Senior Sales Lead-Energy & Utilities (Canada)

Job summary

Develop and execute go-to-market and solution-selling strategies to acquire new Energy and Utilities clients across Canada, building relationships with C-level and board executives. Generate and close new business, meet revenue targets, forecast sales, cultivate partner relationships, and present UST’s capabilities to prospective customers.

Job details

Role Description Who we are: Since 1999, UST has worked side by side with the world's best companies to make a powerful impact through transformation. Headquartered in the United States, UST is powered by technology, driven by AI, inspired by people, and led by our purpose, we partner with our clients from design to operation. Our AI-driven digital solutions, proprietary platforms, engineering, R&D, products, and innovation ecosystem turn core challenges into impactful, disruptive business outcomes. With deep industry knowledge and a future-ready mindset, we infuse expertise, innovation, and agility into our clients' organizations—delivering measurable value and positive lasting change for them, their customers, and communities around the world. Together, with 30,000+ employees in 30+ countries, we build for boundless impact—touching billions of lives in the process. Visit us at . You Are As the GTM Sales Lead you will be responsible for building go-to-market strategies, creating close customer relationships at the executive level, prospecting, developing, and closing new logo business across Utilities & Energy verticals spanning all UST’s services and solutions. You will utilize a consultative approach and align UST’s service offerings with clients' needs. The Opportunity Create and implement a sales strategy and go to market plan focused on prospecting, developing, and closing new business accounts across Canada within the verticals Develop relationships at C-Level and Board level Executives and interact with influencers and decision-makers to understand requirements Create and develop solution selling strategy to successfully penetrate and gain new accounts Excel as a new logo business "hunter"; utilize and maintain an existing professional network to generate new business opportunities Drive and deliver quarterly, and annual revenue targets Provide forecasts on committed, best case and most likely sales volumes over relevant time periods Cultivate strong relationships with third-party and partner companies that may be required to deliver full solutions to customers Deliver web-based and in-person presentations, leveraging thorough knowledge of UST’s capabilities and sales best practices. What You Need At least 15 years’ experience in a combination new logo acquisition, strategic client growth experience At least 5 years selling IT Operation Services solutions across the Utilities & Energy verticals Demonstrated ability to negotiate and interact in a trusted engagement with C-level executives A compelling storyteller with example of unseating a competitor from their roost within a premium account. Exposure to strategic partners and ability to structure and establish partnership with key stakeholders. A reliable grasp of value articulation principals, including client ROI and appropriate storyboarding techniques. A strong background and experience within the global delivery service model. Compensation can differ depending on factors including but not limited to the specific office location, role, skill set, education, and level of experience. UST provides a reasonable range of compensation for roles that may be hired in various U.S. markets as set forth below. Role Location: Canada-Remote Salary: CAD $188,000-$234,000 Benefits Full-time, regular employees accrue a minimum of 10 days of paid vacation per year, receive 6 days of paid sick leave each year (pro-rated for new hires throughout the year), 10 paid holidays, and are eligible for paid bereavement leave and jury duty. They are eligible to participate in the Company’s 401(k) Retirement Plan with employer matching. They and their dependents residing in the US are eligible for medical, dental, and vision insurance, as well as the following Company-paid Employee Only benefits: basic life insurance, accidental death and disability insurance, and short- and long-term disability benefits. Regular employees may purchase additional voluntary short-term disability benefits, and participate in a Health Savings Account (HSA) as well as a Flexible Spending Account (FSA) for healthcare, dependent child care, and/or commuting expenses as allowable under IRS guidelines. Benefits offerings vary in Puerto Rico. Part-time employees receive 6 days of paid sick leave each year (pro-rated for new hires throughout the year) and are eligible to participate in the Company’s 401(k) Retirement Plan with employer matching. Full-time temporary employees receive 6 days of paid sick leave each year (pro-rated for new hires throughout the year) and are eligible to participate in the Company’s 401(k) program with employer matching. They and their dependents residing in the US are eligible for medical, dental, and vision insurance. Part-time temporary employees receive 6 days of paid sick leave each year (pro-rated for new hires throughout the year). All US employees who work in a state or locality with more generous paid sick leave benefits than specified here will receive the benefit of those sick leave laws. What We Believe We’re proud to embrace the same values that have shaped UST since the beginning. Since day one, we’ve been building enduring relationships and a culture of integrity. And today, it's those same values that are inspiring us to encourage innovation from everyone, to champion diversity and inclusion, and to place people at the centre of everything we do. Humility We will listen, learn, be empathetic and help selflessly in our interactions with everyone. Humanity Through business, we will better the lives of those less fortunate than ourselves. Integrity We honor our commitments and act with responsibility in all our relationships. Equal Employment Opportunity Statement UST is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. UST reserves the right to periodically redefine your roles and responsibilities based on the requirements of the organization and/or your performance. #UST #uststat Skills Account Management, Business Development, Forecasting

What you’ll do

Develop and execute go-to-market and solution-selling strategies to acquire new Energy and Utilities clients across Canada, building relationships with C-level and board executives. Generate and close new business, meet revenue targets, forecast sales, cultivate partner relationships, and present UST’s capabilities to prospective customers.

Requirements

Requires at least 15 years of experience in new-logo acquisition and strategic client growth, including at least five years selling IT operations services in the Utilities and Energy sectors. Candidates should have a record of engaging and negotiating with senior executives, displacing competitors in premium accounts, establishing strategic partnerships, articulating client value and ROI, and working with global delivery models.

Benefits

• Paid Vacation
• Paid Sick Leave
• Paid Holidays
• Bereavement Leave
• Jury Duty Leave
• 401(k) Retirement Plan With Employer Matching
• Medical Insurance
• Dental Insurance
• Vision Insurance
• Basic Life Insurance
• Accidental Death and Disability Insurance
• Short-Term Disability Benefits
• Long-Term Disability Benefits
• Health Savings Account
• Flexible Spending Account

Listed skills

• Account Management · Preferred
• Business development · Preferred
• Forecasting · Preferred
• Negotiation · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• Account Management
• Business Development
• Forecasting
• Go-to-Market Strategy
• New Logo Acquisition
• Strategic Client Growth
• Solution Selling
• Executive Relationship Management
• Sales Strategy
• Revenue Target Management
• Sales Forecasting
• Negotiation
• Partner Relationship Management
• Value Articulation
• Client ROI
• Global Delivery Services

Job areas

• Sales
• Energy
• Management & Leadership
• Technology

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