Field Sales Executive - Utilities (West Coast) at SDI Presence (Remote)

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Although we list out what we generally look for in this job description, we are very likely missing other attributes and skills that you have that could make you a great fit but are not currently listed. The point we’re getting at is it doesn’t hurt to take a chance and apply!


The Field Sales Executive of Utilities is an experienced and results-driven deal maker located in California; an individual contributor who has a successful track record of leading pursuits to develop and capture multimillion-dollar, complex, multi-year transactions. This position is responsible for business development, qualifying, negotiating, and closing contracts within the utility vertical focused on the Southern California area. The major focus of the role is on securing new logo clients, focused on IT managed services, digital transformation, consulting, cloud services, and systems integration. A successful candidate will have utilities industry experience. This position will have demonstrable success using consultative selling skills to clearly understand utility client business requirements, developing solutions to meet those objectives, and leading pursuit teams to deliver high-quality proposals and customer presentations.


  • Apply existing relationships and knowledge of utility market and market trends to identify key prospects and qualify new sales leads
  • Act as “quarterback” to lead a deal through the entire sales lifecycle by collaborating with key stakeholders (internal and external)
  • Develop and nurture long-term business relationships with key clients, client prospects, and business partners at the executive level to drive awareness of and preference for the SDI brand and capabilities
  • Develop detailed sales pursuit plans to effectively penetrate and capture new accounts, including identifying and creating compelling business needs and ROI for each prospect
  • Coordinate calls, meetings, events, and presentations with prospects, to drive prospect opportunities to close
  • Lead development through production of winning proposals and presentations, tailoring SDI corporate and service catalog content to drive opportunities to close
  • Work in conjunction with SDI solutioning resources to develop solutions and resource models for implementation (i.e. timeline, resources, tasks, scope, activities), including assumptions and risks to support implementation and transformation scenarios
  • Track all sales activities in the company CRM system and keep current by updating account information regularly, including accurate revenue and opportunity close forecast
  • Maintain a well-developed 6xquota pipeline of prospects, with the expectation of pursuing 10-20 major new accounts within the Energy and Utilities sector
  • Meet and/or exceed quotas
  • Coordinate with other team members and departments to optimize the sales effort
  • Work with and provide input on customer and prospect needs/goals/values to marketing teams to design, develop and execute lead generation and marketing campaigns
  • Ensure a seamless transition from sales to post-sales activities, working in coordination with SDI’s delivery management to achieve strategic corporate goals


  • Demonstrated success of selling multiple, multi-year deals in the $5 to $100M range
  • Established book of business in IT/cloud managed services, technology implementations, and advisory/consulting services for Investor-Owned and municipal Utility market, with a preference for experienced sellers with an existing network that can be leveraged to gain access to industry contacts, leads, and new opportunities
  • Expert in driving sales engagements from lead generation through contract signing and service initiation; ability to close opportunities for the company that becomes a platform for sustainable and profitable customer-business relationships
  • Minimum of 10+ years of sales experience in business development or large deal capture role driving complex sales pursuits to C-level customers within the Utility market to successful closure (prior work experience with Power & Utilities Company, or Consulting experience with large technology-driven business transformation initiatives a significant plus)
  • Demonstrated achievement of quarterly and year-over-year quota and/or performance goal attainment
  • Experience in defining and delivering ROI/ Business Cases for large-scale initiatives
  • Proven ability to develop and maintain effective internal and external business relationships.
  • Sales experience for Professional Services – Project Scoping, pricing, bid management, risk assessment, customer discovery, requirements gathering, and complex sales proposal development
  • Must possess sales acumen and persuasion skills for internal/external communication and presentations with superior negotiation, written, and verbal communication skills
  • Ability to collaborate with the marketing dept to develop a comprehensive sales process that consistently positions the firm and engages with future customers
  • Results-oriented self-starter approach with the ability to work independently – including writing proposals and presentation decks - as well as the ability to work collaboratively with other sales, solutions, and delivery teams
  • BA/BS or equivalent strongly preferred

Additional Requirements Desired

  • 10+ years of IT consulting sales experience within a mid/large IT Managed Services, Cloud, or Consulting firm
  • Demonstrated public-facing presentation and writing skills, for participation in webinars and contributing content to the company blog
  • Advanced degree preferred
  • Ability to support organizational development activities including recruiting and community building

Other Duties
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

COVID-19 Vaccine Statement

This position will be required to disclose their COVID-19 vaccination status.

Equal Opportunity Employer Statement

SDI Presence is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.

This policy applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. SDI Presence makes hiring decisions based solely on qualifications, merit, and business needs at the time.

Staffing Firms

SDI Presence does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between SDI Presence and the recruitment agency or party requesting payment of a fee.

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SDI's HQ is located in the newly redeveloped Aon Center, overlooking Millenium Park and in the heart of downtown Chicago.
At growth-focused SDI, even the CEO finds time to be a mentor

An Insider's view of SDI Presence

How would you describe the company’s work-life balance?

