Sales Manager-Energy Automation (Grid & Infrastructure)

About the Role
The Sales Manager - Energy Automation (Grid & Infrastructure) is responsible for driving growth, market penetration, and strategic opportunity development within the Digital Power Systems portfolio across the Gulf region. This role focuses on working closely with key stakeholders in utilities, transport, and critical infrastructure sectors, acting as a techno-commercial expert for Substation Automation, Digital Substations, and Grid Automation solutions. By partnering with Key Account Managers and Segment Leaders, the role assists in strategic account development by identifying opportunities, influencing customer requirements, and driving pursuits from start to finish.

As a trusted advisor, the Sales Manager combines deep technical expertise with commercial acumen and is involved in the intricacies of OT cybersecurity, while having additional exposure to ADMS as an advantage. The pursuit strategy, solution positioning, and value creation initiatives are guided by a deep understanding of the Digital Energy portfolio, ensuring impactful customer interactions.

Key Responsibilities

Sales Growth & Opportunity Development

• Develop and execute the Digital Power Systems growth strategy to meet order intake, revenue, profitability, and pipeline objectives across Grids and Infrastructure.
• Own pursuit strategy from qualification to negotiation and order booking.
• Support the account team in identifying, qualifying, and pursuing opportunities within utilities, transport, and critical infrastructure sectors.
• Expand the company's footprint through early engagement, influence in specifications, and value-based selling.
• Maintain a robust sales pipeline with accurate forecasting and discipline in CRM.

Strategic Account Support

• Collaborate with Key Account Managers and Segment Leaders on account planning and growth strategies.
• Cultivate relationships with decision-makers and influencers within customer organizations.
• Position the company as the strategic partner for grid modernization and digitalization.
• Translate customer challenges into tailored value propositions that align with business objectives.
• Provide market insights to inform cluster business strategies.

Opportunity Ownership and Solution Selling

• Lead with the core Digital Power Systems portfolio for Grids and Infrastructure, including:
  • SCMS / Substation Automation Systems
  • Digital Substations
  • Grid Automation
  • IEC 61850 Station Bus and Process Bus architectures
  • RTUs, gateways, and communication platforms
  • Cybersecurity for power systems
  • Grid automation
  • ADMS / DERMS as an adjacent add-on
• Collaborate with technical and solution teams on customer-focused proposals and business cases.
• Define solution strategy, value proposition, differentiation, and competitive strategies.
• Support bid strategies, risk reviews, pricing approaches, and internal governance.
• Engage in commercial negotiations while adhering to company policies and profitability goals.
• Drive revenue growth from lifecycle, modernization, and digital services from the installed base.
• Provide customer and market insights to enhance cluster business strategy.

Cross-Functional Collaboration

• Mobilize Presales, Tendering, Engineering, Offer Management, and Services to maximize pursuit success.
• Ensure customer requirements are translated into viable proposals that are technically sound and commercially feasible.
• Facilitate smooth transitions from sales to project execution.
• Share market intelligence and best practices across the organization.

Qualifications & Experience

• Bachelor’s degree in Electrical or Electronics Engineering, or a related field; an MBA or equivalent business qualification is advantageous.
• Minimum of 10 years in technical solution sales, business development, tendering, or project execution in digital power systems and automation.
• Proven record of achieving targets and managing complex sales cycles.
• Strong understanding of substation automation, IEC 61850 and related protocols/architectures, OT cybersecurity, and utility digital transformation.
• Experience engaging with utilities, EPC contractors, and consultants.
• Strong commercial, negotiation, and stakeholder management skills.
• Proficiency in CRM platforms such as Salesforce is desirable.
• Knowledge of the Gulf utilities market is highly desirable.

Preferred Competencies

• Consultative and value-based selling.
• Utility and energy sector expertise.
• Knowledge of grid automation and digitalization.
• Executive stakeholder engagement and strategic account planning.
• Complex solution selling and commercial acumen.
• Negotiation and influencing skills.
• Cross-functional collaboration and results-oriented mindset.
• A curious, collaborative, and accountable mindset.

Success Measures

• Order intake and revenue growth for Digital Energy across Grids and Infrastructure.
• Achievements in gross margins and business profitability.
• Pipeline health, coverage, and forecast accuracy.
• Win rates for strategic pursuits and contribution to account growth.
• Early engagement and specification influence to enhance client relations.
• Expansion of the Digital Energy portfolio and differentiation of solutions.
• Value creation initiatives based on customer insights.

Rewards Designed for You
Our Total Rewards is an investment in your performance and growth. The program helps you care for yourself and your family, plan your future, grow your skills and career, foster collaboration in an inclusive workplace, and contribute to your community.

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