{"id":3541564,"url":"https://alion.io/job/dnv-technical-sales","title":"Technical Sales, SaaS & Utilities","company":{"id":1755554,"name":"DNV","domain":"dnv.com","url":"https://alion.io/company/dnv-com","size_band":"1001-5000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Oracle","truth_index":{"grade":"A","score":85,"open_postings":39,"ghost_share":0,"stale_share":0.615,"repost_share":0,"time_to_fill_p50_days":33,"computed_at":"2026-11-05T05:54:30Z"}},"role":"Sales","role_family":"Sales","seniority":"senior","employment_type":null,"work_mode":"hybrid","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Middletown, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":{"min":115000,"max":165000,"currency":"USD","period":"year","gross":null,"usd_annual":165000},"salary_estimate":null,"experience_years_min":7,"visa_sponsorship":true,"relocation_package":false,"has_equity":false,"technologies":[],"status":"live","first_seen_at":"2026-10-30T18:56:59Z","employer_posted_date":"2026-11-03","last_verified_at":"2026-11-05T16:17:10Z","board_verified":true,"closed_at":null,"days_open":5,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":5},"description":"DNV is seeking aTechnical Sales, SaaS & Utilities hire. This role would be serving Energy System North America’s Digital Solutions team.\nThis 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 a DNV office or client location/site. Further details regarding role-specific requirements will be shared during the interview process.\nThe position may also be considered at other DNV offices within the continental U.S.\nWhat You’ll Do\nTechnical Sales, SaaS & Utilities 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.\nThe successful candidate will bridge the gap between complex software capabilities and business value, managing the fullSaaS 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 DNV’s broader commercial and technical organization.\nDNV's 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.\nLeadership\nServe as the commercial owner for new-logo acquisition and new-business revenue across an assigned North American territory.\nLead account and pursuit strategies that connect utility needs, market timing, solution fit, buying readiness, competitive position, and DNV’s ability to win.\nLead cross-functional pursuit teams that may include Technical Advisors, subject-matter experts, Product, Delivery, proposal resources, leadership, Key Account Managers, and other commercial partners.\nEstablish a clear win strategy, ownership model, decision path, and set of next actions for each qualified opportunity.\nEngage DNV utility relationship owners and the broader commercial organization in coordinated prospecting, account development, and pursuit execution.\nEnsure a coordinated transition to Delivery and Customer Success following contract execution.\nExecution\nProspect consistently and create relationships with executive, business, operational, information technology, procurement, and technical stakeholders.\nDevelop qualified pipeline through targeted outreach, executive engagement, industry relationships, events, partner activity, referrals, and coordinated work with DNV Key Account Managers.\nResearch target accounts, bring a relevant point of view, diagnose priority workflows, and quantify a credible business case for change.\nQualify opportunities based on the business problem, buyer, value, urgency, budget, procurement path, competition, decision criteria, and next steps.\nLead complex opportunities through discovery, technical evaluation, cybersecurity and legal review, procurement, competitive solicitation, negotiation, contracting, and close.\nDevelop tailored value propositions, presentations, demonstrations, proposals, and business-case justifications.\nBuild mutual action plans that make customer and DNV commitments, milestones, dependencies, and decision timing explicit.\nCoordinate DNV responses to requests for proposals, competitive solicitations, and other formal buying processes.\nDeliverables\nDevelop and maintain a focused territory plan and prioritized target-account list.\nProduce qualified new-business pipeline supported by documented customer needs, value, stakeholders, buying processes, budget evidence, and agreed next actions.\nMaintain current, evidence-based opportunity and revenue forecasts.\nMaintain complete opportunity records in designated customer relationship management and sales-planning tools, including stage, value, timing, decision process, stakeholders, competition, risks, and next actions.\nProvide concise monthly, quarterly, and annual reporting on pipeline, forecast, new-business revenue, account activity, and forecast confidence.\nDevelop account research, opportunity strategies, stakeholder maps, value propositions, business cases, proposals, and mutual action plans.\nCreate a documented transition plan for Delivery and Customer Success following contract execution.\nTechnical\nDevelop strong working knowledge of eTRACK+ and relevant Platform Services capabilities.\nBuild credibility in the North American utility environment, including energy efficiency, demand-side management, distributed energy resources, and distributed generation interconnection.\nUnderstand utility operational and customer workflows, including applications, data and document management, business rules, approvals, integrations, reporting, portals, and system-of-record requirements.