This position reports to the Utility Manager of Business Development and Sales and has significant contact with prospects and NISC Members in the Cooperative, Municipal and Public Power markets. This position is responsible for prospecting, developing and closing new sales opportunities, and creating and managing prospect relationships. This position relies heavily on strategic selling and consulting of multiple opportunities, as aligned with NISC’s mission and value statements and relative market approach.
Manage the NISC sales lifecycle for all assigned prospects.
Develop and maintain strong, professional relationships with all prospects and Members.
Develop a pipeline and sales strategy for your territory aligned with NISC’s strategic growth.
Maintain accurate records of all pricing, sales and activity reports.
Report the status of sales and potential sales to management as appropriate.
Utilize Miller Heiman Strategic Selling principles to manage complex sales strategies.
Maintain an up-to-date knowledge of all NISC solutions and services.
Maintain an up-to-date knowledge of NISC competition and relative SWOT analysis.
Attend conferences and trade shows as part of the marketing plan to promote NISC’s solutions to prospective Members.
Manage and lead software demonstrations by providing a needs assessment and strategic approach for the Demonstration team based on prospect needs.
Work cohesively with Sales Operations, Demonstration, Product and Management to qualify and strategically approach all opportunities.,
Desired Job Experience:
8+ years of Utility enterprise software sales experience.
Exceptional customer relationship management and project management skills.
Experience managing the sales process through Salesforce.com.
Ability to establish credibility with users at all management levels (from senior levels to end-users) within all prospect departments.
Ability to sell based on value propositions and develop creative approaches and business case-based solutions to win deals.
Mastery of all Utility departmental software needs and the value of enterprise integration.
Advanced experience with organizing, evaluating and responding to RFIs, RFQs and RFPs, working with Sales Operations and Product teams.
Ability to continually communicate and manage prospect expectations throughout the sales lifecycle.
Superior verbal and written interpersonal / communication and presentation skills.
Ability to manage challenging and difficult situations in a professional and effective manner.
Ability to effectively lead, influence, teach and mentor others.
Ability to interact positively with internal/external teams, as well as work independently.
Ability to travel as often as necessary to meet the goals and objectives of the position.
Commitment to NISC’s Statement of Shared Values.
Public Power utility enterprise sales experience a plus.
Bachelors Degree in a business-related field or equivalent experience.
Completion of Miller Heiman Strategic Selling or similar sales process methodology.
Minimum Physical Requirements:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Employees must be able to see, speak, and hear, to operate computer keyboards or office equipment, and are required to stand, walk, and sit.
Telecommuting is allowed.
National Information Solutions Cooperative (NISC) is an information technology company that develops and supports software and hardware solutions for our Member-Owners who are primarily utility cooperatives and telecommunications companies across the nation. NISC is an industry leader providing advanced, integrated IT solutions for consumer and subscriber billing, accounting, engineering & operations, as well as many other leading-edge IT solutions.
At NISC, our focus is service excellence and innovative information technology solutions that enable our Member-Owners to excel in customer service, maximize diversification opportunities, and compete effectively in the changing utility and telecommunications industries..
Today, more than 20 million consumers in all 50 states, American Samoa, Palau, and Canada receive utility or telecommunications services from companies utilizing our advanced information technology systems. As a cooperative, NISC is owned by the users of our systems, our Member-Owners, providing an unparalleled working relationship and inside understanding on industry operations, changes and requirements. Our full complement of software and hardware solutions are... highlighted by innovations such as:
Internet bill payment and presentation
Graphical and mobile mapping systems
Activity costing systems
Energy deregulated billing
Telecommunications switch provisioning and many others
NISC and its subsidiaries employ more than 1,200 individuals in four cities (Lake Saint Louis, Mo., Mandan, N.D., Shawano, Wis. and Cedar Rapids, Iowa). Our staff represents a blend of seasoned professionals with in-depth knowledge of the telecommunications, energy and other utility industries along with talented technical engineers skilled in the most effective software development and delivery techniques. We are dedicated to providing quality service to our Members/Customers through unlimited phone support, online user documentation and knowledge bases, hands-on learning opportunities and site visits.