Account Executive - EnCompass

Join the Market Leader in Electric Power Data and Analytics Solutions

The electrical grid is the largest and most complicated machine ever built. Yes Energy’s industry-leading electric power trading analytics software provides real-time visibility into the massive amount of data generated by the North American electrical grid daily. Our unique and innovative view of the data informs real-time trading decisions and mid-to-long-term investment decisions that keep utility prices low, support the energy transition, and keep the grid running. It’s both challenging work and work with a purpose.

Be a part of our successful, growing business during international transformation.

Position Summary

As an Account Executive, you will bring in new account revenue. You will be part of the team that identifies prospective customers, understands their strategic requirements, and maps them to Yes Energy’s industry-leading solutions, focusing on EnCompass Asset Optimization and Price Forecasting Software. You will manage a territory and develop and execute a strategy to drive and close new business in your territory and/or a Product Group. Yes Energy has best-in-class data, software, and analytics offerings that serve customers in the rapidly growing North American power market. This role is critical to Yes Energy’s strategic plan to expand our existing and new offerings to our existing market segments and to emerging sectors that we are well positioned to serve.

Position Details:

• Salary Range: $130,000 - $150,000 Annually plus commission; OTE: Up to $180,000 depending on experience
• Full-Time
• Location: Remote
• Reports to the Sr. Vice President
• Travel requirements: Up to 50% of the time throughout the territory as needed.

Primary Responsibilities:

• A “service first” mentality that puts the prospect and their needs at the core of their work.
• Ability to engage in a consultative selling process that overcomes objections and differences by aligning prospects’ needs with Yes Energy’s solutions
• Comfortable selling and negotiating at the executive level
• Ability to work independently, communicate proactively, manage multiple projects, and prioritize daily tasks while managing critical deadlines
• Work well in a team environment
• Comfortable with rapid growth
• Impeccable oral and verbal communication and presentation skills
• Frequent travel (up to 50%) throughout the territory as needed
• Advanced understanding of prospects’ business, skilled at describing solutions and respectfully challenging their thinking
• Ability to understand and discover complex client requirements and to clearly articulate the company’s offerings to develop solutions to meet those requirements.
• Expert knowledge/usage of Salesforce.com
• Strong desire and willingness to learn

Minimum Qualifications

• Minimum of 4 years of experience in a new business sales role.
• Minimum of 2 years of experience in a sales role calling on market participants about Asset Optimization in CAISO/ERCOT/ISO-NE/MISO/NYISO/PJM/SPP.
• Minimum of 2 years of experience working in the Power Energy Industry, calling on Executive and C-Level.
• Successful history of over-quota sales achievements and B2B negotiations, including formulating deal structures.

Ideal Candidate Requirements

• Target salespeople who work for ETRM (energy trading risk management) companies and/or are working for software companies that sell modeling platforms for trading and/or bid-to-bill software companies.
• Utilize a solution-selling approach to effectively and efficiently guide prospects through the “Buyer’s Journey” process.
• Consultative sales experience targeting relevant companies/businesses to help them think differently about their needs.
• Understand the segments Yes Energy serves and how we help customers in those segments become more successful.
• Have and maintain a deep working knowledge of Yes Energy’s solutions and how they align with prospects' needs
• Know the competitive landscape and how Yes Energy’s products are differentiated from those of our competitors.
• Partner with technical sales, marketing, and support resources to move prospects through their buying journey
• Prepare and maintain territory and account plans to meet sales goals.
• Proven presentation, prospecting, and territory management skills
• Schedule, plan, and facilitate onsite and remote discovery, presentation, demonstration, and training meetings
• Use Salesforce and 1:1 meetings to provide feedback and recommendations on pipeline health, risk, and progress to management
• Stay updated on industry news and trends, and how they affect the energy trading markets
• Accurately forecast opportunities based on realistic assessments

At Yes Energy, we value connecting directly with candidates. We kindly ask that third-party recruiters and agencies not submit resumes, as we are not open to external recruiting partnerships.

ABOUT YES ENERGY

Overview

Yes Energy delivers real-time market data and electric power trading decision solutions. Over 1,000 market participants use Yes Energy solutions daily. The business is a leader in all aspects of information content collection and management, developing and delivering data and market analytics solutions. Since its inception in 2008, Yes Energy has become a trusted and respected supplier of innovative and reliable solutions focused on the needs of power market analysts, traders, and trade managers. Yes Energy has a team of over 350 amazing professionals in Boulder, CO (HQ); Boston, MA; Chicago, IL; Glendora, CA; Richmond, VA; London, United Kingdom; Auckland, New Zealand, Tokyo, Japan; and Bucharest, Romania.

Culture

Yes Energy has been named one of the Best Places to Work in Colorado, and we have the culture to prove it. At Yes Energy, we care about saying “Yes” to customers. We like to listen, learn, and develop our solutions in line with their needs. We think about customers as business partners, and when we help them be more successful … we are more successful, too.

Around the office, our culture is driven by some pretty fundamental values that we’re proud of:

• We love innovation and solving tough challenges;
• We are “high standards people” who combine passion and pride with hard work and rewards of all kinds-- in an ethic that is consistent across the company;
• We’re team-focused with a flat hierarchy-- we work in small teams on well-defined projects that directly impact the success of the business;
• We play to the strengths and experience of each person while each of us also works along a continuum of roles adjacent to our focus area. This presents the challenge of maintaining a broad set of skills as well as an opportunity to learn and contribute in many ways;
• We are constantly growing. Professional development happens every day and every year.

Compensation and Benefits

We offer highly competitive salaries and real bonuses that are achievable and that you can impact. Our benefits package is also very competitive, including medical insurance, a 401 (k) Plan with matching, flexible vacation, and flexible work schedules. Yes Energy encourages and funds investment in both formal and informal professional development.

At Yes Energy, we are dedicated to building a diverse, inclusive, and authentic workplace. If you’re excited about this role but your experience doesn’t perfectly align with every qualification in the job description, we encourage you to apply anyway. You may be just the right candidate for this or other roles.

In accordance with Colorado law, the range provided is Yes Energy’s reasonable estimate of the base compensation for this role. The actual amount may be higher or lower based on non-discriminatory factors such as location, experience, knowledge, skills, and abilities.

Yes Energy provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, Yes Energy complies with applicable state and local laws governing nondiscrimination in employment in every location where the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.