IP Assets, Senior Technical Sales Manager, JR871

Team: Sales, IP Assets, Energy and Sustainability (Division)

Location: Remote (Poland)

Commitment: Consultant

Workplace Type: remote

REQUIREMENTS

• 8+ years in technical or solution sales, business development, or commercial roles in the power or energy sector
• Strong knowledge of the European power industry and markets: TSO/DSO structures, regulated asset base (RAB) and incentive regulation, ENTSO-E, and the drivers of grid investment
• Track record of closing non-standard deals with long sales cycles
• Technical fluency in grid operations, asset management, or resilience and reliability topics (e.g. SAIDI/SAIFI, N-1 security) 
• Fluent English and fluent Spanish or Italian
• Willingness to travel across Europe for business trips (approximately 30-40% of the time) and the right to work in the EU
• Build a qualified pipeline in the target markets
• Win initial anchor accounts and framework positions
• Meet agreed bookings targets and maintain CRM discipline

NICE TO HAVE

Additional European languages, such as German, French, Portuguese, Polish, or Dutch
Experience with public tenders and framework agreements
Engineering degree (electrical or energy), or an MBA
Existing relationships with European utilities or system operators
Experience with digital grid solutions, such as monitoring, analytics, or outage management systems

COMPETENCIES

• Consultative, credible selling to engineers and executives alike
• Commercial and negotiation skills
• Strategic account planning
• Cross-cultural communication across European markets
• Self-driven, with sound judgment under ambiguity

RESPONSIBILITIES

Own the pipeline from lead to close for TSOs, DSOs, utilities, regulators, and large industrial or infrastructure operators
Build account strategy and relationships with senior technical and executive buyers, such as grid operations, asset management, and regulatory and procurement leads
Translate customer risks (extreme weather, ageing assets, cyber-physical threats, hybrid warfare, open warfare, renewable integration) into technical and commercial proposals
Lead complex bids:
- Work with engineering and delivery teams to scope solutions, price them, and manage risk
- Track regulatory and market developments (e.g. NIS2, the EU Grid Action Plan, national resilience and incentive frameworks) and turn them into sales opportunities
- Represent the company at industry events, associations, and customer workshops
- Report on forecasts, pipeline health, and competitor activity