Director, US Corporate Accounts in Palo Alto, California at EPRI

Position Title: Director, US Corporate Accounts

Requisition ID: REQ-3983

Position Type: Full time

About Us: About Us

Job Title:Director, US Corporate AccountsLocation:Remote/Home BasedJob Summary and Description:

The Member & Technical Services’ Director of US Corporate Accounts is the leader responsible for driving technical member engagement, directly supporting the R&D Sectors and managing the Member and Technical Services (M&TS) Strategic Account Executives (SAE).

Key Responsibilities

• Leads the sales process to meet assigned objectives, including funding goals, by providing day-to-day direction for the Member and Technical Services Strategic Account Executives to ensure sales objectives are achieved.
• Collaborates on the development and execution of US and International Marketing and Sales strategy to achieve the funding, technology transfer and relationship objectives.
• Leads the establishment of funding goals (coordinating with US and International Directors), sets reporting parameters and monitors progress to ensure goal achievement on an annual basis.
• Ensures Strategic Account Executives working with senior executives (c-suite) of our corporate accounts and having them actively engage and support EPRI.
• Ensures EPRI’s mission and strategic objectives including AI strategy are understood and supported by our corporate members at the highest possible level.
• Works with EPRI senior executives and technical sector VP’s, directors and Research Portfolio Managers (if applicable) to ensure success of EPRI through alignment for strategy, execution and portfolio planning.
• Coordinates with Strategic Marketing & Communications to implement corporate marketing strategies with potential new members and funders.
• Leads and monitors staff execution on the client engagement model to ensure continuity and growth of customer engagement/investment with EPRI.
• Coaches and mentors team through regular field visits with clients and team members.
• Coaches/leads sales team to identify client needs not being addressed by EPRI and works in conjunction with marketing and technical staff to develop and launch desirable projects/programs.
• Conducts client outreach/engagement, in coordination with the appropriate Strategic Account Executives or Executive Directors / Sales Managers in US and International Accounts, respectively, to ensure continued investment with EPRI.
• Increases funding through external engagement & business development activities with members and non-members alike.
• Positions AI-enabled and other technology innovation solutions as credible, responsible, and value-based investments, advising executive leadership on governance, strategy, and enterprise-level adoption to accelerate industry impact and sustained funding growth.
• Individually responsible for targeted sector-related business development opportunities.
• Drives value delivery and documentation in conjunction with sales team.
• Strengthens the staff through training and development to ensure a high performing team.
• Creates/develops opportunities for personal development for staff both in key technical areas as well as in their abilities to be more effective within client organizations.
• Works with SAE’s to identify strategies for maintaining and growing EPRI’s ARP with domestic utilities.
• Represents EPRI publicly to present important concepts (trade associations, utilities, regulators, legislators, etc.). Establishes and manages budgets to plan.

Education and Experience

• Bachelor’s degree required in technical discipline. Engineering degree preferred along with advanced degree.
• Minimum 15 years of senior management experience including 10 years of direct sales management/executive experience in the energy industry or related science/technology solution sales with at least 5 years leading a strategic or key account team.
• Demonstrable track record of sales success as an individual contributor and sales leader.
• Proven track record of strategic account management and sales best practices.
• Demonstrated track record of operating at the c-level including negotiations, business development and relationship management.
• Demonstrated depth of knowledge of the energy industry.
• Demonstrated knowledge of utility financial practices and rate making procedures/processes.
• Demonstrated depth of knowledge of all facets of utility operations from both a technical and business perspective.

Skills and Attributes

• Ability to multi-task and work under pressure.
• Ability to lead team development and motivate others.
• Strong problem solving and analytical skills.
• Exceptional interpersonal, oral and written communication skills. Expert presentation development and delivery skills.
• Deep familiarity with technology innovation trends, including AI, and their enterprise-level implications for utilities and the energy sector
• Strong PC skills including the full Microsoft Office Suite.
• Willing to travel approximately 50% of the time.

The salary range for this position is $215,000 USD to $245,000 USD annually.This salary range is an estimate, and the actual salary may vary based on various factors, including without limitation applicant's education, experience, skills, and abilities, as well as internal equity and alignment with market data. The salary may also be adjusted based on applicant's geographic location.This role is eligible to participate in EPRI’s annual incentive program. The amount of incentive varies and is subject to the terms and conditions of the plan.This role is eligible to participate in EPRI’s standard employee benefit programs, which currently include the following: medical, dental, vision, 401k, STD/LTD and paid family leave, life and accident insurance, paid time off (flexible vacation, sick leave, and holiday pay).EPRI participates in E-Verify, an online system operated jointly by the Department of Homeland Security and the Social Security Administration (SSA). EPRI uses the system to check the work status of new hires by comparing information from the employee's I-9 form against SSA and Department of Homeland Security databases.EPRI is an equal opportunity employer. EEO/AA/M/F/VETS/DisabledTogether . . . Shaping the Future of Energy.www.epri.com