Sr. Director - Underground Services Solutions

SUMMARY OF POSITION

The Senior Director – Underground Services Solutions is a strategic, commercially driven leader responsible for accelerating growth, profitability, and market leadership of Underground Services. This role leads the development, packaging, and go-to-market execution of differentiated service offerings by aligning customer needs with compelling, outcome-based value propositions. This leader combines strong sales orientation, technical depth, and business acumen to position Underground Services as a high-value partner. The role requires the ability to communicate service value in terms of reliability improvement, risk mitigation, regulatory compliance, lifecycle extension, and financial return. The Senior Director operates at both strategic and tactical levels — shaping long-term growth initiatives while also supporting day-to-day execution, coordination, and service excellence. Success requires close collaboration across Sales, Operations, Product, Engineering, and Corporate Development.

Responsibilities:

Growth Strategy & Market Development

• Develop and execute growth strategies to expand Underground Services with new and existing customers
• Identify market opportunities, emerging needs, and industry trends to shape service offerings
• Lead service-to-market strategies aligned with customer priorities and regulatory drivers
• Identify and translate customer needs into scalable, differentiated service solutions

Value Proposition & Solution Development

• Develop clear, data-supported value propositions tied to customer outcomes (ROI, risk reduction, reliability, compliance)
• Apply design-thinking principles to deeply understand customer challenges and develop tailored solutions

Customer Engagement & Sales Leadership

• Serve in a customer-facing, sales-oriented leadership capacity supporting revenue growth and profitability goals
• Travel regularly to customer sites alongside Business Development and, when necessary, independently
• Lead or support customer engagements from discovery through solution alignment and value articulation
• Engage customers at executive and operational levels to position and defend service value
• Partner with Sales on pursuit strategy, proposal development, and technical positioning
• Support complex sales cycles requiring both technical credibility and commercial acumen
• Contribute to negotiations where technical and value justification is required

Financial & Pricing Acumen

• Develop and guide pricing strategies aligned with value, market competitiveness, and profitability objectives
• Understand cost structures, margin drivers, and value-based pricing approaches
• Support business case development and financial modeling for new and existing service offerings

Innovation & Digital Solutions

• Champion digital and data-enabled service solutions; support integration of analytics/technology into delivery
• Collaborate with Product and Engineering teams to modernize and scale offerings

Operations & Service Excellence

• Coordinate closely with Operations and customers to ensure high-quality service delivery
• Align customer expectations with operational capabilities, support resolution of delivery challenges
• Drive continuous improvement in service quality, consistency, and customer satisfaction

Cross-Functional Collaboration & Enablement

• Work effectively across Sales, Operations, Engineering, and Product teams to enable growth and execution
• Develop and support training and enablement to strengthen commercial effectiveness
• Represent the company at industry events, trade groups, and customer forums

Qualifications:

Education & Experience

• Bachelor’s degree in Engineering, Business or related field (advanced degree preferred)
• 15+ years of experience in electric utility, telecom utility, or infrastructure services industries
• Demonstrated experience in technical sales and solution-based selling
• Experience applying design-thinking or customer-centric solution development methodologies
• Experience in product