SDI supports a healthy work-life balance & offers the right tools through our wellness program to champion my health which is very essential for me as a new parent. I always look forward to our HuddleUp team outings because they boost employee morale & help coworkers (especially those offsite) to get to know each other in a non-stressful capacity.


Desktop Support Specialist

What projects are you most excited about?

I am most excited about the new Cyber Security offering we are working on for the West Coast. I hope to be a valued member of the SDI team and that we can bring a new line of business that has not been able to offer local governments without the use of partners in the past.


Managing Consultant

What makes someone successful on your team?

SDI provides a platform that allows employees to challenge the status quo, never settling for the average who’s content with just fulfilling the context of their own roles & responsibilities. SDI has created a work environment that pushes the envelope of consistently hunting for new ways to solve a problem or self-improvement, never sitting still.


Solution Architect

What is your vision for the company?

We aim to be the IT managed services partner of choice for Chicagoland’s leading governments and private sector organizations by providing top technical talent: versed in our clients’ technologies of choice, passionate about our clients’ business, and prepared to make an impact from day one.


Chief Operating Officer

What are SDI Presence Perks + Benefits

SDI Presence Benefits Overview

SDI Presence offers comprehensive benefits for its employees:

401K plan with a company match
Cell phone reimbursement
Company-wide quarterly profit sharing
Education reimbursement
Medical, Life, Vision, Dental, Short-Term, and Long-term benefits package
Generous PTO plan
Flexible Work Hours

Company perks include Team HuddleUp Outings, Birthdays and Anniversaries Celebration, Weekly Fruit and Snacks, Community Philanthropic Events, Wellness Seminars, Friday Afternoon Club (FAC) events and many more!

Volunteer in local community
We partner with Mercy Home and also participate in local volunteering events such as Ring Side, ALS Walk for Life, and the American Heart Association.
Partners with Nonprofits
We currently partner with the American Heart Association and Cystic Fibrosis Foundation.
Friends outside of work
Eat lunch together
Intracompany committees
SDI Presence has various internal committees such as the GREEN team.
Daily sync
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Documented equal pay policy
Dedicated Diversity/Inclusion Staff
Highly diverse management team
Being MBE (Minority Business Enterprise) certified, SDI Presence's management team is as diverse as our local staff and our Chief Development Officer is focused on continuing our initiatives.
Diversity Employee Resource Groups
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
SDI Presence employees can contribute up to $2700 annually to their FSA.
Disability Insurance
Dental Benefits
Vision Benefits
The vision benefits plan covers an annual exam and up to $130 for glasses and/or contact lenses.
Health Insurance Benefits
SDI Presence offers three different health plans under Blue Cross Blue Shield of Illinois.
Life Insurance
SDI Presence offers basic life insurance which is one times your annual earnings plus $25,000 to a maximum of $225,000.
Wellness Programs
Onsite Gym
Team workouts
SDI Presence's team fitness initiatives include Sponsored race teams.
Mental Health Benefits
Retirement & Stock Options Benefits
SDI Presence's 401(k) retirement plan offers a broad selection of stocks, bonds and international index funds to choose from.
401(K) Matching
SDI Presence provides employees with a 401(k) matching plan managed by [provider]. We match 2% of contributions up to 60% of an employee's annual gross pay.
Performance Bonus
In some cases, SDI Presence does offer a variable compensation plan.
Child Care & Parental Leave Benefits
Flexible Work Schedule
SDI Presence provides employees with a flexible work schedule that includes Summer hours, Core hours, Flexible start and end times.
Remote Work Program
Family Medical Leave
Return-to-work program post parental leave
Company sponsored family events
SDI Presence sponsors family oriented events Annually.
Vacation & Time Off Benefits
Generous PTO
SDI Presence employees receive between 13 and 25 days per year of paid time off based on years of service. It also included a "floating holiday" in addition to PTO.
Paid Holidays
Perks & Discounts
Casual Dress
Commuter Benefits
SDI Presence offers pre-tax commuter benefits for all Illinois employees.
Company Outings
SDI Presence hosts company outings Semi-annually called HuddleUps.
Stocked Kitchen
SDI Presence's kitchen provides free coffee, and tea and fresh fruit on Fridays.
Happy Hours
Relocation Assistance
Our relocation assistance plan offers a maximum reimbursement of $5000.
Professional Development Benefits
Job Training & Conferences
SDI Presence offers employees professional development opportunities like Annual individual budget for training, Onsite training courses, The ability to attend job related conferences and seminars.
Tuition Reimbursement
Our tuition reimbursement plan offers an annual max of $2000.
Diversity Program
Lunch and learns
SDI Presence hosts lunch and learn meetings on occasion.
Cross functional training encouraged
Promote from within
Mentorship program
Continuing Education stipend
Time allotted for learning
Customized development tracks
Paid industry certifications
We have annual budget of up to $2,000 for paid industry certifications per person but could be more depending on position requirements.

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