Sales Engineering Manager

About Gridware

Gridware exists to enhance and protect the mother of all networks: the electrical grid. The grid touches everything and the consequences can be dire when it fails: wildfires burn, land is destroyed, property is damaged, and lives are lost.

Our team created an advanced sensing system to continuously analyze critical grid behavior. Utilizing high-precision sensor arrays and intelligence, our system identifies and preemptively mitigates faults. The technology has been proven with utilities to bolster safety, enhance reliability, and reduce outages. The demand for power will only increase. We protect the grid of today while we build the grid of tomorrow.

Gridware is privately held and backed by the best climate-tech and Silicon Valley investors. We are headquartered in San Francisco, California.

Role Description 

The Manager of Sales Engineering will be responsible for leading and scaling Gridware’sbusiness development efforts across investor-owned utility accounts in the US & Canada, ensuring that utility customers and prospects fully understand the technical value of our solutions. This role will bridge the gap between technical capabilities and customer needs, working closely with regulatory, customer success, andproductteams to drive adoption of Gridware’snovel technology. 

The ideal candidate will be both strategic and hands-on, capable of leading sales efforts while also working cross-functionally with Regulatory & Customer Success teams to provide as-needed technical support during pre-sales and pilot engagements. This will be an individual contributor role initially, but will ultimately lead and mentor a team of sales engineers as business needs evolve. 

• Research, prospect, network, and engage directly with customers, conducting technical discovery and positioning Gridware’s technology to make the highest impact. 
• Navigate large, matrixed organizations to deliver Gridware’s value propositions to all relevant stakeholders. 
• Tailor and deliver technical presentations to stakeholders, across multiple departments and various levels of seniority, showcasing Gridware’s technology. 
• Act as a trusted advisor, effectively communicating how Gridware’s technology integrates with utilities existing systems and workflows. 
• Support prospects in developing business cases and scoping pilot deployments, accounting for all possible use cases to ensure mutual success. 
• With support of counsel, lead contracting efforts

• Partner with Product & Engineering teams to relay customer feedback and influence roadmap decisions. 
• Coordinate closely with Customer Success, Manufacturing, andField Operations during onboarding to ensure seamless deployments. 
• Align with Marketing to develop technical sales collateral, whitepapers, and case studies that illustrate the value of Gridware’s solutions. 
• Provide guidance to Regulatory team to help shape strategy, identify potential grant-funding opportunities, and provide engineering and technical expertise as-needed. 
• Supplement Customer Success team with technical guidance to drive customers towards expansions and full commercialization. 
• Assist Finance & executive leadership in developing board-ready sales forecasts. 

• Bachelor’s degree in electrical engineering, mechanical engineering, or civil engineering. 
• 5+ years of experience in engineering, sales engineering, business development, or technical account management within the electric utility or grid technology sector. 
• Deep understanding of power delivery engineering, operations,and dispatch processes. 
• Robust organization skills enabling coordination amongst multiple internal groups, external partners, and utility customers at any given time. 
• Excellent communication and presentation skills, with the ability to distill complex technical concepts for diverse audiences and answer technical application questions on-the-fly. 

• Professional Engineering licensure. 
• Robustutility network with a track record of navigating complex utility accounts. 
• Experience working in a customer-facing role at a grid technology company. 
• Understanding of protection engineering and/or distribution engineering concepts. 
• Involvement in utility industry professional organizations (IEEE, EEI, CIGRE, etc.). 
• High-level understanding of regulatory processes as they relate to investor-owned utilities. 
• Previous experience managing a team. 

This describes the ideal candidate; many of us have picked up this expertise along the way. Even if you meet only part of this list, we encourage you to apply!

Benefits

Health, Dental & Vision (Gold and Platinum with some providers plans fully covered) 

Paid parental leave 

Alternating day off (every other Monday)

“Off the Grid”, a two week per year paid break for all employees. 

Commuter allowance 

Company-paid training