\nTranslate prospect business and operational challenges into actionable platform, workflow, integration, reporting, and service requirements.\nNavigate utility cybersecurity, data, integration, legal, contracting, and procurement requirements with the appropriate DNV specialists.\nBring prospect, competitor, and market insights to Product, Marketing, and commercial teams to strengthen positioning and future offerings. \nFunctional\nAchieve assigned new-business revenue goals by converting strategically selected target accounts into new recurring-revenue customers.\nBuild a healthy territory pipeline through consistent prospecting, rigorous qualification, and disciplined opportunity progression.\nAdvance opportunities by establishing clear buyer needs, measurable value, stakeholder alignment, decision processes, and next actions.\nApply consultative and value-based selling methods to move prospect conversations from product features to business outcomes and investment decisions.\nMaintain accurate pipeline and forecast information that supports leadership, delivery, and resource planning.\nPosition DNV effectively against competitive alternatives and communicate a clear, differentiated reason to act.\nEnsure customers experience a coordinated transition from the sales process into implementation and Customer Success.\n Generous paid time off (vacation, sick days, company holidays, personal days)\nMultiple Medical and Dental benefit plans to choose from, Vision benefits\nSpending accounts - FSA, Dependent Care, Commuter Benefits, company-seeded HSA\nEmployer-paid, therapist-led, virtual care services \n401(k) with company match\nCompany provided life insurance, short-term, and long-term disability benefits\nEducation reimbursement program\nFlexible work schedule with hybrid opportunities\nCharitable Matched Giving and Volunteer Rewards through our Impact Program\nVolunteer time off (VTO) paid by the company\nCareer advancement opportunities \n**Benefits vary based on position, tenure, location, and employee election**\nDNV 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 $115,000-$165,000.”\nDNV 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 disability. US 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.\nFor more information\nhttps://www.eeoc.gov/know-your-rights-workplace-discrimination-illegal\n About you\nYou 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.\nYou 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.\nYou 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.\nWhat Is Required\n7+ years of recent business-to-business sales experience, including enterprise software, technology, data solutions, or complex professional services.\nDemonstrated experience driving revenue growth through the sale of complex SaaS and software solutions to highly technical buyers and stakeholders.\nDemonstrated success prospecting, developing, and closing new enterprise customers against an assigned quota or revenue target.\nExperience owning a complex sales cycle from initial engagement through discovery, evaluation, proposal, procurement, negotiation, and close.\nAbility to independently build and manage pipeline, qualify opportunities rigorously, and forecast accurately.\nWorking knowledge of the North American utility market or a closely related energy market.\nConsultative and value-based selling capability, including business-case development and executive-level communication.\nAbility to engage executive, business, operational, technical, information technology, procurement, and legal stakeholders.\nStrong networking, negotiation, presentation, listening, written communication, and follow-through skills.\nAbility to lead cross-functional pursuit teams without direct authority and operate effectively in a matrixed organization.\nStrong commercial judgment, organization, preparation, documentation, and accountability.\nComfort using customer relationship management and sales-planning tools to maintain opportunity, pipeline, and forecast discipline.\nWillingness and ability to travel approximately 50% of the time for customer meetings, industry events, and internal sales activities.\nValid driver’s license and the ability to rent and drive a car and travel on public conveyances when required.\nAbility to transport personal luggage during multi-day business travel and work for extended periods at a computer.\nStrong written and verbal English communication skills.\nWe conduct pre-employment drug and background screening \nWhat Is Preferred\nExperience selling enterprise software as a service into investor-owned utilities, municipal utilities, public-power organizations, cooperatives, program administrators, or government energy organizations.\nKnowledge of energy efficiency, demand-side management, distributed energy resources, or distributed generation interconnection.\nExperience with utility procurement, cybersecurity review, competitive solicitations, legal negotiation, and contrac...","description_format":"text","description_chars":12856,"description_truncated":true,"requirements":{"experience_years_min":7,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":{"level":"bachelor","optional":true},"security_clearance":false,"languages":[{"language":"English","level":"Upper-Intermediate 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