e.g. SAIDI/SAIFI, N-1 security)

• Fluent English and fluent Spanish or Italian

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Willingness to travel across Europe for business trips (approximately 30-40% of the time) and the right to work in the EU

• Build a qualified pipeline in the target markets

• Win initial anchor accounts and framework positions

• Meet agreed bookings targets and maintain CRM discipline

NICE TO HAVE

• Additional European languages, such as German, French, Portuguese, Polish, or Dutch

• Experience with public tenders and framework agreements

• Engineering degree (electrical or energy), or an MBA

• Existing relationships with European utilities or system operators

• Experience with digital grid solutions, such as monitoring, analytics, or outage management systems

COMPETENCIES

• Consultative, credible selling to engineers and executives alike

• Commercial and negotiation skills

• Strategic account planning

• Cross-cultural communication across European markets

• Self-driven, with sound judgment under ambiguity

RESPONSIBILITIES

• Own the pipeline from lead to close for TSOs, DSOs, utilities, regulators, and large industrial or infrastructure operators

• Build account strategy and relationships with senior technical and executive buyers, such as grid operations, asset management, and regulatory and procurement leads

• Translate customer risks (extreme weather, ageing assets, cyber-physical threats, hybrid warfare, open warfare, renewable integration) into technical and commercial proposals

• Lead complex bids:
• Work with engineering and delivery teams to scope solutions, price them, and manage risk
• Track regulatory and market developments (e.g. NIS2, the EU Grid Action Plan, national resilience and incentive frameworks) and turn them into sales opportunities
• Represent the company at industry events, associations, and customer workshops
• Report on forecasts, pipeline health, and competitor activity