Digital Utility Business Leader

Role & responsibilities

Business leadership and growth

• Own the growth agenda for the Utilities vertical, including revenue and P&L
• Ensure strong and differentiated bid submissions, with clear win themes and a credible solution.
• Lead new client presentations and demos, and represent RMSI with senior utility stakeholders.
• Guide sales, pre-sales and solution teams through complex pursuits, and step in personally on key deals.
• Travel to target markets to meet clients, prospects and partners and shape new opportunities.
• Represent RMSI at industry events, ESRI user conferences and utility forums.

Esri Digital Solutions

• Help develop capabilities and new solution offerings based on market needs and client pain points.
• Shape RMSI's Utilities proposition around Esri technology, implementation and integration services.
• Work with Esri and other technology partners on joint go-to-market activities.
• Track industry trends such as ArcGIS Utility Network migration, grid modernization and digital twins, and turn them into offerings.

RFPs, proposals and presentations

• Lead responses to RFPs, RFIs and RFQs, from bid/no-bid decision to final submission.
• Write win themes, solution approaches, effort estimates and commercial inputs with pre-sales and delivery teams.
• Create and deliver client presentations, orals and executive briefings.
• Run demos of RMSI's proposition and solutions, tailored to each client's needs.

Preferred candidate profile

• 15+ years of digital utility experience, with at least 5 years in a leadership or solution consulting role for utilities.
• Strong command of Esri technology, including ArcGIS suite of products including ArcGIS Utility Network.
• Hands-on understanding of Esri implementation, data migration and integration services.
• Understanding of ESRI competing technologies like GTech, Smallworld.
• Experience integrating GIS with utility systems such as ERP (SAP), EAM/asset management, OMS/DMS/ADMS, CIS, SCADA and work management.
• Proven record of winning new business and meeting revenue targets in the utilities sector.
• Experience leading complex RFP responses, including solutioning, estimation and pricing.
• Ability to run confident, tailored product and solution demos for technical and business audiences.
• Excellent presentation, written and verbal communication skills.
• Willingness to travel frequently to client markets.