Behind-the-Meter (BTM) Service Sales Representative

Overview

The BTM Service Sales Representative is responsible for developing and growing service business for Behind-the-Meter (BTM) power solutions. This position drives revenue growth through the sale of maintenance agreements, inspections, repairs, upgrades, emergency services, and lifecycle solutions for power generation, energy storage, critical power, and electrical distribution systems. The role develops strategic customer relationships, identifies new business opportunities, and delivers value-based service solutions that improve reliability and performance of mission-critical power assets.

Responsibilities

• Develop and maintain relationships with facility managers, data center operators, utilities, contractors, engineers, and key decision-makers.
• Identify, qualify, and pursue new service sales opportunities within assigned territory and accounts.
• Promote IPS service offerings including preventive maintenance, testing, inspections, repairs, emergency response, field services, and long-term service agreements.
• Develop account plans designed to expand customer relationships and increase service revenue.
• Conduct customer site visits to identify equipment service needs and future opportunities.
• Prepare proposals, quotations, service agreements, and customer presentations.
• Collaborate with operations and technical teams to develop customized service solutions.
• Negotiate pricing and contract terms within established company guidelines.
• Maintain and manage an active sales pipeline and forecast opportunities through CRM systems.
• Achieve established revenue, margin, and growth objectives.
• Monitor market conditions, competitive activity, and emerging energy technologies impacting customer needs.
• Participate in industry events, conferences, trade shows, and customer meetings.
• Maintain accurate customer records, sales reports, and forecasts.
• Promote a culture of safety and ensure compliance with company policies and procedures.
• Perform other duties as assigned.

Qualifications

• Strong consultative sales and account management skills.
• Knowledge of power generation, electrical distribution, battery energy storage systems (BESS), microgrids, UPS systems, switchgear, generators, or related power infrastructure.
• Ability to develop and execute strategic sales plans.
• Strong business development, negotiation, and relationship-building skills.
• Excellent verbal, written, and presentation communication skills.
• Ability to identify customer challenges and recommend value-driven solutions.
• Strong organizational and time-management skills.
• Proficiency with CRM systems and Microsoft Office applications.
• Ability to work independently and manage multiple priorities.

Competencies:  

• Teamwork: Collaboration, the ability to work effectively with others, and a positive attitude towards teamwork. 
• Adaptability: Adjusting to changing situations and priorities, being flexible, and learning quickly. 
• Integrity: Maintaining ethical standards, acting with honesty and respect, and being accountable. 
• Initiative: Taking proactive steps, identifying opportunities, and going above and beyond expectations. 
• Communication: Strong written and verbal communication skills, active listening, and the ability to convey information clearly. 

Education:

• Bachelor’s degree in business, Marketing, Engineering, Electrical Technology, or a related field preferred.
• Equivalent combination of education and experience may be considered.

Experience:

• Minimum 5 years of sales, account management, or business development experience.
• Experience selling industrial services, electrical services, power generation solutions, critical power systems, or energy infrastructure preferred.
• Proven record of achieving or exceeding sales targets.
• Experience working with mission-critical facilities, data centers, utilities, industrial facilities, or energy-related customers preferred.

Physical Activities & Requirements:

• Ability to sit, stand, and walk for extended periods.
• Occasional lifting of materials up to 25 pounds.
• Close vision for reading documents and computer screens
• Frequent use of hands and fingers to operate a computer keyboard, mouse, and other office equipment
• Ability to speak and hear clearly with internal and external stake holders.
• Ability to travel frequently to customer locations, industry events, and company facilities.
• Ability to walk through industrial, commercial, and data center environments.
• Ability to operate a motor vehicle and maintain a valid driver's license.
• Ability to visit warehouses, shops, and operational work environments as needed.

Working Conditions:

• Combination of office, customer site, data center, and industrial work environments.
• Moderate travel may be required within assigned territory.
• Occasional work outside normal business hours to support customer needs and business development activities.