Technical Sales Leader – Grid Software

Role: Technical Sales Leader – Grid Software

Required Technical Skill Set: Electric Utility IT/OT Integration, Grid Software Solutions (ADMS, DERMS, EMS, OMS, SCADA, GridOS, GIS), Solution Architecture & Deal Shaping, Complex RFP/RFI Pursuit Management, Value Engineering & Business Case Formulation, OEM/Partner Co-Selling, familiarity with products from major providers

Desired Experience Range: 15-25 years

Location : Bangalore, Hyderabad, Pune, Chennai

Desired Competencies :

Must-Have:

• Deep Domain Expertise in Grid Control & Operations : Comprehensive knowledge of utility operations across Transmission, Distribution, and Market Operations, including real-time control systems (ADMS, EMS, SCADA, DERMS, Outage Management, and Market Management Systems).
• Proven Technical Sales & Pursuit Track Record : Demonstrated success leading high-value ($10M+ TCV) presales pursuits, solution engineering, and consultative sales cycles for grid modernization and enterprise utility transformation programs.
• Solution Architecture & Value Articulation : Ability to translate complex utility challenges (e.g., bi-directional power flow, DER orchestration, grid resilience, decarbonization) into compelling enterprise architectural blueprints and high-ROI commercial value propositions.
• Alliance & Co-Selling Leadership : Proven experience partnering with leading grid software OEMs to structure joint go-to-market strategies, win-win commercial frameworks, and collaborative bid responses.
• Executive Client Engagement : Exceptional presence and consultative communication skills to establish trusted-advisor relationships with utility C-suite executives (CTO, CIO, VP Transmission/Distribution Operations, Chief Grid Officer).
• End-to-End Bid Governance : Hands-on mastery in steering RFP/RFI responses, commercial pricing models, contract negotiation, competitive differentiation, and bid presentation defense.

Good-to-Have:

• Direct work experience with major grid software vendors or tier-1 utility system integrators.
• Strong grasp of evolving grid paradigms such as Cloud-native Grid Operations (GridOS/SaaS models), Edge AI, WAMS, Substation Automation (IEC 61850), and Common Information Models (IEC CIM 61970/61968).
• Professional certifications such as TOGAF, PMP, IEEE PES membership, or relevant OEM solution architecture credentials

Role descriptions:

Go-to-Market Strategy & Pipeline Generation

Formulate and execute the targeted commercial and technical sales strategy for Grid Software solutions. Identify high-potential accounts, uncover new opportunities in transmission and distribution utilities globally, and drive qualified TCV pipeline expansion to support unit growth targets.

End-to-End Pursuit & RFP Leadership

Lead multi-disciplinary pursuit teams on complex, large-scale utility RFPs/RFIs/RFQs. Own the end-to-end solution blueprint, technical responses, compliance matrices, delivery effort estimations, and executive summaries to ensure TCS submits market-leading, differentiated bids.

Value Architecture & Solution Engineering

Architect enterprise-wide grid transformation solutions bridging legacy operational systems with next-generation platforms (ADMS, DERMS, EMS, GridOS). Develop compelling business cases, cost-benefit analyses, and total cost of ownership (TCO) models showcasing tangible utility benefits (SAIFI/SAIDI reduction, DER capacity enablement, capital efficiency).

Strategic OEM Alliance & Co-Innovation

Cultivate close relationships with leading grid software OEMs and other strategic grid technology partners). Spearhead joint account planning, align co-selling motions, package joint solutions, and resolve multi-vendor delivery or licensing interdependencies.

Executive Stakeholder & C-Suite Advisory

Act as the primary technical and domain advisor to client CXOs, VP-level operations heads, and engineering directors. Lead interactive whiteboard workshops, executive advisory briefings, proof-of-concept showcases, and formal RFP oral defenses.

Inter-Unit & Delivery Collaboration

Collaborate seamlessly with Connected Services practice leaders, delivery directors, Grid Academy leads, and enterprise technology groups. Ensure presales commitments are operationally viable, risk-mitigated, properly resourced, and structured for seamless handover to project delivery.

Commercial Structuring & Deal Negotiation

Formulate creative commercial constructs, including milestone-based pricing, output/outcome-linked models, system integration plus long-term managed services contracts, and vendor pass-through agreements while optimizing overall margin and profitability.