Sales Director EMEA - Direct & Indirect Channel

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About Energy Exemplar

In an era where the world is rapidly advancing towards a cleaner future through decarbonization, stakeholders from across the entire energy value chain are having to navigate the complexities of the energy ecosystem. We seek to enable our customers to do so with confidence.

Our mission: Empowering Transformative Energy Decisions.

Founded in 1999 in Adelaide, Australia, Energy Exemplar's award-winning PLEXOS modeling and simulation software is trusted by innovative organizations across the globe. On one unified platform, stakeholders from across the entire energy value chain are revolutionizing the energy ecosystem and seamlessly planning for the future of energy with unprecedented clarity, speed, and innovation.

Our impact is global and is being recognized across the industry:

• Finalist for the 2024 Reuters Global Energy Transition Awards in the 'Technologies of Change' category
• Finalist for the 2024 Go:Tech Awards in the 'Most Innovative Use of Technology' category
• 2022 USEA/USAID Corporate Volunteer of the Year
• 2022 Impact Award Winner for our impact on the energy industry and the current energy transition

Energy Exemplar has grown significantly over the past few years, and we are continuing to do so at around 30% year on year. We don't just celebrate the excellence of our products but champion the quality of our people. They own their outcomes and perform to their best - every day. That's what makes us who we are and a great place to work. Our core values 'Customer Success', 'One Global Team', 'Integrity and Ownership' and 'Innovation Excellence' reflect the way we work and are always at the forefront of everything we do.

About the Position

Energy Exemplar is seeking a dynamic and results-oriented Sales Director to lead and expand our business across the Europe, Middle East, and Africa (EMEA) region. This strategic role will drive the development and execution of a hybrid sales model, combining both direct sales and channel sales strategies. The Sales Director will be responsible for end-to-end new business acquisition while also growing and supporting our network of indirect channel partners, including distributors, resellers, consulting companies and value-added partners.

In this pivotal role, you will craft and implement innovative sales strategies that effectively integrate direct sales efforts with channel partnerships, enabling Energy Exemplar to maximize revenue growth and expand its presence in the energy and utilities sectors. Your primary focus will be to balance the development of a robust network of strategic channel partners while maintaining strong, high-touch relationships with key direct customers. You will ensure our solutions are effectively marketed and delivered to a diverse and expanding customer base, driving business growth across the region.

As the Sales Director, you will play a key role in expanding Energy Exemplar's market reach, working closely with senior leadership and cross-functional teams to align on strategic objectives, optimize sales performance, and deliver exceptional customer experiences across both direct and indirect sales channels. The ideal candidate will possess a proven track record in sales leadership within the energy, software, or technology industries, with expertise in managing both direct and indirect sales channels.

Responsibilities:

Hybrid Sales Strategy Development & Execution:

• Lead the creation and execution of a hybrid sales strategy combining both direct sales and indirect channel sales to maximize market penetration across the EMEA region.
• Identify and capitalize on key market opportunities to expand Energy Exemplar's footprint, leveraging both traditional channel partners and direct sales initiatives.
• Ensure alignment of sales activities across all channels with the company's long-term business objectives and revenue targets.

Channel Partner Management:

• Develop and expand Energy Exemplar's network of distributors, resellers, and value-added partners in the EMEA region.
• Identify, recruit, and onboard new channel partners to drive additional revenue streams.
• Provide ongoing support, training, and resources to empower channel partners to sell Energy Exemplar's solutions effectively.
• Monitor partner performance and work to ensure they meet sales targets, and align with Energy Exemplar's quality standards and brand values.

Direct Sales Leadership:

• Take ownership of direct sales efforts with key enterprise customers and high-value EMEA and potentially global accounts, managing the full sales cycle from lead generation to contract negotiation and closure.

Sales Performance Optimization:

• Leverage data and sales analytics to track performance, identify trends, and adjust strategies to improve effectiveness and achieve sales targets.
• Report regularly to senior leadership on sales performance, market dynamics, and competitive intelligence.

Customer Engagement:

• Ensure high levels of customer satisfaction, fostering loyalty and identifying opportunities for upselling or cross-selling.

Candidate Requirements & Qualifications

• University degree required - Business, Sales, Marketing, or a related field.
• 5-8 years of experience in Enterprise sales and channel sales or partner management, ideally within the energy, technology, or SaaS industries.
• Extensive experience in software products sales and positioning (value selling)
• Proven track record of achievement of sales quotas
• Proven track record of successfully managing and growing partner networks and driving indirect channel sales.
• Experience in developing and executing channel sales strategies to meet revenue goals.

Desired but not required:

• Understanding of the energy industry, including power generation, transmission, and renewable energy solutions.
• International experience and additional languages desirable.

Energy Exemplar is an equal opportunities employer and we value your unique identity and perspective. We are fully committed to providing and fostering a workplace that reflects the diversity of society. Bring your authentic self and help us build an inclusive world together! To support you in being the best version of yourself during the application and interview process, please let us know if you have any specific requirements.