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Eaton

Digital Solutions Sales Specialist - Northeast

Hanover, MD$143,250 – $252,120Posted 11 days ago

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Eaton's ES AMER NAS division is currently seeking a Digital Solutions Sales Specialist - Northeast. This is a home-based position and candidates must reside within the east coast of the United States to be considered.

What you'll do:

Position Overview:
Eaton's North American Sales Division is seeking a Digital Solutions Sales Specialist to create and grow opportunities for our digital solutions portfolio with electric utilities across the northeast United States. Eaton helps utilities modernize grid operations, improve reliability and resilience, integrate distributed energy resources, and realize greater value from software, data, automation, analytics and connected technologies. In this role, you will work with investor-owned utilities, electric cooperatives, municipalities and public power organizations. We are looking first and foremost for a business developer who enjoys opening doors, starting conversations, building new relationships and turning unfamiliar customer needs into qualified opportunities. The successful candidate will understand the utility or energy market, demonstrate curiosity about technology and feel comfortable engaging customers before a specific solution, budget or buying path has been established. This role is well suited to a consultative seller who thrives in complex environments and can bring together commercial and technical resources to solve important customer challenges. The role may support customer needs involving utility software and digital platforms, grid modernization, automation, SCADA, ADMS, DERMS, AMI, distributed energy resources, grid-edge technologies, analytics, asset performance and IT/OT integration.

In this function you will:

• Build and execute territory and account plans to create opportunities and expand Eaton's utility presence
• Prospect, open new accounts, and build relationships across executive, business, engineering, IT and operations teams
• Identify customer needs and opportunities in grid modernization, automation, reliability, resilience, DERs and digital transformation
• Develop opportunities for utility software, automation, analytics, digital services and emerging technologies
• Collaborate with Eaton sales, partners, architects, engineers and product teams to develop outcome-focused solutions
• Translate customer challenges into requirements, value propositions and solution concepts
• Lead complex sales cycles from discovery through proposals, RFPs, negotiations and follow-up
• Maintain accurate CRM pipelines, account plans, opportunities, priorities and forecasts
• Share customer, competitor and market insights with product and go-to-market teams

Qualifications:

Required (Basic) Qualifications:

• Bachelor's degree from an accredited institution
• Minimum seven (7) years of experience in business development, consultative sales, account development, strategic account management, solution selling, application engineering or other technical customer-facing roles
• Possess a valid driver's license
• No relocation benefit is offered for this position. Active-Duty Military Service member candidates are exempt from the geographical area limitation.

Preferred Qualifications:

• Bachelor's degree in Engineering, Applied Science, Business, Marketing, Information Technology or a related technical or commercial field from an accredited institution
• Experience working in the utility, energy, electrical, industrial technology, automation, software or a related market
• Experience selling technology, software, automation, analytics, digital services, consulting services or other complex solutions
• Experience developing opportunities across multiple customer groups, including executive leadership, operations, engineering, IT, operational technology, finance and procurement
• Experience working with solution architects, application engineers, technical consultants, or product teams to shape customer solutions and support presentations, demonstrations, proposals or RFP responses
• Familiarity with one or more utility technology areas, such as SCADA, ADMS, DERMS, AMI, distributed energy resources, utility analytics, grid-edge technologies, asset management or demand response

Skills:

Position Success Criteria:

• Possess excellent communication skills
• Must be authorized to work in the United States without company sponsorship now or in the future
• Demonstrated experience prospecting, building a qualified pipeline, and developing opportunities with new or underpenetrated customers
• Demonstrated ability to engage customers, identify needs, and advance opportunities through complex sales processes
• Understanding of the electric utility industry, including utility operations, organizational structures, buying processes, operational challenges and modernization priorities
• Demonstrated ability to manage long sales cycles, prioritize a territory, and independently coordinate multiple opportunities and stakeholders
• A hunter mindset and genuine interest in creating new customer relationships
• Confidence engaging unfamiliar accounts and initiating conversations with new stakeholders
• Consultative selling skills and the ability to ask thoughtful questions, listen carefully and identify underlying customer needs
• Comfort navigating ambiguity and shaping opportunities that do not yet have defined requirements, budgets or buying paths
• Personal accountability, strong business judgment, and the ability to influence commercial and technical teams without direct authority
• Ability to travel up to 50%

All positions may require participation in video and in-person interviews as part of the hiring process. All candidates will be evaluated based on job-related competencies, and all candidates' privacy rights and data security will be protected in accordance with applicable laws.

The compensation range for this full-time position includes base pay and target sales performance incentive. This position has a target total compensation range of $143,250 - $252,120.

Base salaries are based upon candidate skills, experience, and qualifications, as well as market and business considerations.

We are committed to ensuring equal employment opportunities for all job applicants and employees. Employment decisions are based upon job-related reasons regardless of an applicant's race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, marital status, genetic information, protected veteran status, or any other status protected by law.

Eaton believes in second chance employment. Qualified applicants with arrest or conviction history will be considered regardless of their arrest or conviction history, consistent with the Los Angeles County Fair Chance Ordinance, the California Fair Chance Act and other local laws.

You do not need to disclose your conviction history or participate in a background check until a conditional job offer is made to you. After making a conditional offer and running a background check, if Eaton is concerned about conviction that is directly related to the job, you will be given the chance to explain the circumstances surrounding the conviction, provide mitigating evidence, or challenge the accuracy of the background report.

To request a disability-related reasonable accommodation to assist you in your job search, application, or interview process, please call us at 1-800-836-6345 to discuss your specific need. Only accommodation requests will be accepted by this phone number.

We know that good benefit programs are important to employees and their families. Eaton provides various Health and Welfare benefits as well as Retirement benefits, and several programs that provide for paid and unpaid time away from work. Click here for more detail: Eaton Benefits Overview. Please note that specific programs and options available to an employee may depend on eligibility factors such as geographic location, date of hire, and the applicability of collective bargaining agreements.

About Eaton

Eaton is an intelligent power management company dedicated to improving the quality of life and protecting the environment for people everywhere.

Size: 10,000+ employees
Industry: Engineering

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