Technical Sales

DNV is seeking a Technical Sales role would be serving Energy System North Americas 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 aDNV 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 Youll Do

Technical Sales/Account Executive 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 DNVs broader commercial and technical organization.

DNVs 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 DNVs 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.

• Generous paid time off (vacation sick days company holidays personal days)
• Multiple Medical and Dental benefit plans to choose from Vision benefits
• Spending accounts FSA Dependent Care Commuter Benefits company-seeded HSA
• Employer-paid therapist-led virtual care services
• 401(k) with company match
• Company provided life insurance short-term and long-term disability benefits
• Education reimbursement program
• Flexible work schedule with hybrid opportunities
• Charitable Matched Giving and Volunteer Rewards through our Impact Program
• Volunteer time off (VTO) paid by the company
• Career advancement opportunities

**Benefits vary based on position tenure location and employee election**

DNV provides a reasonable range of compensation for this role. The actual compensation is influenced by a wide array of factors including but not limited to skill set level of experience and specific location. For the states of California Connecticut Illinois Maine Massachusetts New Jersey New York Virginia and Washington only the starting pay range for this role is $115000-$165000.

DNV is a proud equal opportunity employer committed to building an inclusive and diverse workforce. All employment is decided on the basis of qualifications merit or business need without regard to race color religion age sex sexual orientation gender identity national origin disability or protected veteran status. DNV is committed to ensuring equal employment opportunity including providing reasonable accommodations to individuals with a applicants with a physical or mental disability who require a reasonable accommodation for any part of the application or hiring process may contact the North America Recruitment Department (). Information received relating to accommodation will be addressed confidentially.

For more information

you

You are a commercially accountable new-business seller who is energized by creating conversations opening doors and winning new customers. You are results-oriented comfortable owning revenue and forecast outcomes and able to work with urgency while maintaining sound judgment and integrity.

You are curious and consultative with the ability to research a prospect identify meaningful business and operational challenges and bring a relevant point of view. You communicate credibly with executives and technical stakeholders and can translate complex requirements into clear value propositions and commercial paths.

You are self-directed resilient and disciplined in prospecting preparation customer engagement customer relationship management and follow-through. You work effectively across a matrixed organization mobilize the right contributors clarify ownership and lead complex pursuits without direct authority.

What Is Required

• 7 years of recent business-to-business sales experience including enterprise software technology data solutions or complex professional services.
• Demonstrated experience driving revenue growth through the sale of complex SaaS and software solutions to highly technical buyers and stakeholders.
• Demonstrated success prospecting developing and closing new enterprise customers against an assigned quota or revenue target.
• Experience owning a complex sales cycle from initial engagement through discovery evaluation proposal procurement negotiation and close.
• Ability to independently build and manage pipeline qualify opportunities rigorously and forecast accurately.
• Working knowledge of the North American utility market or a closely related energy market.
• Consultative and value-based selling capability including business-case development and executive-level communication.
• Ability to engage executive business operational technical information technology procurement and legal stakeholders.
• Strong networking negotiation presentation listening written communication and follow-through skills.
• Ability to lead cross-functional pursuit teams without direct authority and operate effectively in a matrixed organization.
• Strong commercial judgment organization preparation documentation and accountability.
• Comfort using customer relationship management and sales-planning tools to maintain opportunity pipeline and forecast discipline.
• Willingness and ability to travel approximately 50% of the time for customer meetings industry events and internal sales activities.
• Valid drivers license and the ability to rent and drive a car and travel on public conveyances when required.
• Ability to transport personal luggage during multi-day business travel and work for extended periods at a computer.
• Strong written and verbal English communication skills.
• We conduct pre-employment drug and background screening

What Is Preferred

• Experience selling enterprise software as a service into investor-owned utilities municipal utilities public-power organizations cooperatives program administrators or government energy organizations.
• Knowledge of energy efficiency demand-side management distributed energy resources or distributed generation interconnection.
• Experience with utility procurement cybersecurity review competitive solicitations legal negotiation and contracting.
• Existing relationships across North American utilities or the energy-software ecosystem.
• Experience selling workflow program-management customer relationship management tracking reporting portal or integration solutions.
• Formal training in strategic consultative or value-based selling.
• Experience using customer relationship management and commercial-planning tools to manage accounts opportunities pipeline and forecasts.
• Experience using AI-enabled tools responsibly to support account research prospect insights outreach preparation opportunity strategy forecasting or commercial productivity.
• Bachelors degree in business engineering energy information systems or a related field or equivalent relevant experience.

*Immigration-related employment benefits for example visa sponsorship are not available for this position*