Job Description Summary

We are looking for a Lead Solutions Architect – DERMS, who will join our Pre-Sales team, which is a client-centric, driven and results-oriented group focusing on enabling sales with strong understanding of the utility business perspective and driving the strategic growth by delivering exceptional end-to-end business and technical solutions to GridOS DERMS customers and partners.

Lead Solutions Architect – DERMS, works truly in a cross-functional capacity: working closely with our partners, US and Canada Account Managers, Commercial Operations team, Marketing and Communications team, and Product Management team.

Job Description

Who are you?

As the Lead Solution Architect on DERMS, you understand the utility challenges and opportunities at an operational and a regulatory level with the flexibility to undertake technical and functional analysis while focusing on client management and quality of services.

You can empathize with customers, convey the strategic value of deploying GridOS DERMS enterprise level software solutions and construct a powerful technical solution to meet customers’ needs. You provide timely feedback to Account Managers and Product Managers on client’s requirements.

What will our new Lead Solutions Architect on DERMS work on?

Pre-sales Engagements

• Identify and qualify new leads / opportunities and actively nurture relationships with existing and prospective client accounts

• Consult with customers and provide technical expertise and recommendations based on the required applications (e.g. provide GridOS DERMS product-line overview, conducting product demonstrations etc.)

• Understand and document the technical/process/policy/regulatory-related challenges customers face and identify appropriate and suitable use cases and GridOS DERMS Solution offerings addressing their challenges directly

• Articulate new customer requirements, existing trends, and issues to the Product Management team for analysis (e.g. user stories, capabilities, functional/non-functional requirements, roadmap etc.)

• Definition and assessment of value-added technology-enabled services leveraging GridOS DERMS Platform

Product Demonstrations/Proposals

• Work with Account Managers to meet customer needs and deliver proposals on time

• Work with Proposal Manager for RFP/RFQ/Government Programs by providing technical input

• Identify any proposal-related Product Development scope outside of the current roadmap and flag with Product Management team for analysis

• Work with Marketing Manager on marketing material by contributing with information towards the technical aspects of customer-facing marketing campaigns by monitoring competitive products, identifying use cases and channeling market response and feedback

• Support marketing activities by attending trade shows, conferences and other marketing events

• Develop and maintain a library of continuously updated “customer-ready” presentations at multiple technical levels for use during pre-sales engagements

• Internal knowledge transfer and communication of technical insights from the customer

• Provide feedback to US, Canada and International Account Managers, Product Management and Research and Development teams regarding customer feedback, product bugs and quality defects

Requirements

Here’s what you bring:

• The education. You hold a Bachelors or Masters degree in engineering or a related field with a focus on Power Systems.

• The experience. You have minimum 5+ years of strong utility industry knowledge with combination of technical sales and technical writing experience in the energy market.

• The work arrangement. Remote role based in the US, up to 25% travel required based on the business needs.

• The knowledge. You are highly familiar with emerging energy industry trends, regulations and implications on utility customers in the area of DER management, microgrids, distribution planning, SCADA and asset management. In addition, knowledge of Distributed Energy Resources (DERs), interconnection and interoperability standards such as IEEE 1547, and industry communication protocols including IEEE 2030.5 (SEP2), OpenADR, and related utility-to-DER integration technologies is highly desirable. Familiarity with DER aggregation, virtual power plants (VPPs), demand response programs, inverter-based resources, and DER integration use cases is considered a strong asset.

• Client management. You attract new clients and ex