Website Uplight

Location: Remote, U.S.

Overview:

In this role, you will be responsible for leading all aspects of a sales deal from the “Deal Strategy and Review” stage through the “Execution Handoff” stage, specifically leading cross-functional teams to develop sales win strategies and deliver high quality, accurate and competitive proposals to meet our customers’ requirements. You will develop a firm understanding of our products, market and customers and apply this understanding to mitigate risks and derive pricing that reflects the full solution value and best positions Uplight to secure new business and enable profitable growth. You will drive and lead internal cross-functional teams through influence and collaboration, engaging with Sales, Product, Implementation, Finance, Services and Support teams to ensure the technical, commercial and execution requirements are accurately captured and translated throughout all stages of the deal. You will be accountable for functional, business, and broad company objectives.

Roles/Responsibilities: 

  • Lead all Tier 1 high-value, strategic commercial deals from the “Deal Strategy and Review” stage through “Execution Handoff” stage within Uplight’s lead to booking process. This includes:
    • Create win strategies for early-stage, high-priority deals in partnership with Sales and Sales Engineers.
    • Drive cross-functional inputs to craft customer-focused offerings across Product, Product Marketing, Operations, Services, and Finance.
    • Align cross-functional leadership to opportunities by influencing upwards and mitigating deal risks.
    • Partner with proposals team to provide oversight and ensure that sales engages with the proposals team at the right time with the right level of effort and that proposal submissions align with overall deal strategy and solution.
    • Work with cross functional resources to obtain pricing and margin analysis, prepare the final version of pricing documents and lead price/scope review meetings with all stakeholders.
    • Act as the main point of contact for all post-submission activities, including support for sales in bid defense presentations, negotiations with customers and partners.
    • Partner with legal and contracting to ensure customer contracts accurately reflect deal strategy and proposal.
    • Organize and facilitate Proposal/Contract Transition meetings for handoff on order receipt to the execution team.
  • Serve as a champion to continually improve the lead to book process, including identifying opportunities for efficiencies, implementing process improvements, and building tools to support standardization and automation.
  • Drive continuous learning and insights to improve our commercial strategy, including conducting client win/loss reports, internal deal team retrospectives, and compiling competitive and market intelligence.
  • This role is remote eligible with travel up to 10% of the time to our Boulder HQ or other office locations.

Qualifications: 

  • 10+ years’ experience in a commercial role (i.e. sales, marketing, business development, business strategy, etc.)
  • High commercial IQ, with good understanding of sales/win strategy, value pricing, competition dynamics, and proposal generation
  • Ability to lead / facilitate cross functional teams to support deal progress.
  • Ability to navigate ambiguous or complex business challenges and create tactical plans to execute against a strategy
  • Strong data analysis and ability to translate insights to strategy and recommendations
  • Excellent communication & presentation skills
  • Collaborative, thorough, strategic, responsive, proactive and works well in a team.

Bonus Points: 

  • Experience in energy and utilities
  • Experience in B2B SaaS and/or enterprise software solutions
  • Experience leading and/or writing large B2B RFPs/proposals

Don’t meet every single requirement? Studies have shown that women, marginalized genders and people of color are less likely to apply to jobs unless they meet every single qualification. At Uplight we are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles

To apply for this job please visit www.linkedin.com.