We are seeking a highly motivated and experienced individual to fill a unique hybrid role combining Senior Product Management and Sales Engineering for our suite of utility-facing grid management software. This role requires a deep understanding of utility operations, grid modernization, and the software development lifecycle, coupled with exceptional communication and technical presentation skills. The successful candidate will be self-driven and able to build consensus and collaboration across technical and commercial teams. They will drive the product strategy and roadmap while simultaneously supporting the sales team as the primary technical expert, bridging the gap between customer needs, market opportunities, and product capabilities.
Key Responsibilities
I. Product Strategy & Management (Approx. 60%)
- Product Vision & Strategy: Define and champion the long-term vision, strategy, and roadmap for our grid management software products, particularly focused on fault detection, localization, and management functionality.
- Market & Customer Insight: Conduct in-depth market research, competitive analysis, and utility customer interviews (including Product Discovery sessions) to identify key pain points, emerging trends, existing tech stack and workflows for relevant utility teams, and new product opportunities.
- Requirements Definition: Working closely with our expert data science team, align strategic objectives and customer feedback with our unique technical capabilities to develop the high level architecture and identify clear, prioritized product requirements and use cases.
- Go-to-Market (GTM): Collaborate with marketing and sales to develop compelling product positioning, messaging, and launch strategies.
II. Sales Engineering & Technical Enablement (Approx. 40%)
- Technical Sales Support: Act as a Subject Matter Expert (along with our data science lead) in high-value sales cycles, leading technical presentations, product demonstrations, and in-depth Q&A sessions for utility executives and technical teams.
- Solution Design & Proof of Concepts (POCs): Collaborate with utility prospects to understand their unique operational and IT environment, helping to architect and scope utility-specific implementation plans and manage successful Proof of Concept (POC) deployments.
- RFP/RFI Management: Provide critical technical content and validation for responses to Requests for Proposals (RFPs) and Requests for Information (RFIs).
- Sales Enablement: Train and empower the broader sales team on new product features, technical differentiators, competitive landscapes, and effective demo techniques.
Feedback Loop: Systematically capture and communicate prospective and existing customer technical feedback and recurring sales objections back to the engineering and product teams to directly influence the roadmap.
Requirements
Qualifications
Required
- Domain Expertise: 3+ years of direct experience working for electric utilities or building solutions for this market, specializing in grid operations, distribution management, SCADA, ADMS (Advanced Distribution Management Systems), DERMS (Distributed Energy Resource Management Systems), or similar operational technology (OT) software.
- Communication: Exceptional verbal and written communication skills, with the ability to articulate complex technical concepts to both technical and executive audiences.
- Technical Fluency: A strong understanding of modern software architecture, cloud deployment models (SaaS/PaaS), and software and integration standards relevant to the utility sector.
- Experience: 5+ years of experience in product management, sales engineering, and/or solutions architecture for enterprise B2B software, with at least 2 years in a senior-level role.
- Education: Bachelor’s degree (or equivalent training and experience) in Engineering, Computer Science, or a related technical field.
- Location: Hybrid - able to work from Sense’s Cambridge, MA office several days per week to enable tight collaboration with technical leaders and executive stakeholders.
Preferred
- Prior experience and high achievement in a customer-facing technical role.
- MBA or a Master’s degree in a relevant technical field.
- Proven ability to manage products through an entire lifecycle, from ideation to end-of-life.
- Experience using AI to streamline the day to day work of product management, market insight, and technical sales enablement.
Compensation: 170k to 185K
Benefits
- Health Care Plan (Medical, Dental & Vision)
- Retirement Plan (401k, IRA)
- Life Insurance (Basic, Voluntary & AD&D)
- Paid Time Off (Vacation, Sick & Public Holidays)
- Family Leave (Maternity, Paternity)
- Short Term & Long Term Disability
- Training & Development
- Work From Home
- Free Food & Snacks
- Wellness Resources
- Stock Option Plan
