Industry Practice Manager (Utilities)

About World Wide Technology

Founded in 1990, World Wide Technology (WWT), a global technology solutions provider leading the AI and Digital Revolution, with $20 billion in annual revenue, combines the power of strategy, execution and partnership to accelerate digital transformational outcomes for large public and private organizations around the world. Through its Advanced Technology Center, a collaborative ecosystem of the world's most advanced hardware and software solutions, WWT helps customers and partners conceptualize, test and validate innovative technology solutions for the best business outcomes and then deploys them at scale through its global warehousing, distribution and integration capabilities.

With nearly 10,000 employees and more than 55 locations around the world, WWT's culture, built on a set of core values and established leadership philosophies, has been recognized 13 years in a row by Fortune and Great Place to Work for its unique blend of determination, innovation and leadership focus on diversity and inclusion. With this culture at its foundation, WWT bridges the gap between business and technology to make a new world happen for its customers, partners and communities.

Want to work with highly motivated individuals on high-performance teams? Join WWT today!

What will you be doing?

The Energy industry is undoubtedly in the midst of the greatest fundamental change in the past century. The demand, supply, regulatory environment, and new opportunities are each being reimagined and restructured. These companies simultaneously represent some of the largest in the world and most important to our societies, and large ships turn slowly. The role of the Energy Practice at WWT is to enable and empower the transformation that is not only crucial for these companies to survive, but for the world to thrive.

The Industry Practice Manager is tasked with driving transformational engagements with the largest companies in these industries by elevating our sales engagement, improving our brand awareness, enhancing our offerings, expanding the value we deliver, and positioning custom proposals that meet the unique needs of our customers. This includes expanding our traditional IT business, as well as growing our footprint, credibility, and sales in the lines of business, with specific attention being paid to Artificial Intelligence (AI) and the systems that enable and support it.

Responsibilities:

There are 3 primary responsibilities for the Energy Industry Practice Manager:

Direct Sales: The primary responsibility for an Industry Practice Manager will be to build relationships from middle management through Executives at enterprise accounts, understand business needs, lead the development of proposed solutions (services and products), and present and close strategic engagements. Some key areas of focus include:

• Artificial Intelligence solutions, including infrastructure, software, systems integration and custom AI development

• Consolidation and modernization of OT Networks

• OT and IT data architecture, governance, and analytics

• Cyber Security and compliance posture improvement across IT and OT

• Asset Lifecycle Management Programs

• AIOps and Infrastructure Automation

Define/Mature Solutions Taken to Energy Customers: Through partnerships with customers, OEMs, services partners, and various internal organizations you will:

• Identify the solutions needed by enterprises in these industries

• Mature partnerships and messaging to take those solutions to market

• Identify gaps in WWT's capabilities to meet customer needs and work with WWT executive leadership to inform necessary investments

• Work with WWT's Advanced Technology Center team to enhance relevance of the lab to Energy customers

Enhance WWT's Brand Recognition: Act as a brand ambassador by marketing WWT through activities such as:

• Lead WWT's preparation for and representation at relevant industry events

• With Marketing, coordinate development of industry-relevant content to publish on WWT's Platform

• Help lead relevant WWT Events, both standalone and subsets of industry-agnostic events (e.g. - Customer Advisory Councils, PGA Cabo Tournament)

• Represent WWT at partner and OEM events

Part of a Team:

The Industry Practice Manager role is an integral member of the Business Development and Sales teams. This role has a charter to elevate the level and impact of WWT's engagement with the largest companies in the industry. The Industry Practice Manager account collaborators include:

• Industry Advisor (Direct Report): A technical SME reporting to the Industry Practice Manager with great depth of experience in the unique technical environments in the Utility and Energy industries capable of meeting OT engineers where they are and being a thought leader regarding the unique challenges and solutions in the industry.

• Account Manager: Local salesperson that reports through the geographically aligned sales organization. Outside of the accounts that are best penetrated, Account Managers cover a variety of customers across a number of industries. This role typically has a long history in technology product sales (hardware and software), builds strong relationships with OEM counterparts, and sells primarily into IT and Procurement.

• Consulting Systems Engineer (CSE) and Consulting Systems Architect (CSA): Pre-sales architects local to the accounts they serve that provide technical thought leadership, help manage the supply chain for products sold, support design and architecture work, and act as a liaison for customers to access WWT's Global Engineering Team. These people provide day-to-day engineering support for our customers, helping them identify the solutions they need.

• Global Engineering Team (GET): Hundreds of pre-sales engineers with significant depth across a wide range of technologies and solutions available to support sales efforts, do pre-sales design work, and scope billable engagements.

• Services Sales Consultants: Salespeople focused on selling infrastructure and application services, typically focused on proven, core services. This includes site surveys, staff augmentation, and application development.

With strong partnership with these account teams, the Industry Practice Manager has leverage to provide strong, local support to customers, go deep and wide in accounts, and focus on strategic pursuits.

Qualifications:

• 10+ years selling to and/or working with executive stakeholders of Fortune 1000 Energy companies

• 5+ years' experience selling and delivering strategic and/or technical consulting services

• Track record of successfully selling solutions/engagements in excess of $10m in the Utility and Energy industry

• Demonstrable knowledge of the challenges and opportunities facing the Energy industry today

• Strong communication skills (written, verbal and presentation)

• Proven ability to work creatively and analytically in a problem-solving environment

• Proven ability to communicate complex technical and detail-oriented concepts to non-technical executives

• Track record of building lasting relationships with customer decision makers and industry leaders

WWT has a vaccine requirement for all of its U.S. workforce. All new hires must be fully vaccinated before starting at WWT. Appropriate religious and medical accommodations will be made and can be discussed in the pre-hire process.

Want to learn more about Global Enterprise Sales? Check out the Solutions and Services we provide on the platform: https://wwt.com

The well-being of WWT employees is essential. So, when it comes to our benefits package, WWT has one of the best. We offer the following benefits to all full-time employees:

• Health and Wellbeing: Heath, Dental, and Vision Care, Onsite Health Centers, Employee Assistance Program, Wellness program

• Financial Benefits: Competitive pay, Profit Sharing, 401k Plan with Company Matching, Life and Disability Insurance, Tuition Reimbursement

• Paid Time Off: PTO & Holidays, Parental Leave, Sick Leave, Military Leave, Bereavement

• Additional Perks: Nursing Mothers Benefits, Voluntary Legal, Pet Insurance, Employee Discount Program

World Wide Technology, Inc. offers excellent benefits and competitive compensation. Visit our company web page at www.wwt.com for more information.

Equal Opportunity Employer Minorities/Women/Veterans/Differently Abled