Director, Technical Sales & Applications - P&C, Electric Utility (Largo, FL, US,

About this role

Job Overview

The Director, Technical Sales & Applications – Protection & Controls, Electric Utility is responsible for leading the technical sales and applications organization supporting the U.S. and Canadian electric utility markets. This role will drive revenue growth, market penetration, and customer engagement by combining deep technical expertise with strong commercial leadership.

Serving at the intersection of technical sales, application engineering, product management, business development, and market strategy, the Director will help customers solve complex challenges across power system protection, control, power quality, automation, and grid modernization.

The ideal candidate brings a strong understanding of electric utility applications and the ability to translate customer and market needs into effective sales strategies, differentiated technical solutions, product enhancements, and growth opportunities.

A Day In The Life

Leadership, Sales & Commercial Execution

• Lead and develop the Technical Sales & Applications team supporting the Electric Utility market across the U.S. and Canada, fostering a high-performance culture of accountability, collaboration, urgency, and customer focus.

• Develop and execute market and territory strategies that align technical sales resources, sales representatives, and channel partners to achieve orders, revenue, market share, and growth objectives.

• Own pipeline performance and forecasting, driving disciplined opportunity management, account planning, CRM practices, and monthly business reviews.

• Evaluate and enhance sales coverage, structure, and processes to improve commercial effectiveness, scalability, and win rates.

• Build and expand strategic relationships with electric utilities, EPCs, consultants, distributors, manufacturers' representatives, and other key industry stakeholders.

• Lead complex technical sales opportunities, combining application expertise, differentiated value propositions, pricing, and solution positioning to accelerate conversion and close strategic opportunities.

Customer, Market & Technical Strategy

• Position the Technical Sales & Applications team as trusted advisors to customers across protection and control, power quality, automation, system design, and grid modernization.

• Identify growth opportunities by analyzing customer needs, competitive activity, market trends, and emerging technologies across distribution, generation, substations, and distribution automation.

• Drive adoption of emerging technologies and solutions, including digital substations, IEC 61850, grid analytics, and advanced automation.

• Lead strategic customer engagement through presentations, demonstrations, technical seminars, pilots, trials, product evaluations, and other market-development initiatives.

• Serve as an escalation point for critical customer needs, coordinating internal resources to deliver timely technical and commercial solutions.

Product Strategy & Cross-Functional Leadership

• Partner across Product Management, Business Development, Engineering, Customer Technical Services, Operations, and Sales to translate customer and market needs into competitive products, solutions, and commercialization strategies.

• Provide Voice of the Customer insights to influence product roadmaps, new product development, new product introductions, and enhancements.

• Advance solution-selling and turnkey opportunities by aligning technical requirements, pricing, proposals, quotations, and customer value propositions.

• Support customer validation, pilot programs, and strategic partnerships that accelerate commercialization and market adoption.

• Collaborate with Operations on sales, inventory, and planning needs to support business growth and customer requirements.

What will help you thrive in this role?

• 10+ years of experience in power systems, with demonstrated expertise in protection and control applications, technical sales, application engineering, or a related field within the electric utility market.

• Strong knowledge of electric utility power systems, including distribution, generation, substations, protection and control, power quality, and distribution automation.

• Experience with technologies such as transformer tap changer, voltage regulator and capacitor controls, recloser controls, protective relays, power quality meters, and automation systems.

• Working knowledge of power system protection principles, FLISR, Volt/VAR optimization, IEEE and IEC standards, and utility communication protocols including DNP3, Modbus, and IEC 61850.

• Ability to interpret electrical specifications, drawings, system studies, and customer application requirements and translate them into effective technical and commercial solutions.

• Proven experience leading and developing technical sales or applications teams, with accountability for revenue growth, pipeline development, forecasting, and market expansion.

• Strong commercial acumen with experience managing strategic accounts, territories, manufacturers' representatives, distributors, channel partners, or other key customer relationships.

• Demonstrated ability to navigate complex technical sales cycles, influence customer decisions, and balance technical requirements with business objectives.

• Strong communication and presentation skills, with the ability to build trusted relationships with utilities, EPCs, consultants, and internal cross-functional partners.

• Collaborative, customer-focused leadership style with a strong drive for results, accountability, market awareness, and continuous learning as utility technologies and industry standards evolve.

• Ability to travel approximately 50%–70% to customer sites, company offices, field locations, training events, conferences, seminars, and other business meetings.

If you have a strong background in electric utility power systems, Protection & Controls, and technical sales leadership, this is an…