Strategic Customer Lead

Background

Smarter Grid Solutions (SGS) is a pioneering software technology and grid consultancy company working at the intersection of clean energy, advanced digital technology, and power systems. We are a team of electrical engineers, software developers, analytics & consulting experts and much more, working on the transformation of tomorrow's electric grid – to become cleaner, more efficient, and more sustainable.  Our customers include SP Energy Networks, Scottish & Southern Electricity Networks, National Grid Electricity Distribution, UK Power Networks, Northern Powergrid, E.ON, and Avangrid.

SGS is seeking to recruit a Strategic Customer Lead to join our Go-to-Market team, working with new and existing customers to maximise the use of, and value for customers from, the use of our digital energy software products and consultancy services. The exciting role will work closely with customers in a pre-sales and account management capacity. The role will report to the Executive Vice President: Consultancy and UK Sales.

Overview of the Role

The Strategic Customer Lead will maintain and expand Smarter Grid Solutions' position as a leader in digital grid and DERMS solutions, value-adding grid consultancy services, and the go-to partner for smart-grid initiatives. They will be responsible for pre-sales, account management, and delivering strategic initiatives with DNOs / DSOs.  Building relationships with key stakeholders within our customers and with a 'trusted advisor' approach, the role will identify opportunities for customers to benefit from our technology and consultancy services, supporting them in achieving value from their systems. The role will work to launch new offerings, use cases and propositions to existing customers and to secure new DNO / DSO clients.

Internally, the Strategic Customer Lead will own customer account plans and work closely with Product Management, Operations, and Consultancy teams.  The role will be responsible for informing these internal teams of customer priorities and requirements, support the development of new propositions, and provide voice-of-the-customer insights for the Product Management team.
The role will be a hybrid arrangement, based out of the SGS Glasgow office.  For the right candidate, a remote home-based arrangement will be considered. The role will require occasional travel to customer sites and events.

Candidate Profile

The successful candidate will have experience and understanding of the electrical power system and the challenges faced by GB DNOs as they play their full role in facilitating the transition to a net zero energy system. The successful candidate will understand the DNO/DSO opportunities introduced through the energy transition, the value case for digitalisation, and the new tools and processes required to enable these new digital functions.  They will be highly familiar with some or all of the following:

• GB DNOs and key stakeholders within the organisations,
• the technologies used by GB DNOs across ADMS, DERMS/ANM, OT Environments and Grid-Edge solutions,
• the regulatory and policy arrangements within which GB DNOs operate,
• the networks innovation environment, and
• the network connection environment for DER Developers. 

The successful candidate can come from a technical, regulatory/policy, or commercial background. They will be able to empathise with different distribution utility stakeholders and create imaginative propositions to help address their challenges.  For those from a technical background, familiarity with commercial and sales best-practice is important.  They will be an excellent communicator and initiative taker who achieves high quality outcomes from their own work.

Responsibilities

• Leading pre-sales activities with new and existing DNO/DSO customers
• Leading the development of propositions, presentations, and customer proposals
• Leading the introduction of new propositions and offerings into customers
• Leading engagements with existing customers to ensure customer success from existing projects
• Owning and maintaining customer account plans and sales pipelines
• Delivery of go-to-market strategy
• Working closely with DNO/DSOs to understand their needs and providing voice-of-customer insights to the Product Management function
• Participating in the preparation of marketing content, magazine articles and conference papers in collaboration with colleagues
• Collaborating with the Consultancy team to identify and introduce new service opportunities for DNO/.DSOs
• Liaising with the Product Management function to define and prioritize market requirements
• Collaborating with the Consultancy team identify and develop innovation concepts, being instrumental in developing funding applications with partners and DNO/DSOs
• Representing SGS at industry events and relevant working groups

Essential Skills & Experience

• Degree qualified in a relevant subject (electrical engineering, business management, sustainability etc.), or equivalent industry experience.
• Good working knowledge and experience of DNO/DSOs and the GB Electricity System.
• At least 5 years' experience working within the power sector.
• Strong understanding of recent developments and demonstrations of smart, flexible grid technologies, DNO/DSO operating models and the GB regulatory context of electricity transmission and distribution.
• Excellent report writing and presentation skills.

Desirable Skills & Experience
(In your cover letter, please set out which of the desirable skills you want to be assessed against)

• Detailed understanding of digital solutions implemented by DNO/DSOs, including DERMS, ADMS and Grid-Edge Control.
• Delivery of consultancy advisory, innovation projects or power systems analysis services to DNO/DSOs, including understanding of DNO planning tools, network design process and principles.
• Experience with Multi-DNO/DSO engagement through industry forums or working groups
• Experience supporting the DER development lifecycle process and standards, particularly the connection application process and emerging, innovative solutions.
• Experience in delivery of sales activities, use of CRM toolsets, and account management best-practice
• Experience of DSO or NESO flexibility services (either as a buyer or seller)
• Understanding of emerging industry trends such as the DSO transition, grid flexibility services, net zero carbon developments and the Open Networks initiative.

Benefits

• 33 days holiday
• 5% matched Employer pension scheme
• Opportunity to participate in the Company's Profit-Sharing Incentive Bonus scheme, up to a maximum of 12% of base salary
• Private Medical Insurance through Vitality
• Life Cover (3x)
• Cyclescheme
• EV Scheme

Smarter Grid Solutions is proud to be an Equal Opportunities Employer. We are committed to working in an environment that is free from all types of discrimination, is inclusive and empowers our people to bring their whole self to work and reach their full potential. At Smarter Grid Solutions, we recognise that we can grow and thrive with a diverse team of people. We hire great people from a variety of backgrounds not just because it is the right thing to do, but because it makes our Company stronger.

We are committed to providing reasonable support or adjustments during our recruitment process. If you need support, please reach out to

Should your application be successful, we will conduct relevant employment checks before you join us too.

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