Solutions Engineering Lead

THE COMPANY

Reactive Technologies (RTL) is a highly innovative global energy technology solution provider with the mission to unlock the potential of the global renewable energy transition. RTL is an exciting opportunity as we are delivering unique patented high value technology that is vital to unlocking the Energy Transition and the growth of electrification globally. Investment in the stability of the electricity grid is vital to addressing Climate change and RTL’s platform solution sits at the very heart of this.

RTL’s GridMetrix® platform offers unique stability measurement services to power grid operators (transmission and distribution) and users, to enable unrivalled measurement accuracy and insights into the behaviour of the power system, and as a result operate more safely and cost-efficiently and utilise more renewable energy in the power systems to help them achieve their Net Zero targets. In the UK, Reactive is saving ~18M tonnes of CO2 annually or ~5.5% of the total UK CO2 output through its services. RTL also offers unique grid insights and forecasts to power traders through its Tradenergy service. This enables our customers to make smarter and faster trading decisions.

RTL has more than 250+ patents granted globally, with offices in the UK, Finland, Australia, US and Middle East. To date it has secured flagship customers across the world and achieved more than 100% revenue growth YoY and its business plan will continue this level of growth based on a strong global pipeline. RTL is also backed by high profile investors including M&G Investments, BGF, Breakthrough Energy Ventures, Eaton and Accenture.

ROLE DESCRIPTION

As we continue to expand our North American presence, we have a unique opportunity for a Solutions Engineering Lead to join a group of innovative and performance-driven people, with a passion for delivering low carbon energy systems globally and achieving NetZero.

We are seeking a Solutions Engineering Lead to work side-by-side with our US Sales team to bring commercially aware technical depth to customer opportunities. This role will involve working alongside our sales, product, and power systems teams with the primary focus of developing global markets and supporting our customers and sales teams in closing sales deals to meet Company revenue targets.

Within the role, you will be required to build trusted customer relationships with a flexible and sound technical approach to support the customer by clearly understanding their challenges/needs, their business case for a potential solution, and how our services can deliver significant value. It is important also to understand the “sales mindset” to ensure aligned objectives with the sales team and to work collaboratively with multi-functional teams (including operations, marketing, finance, engineering, and product management), and to be able to clearly articulate the challenges/needs from a customer’s perspective in order to identify potential commercial revenue opportunities.

RESPONSIBILITIES:

- Support the sales team through the sales process and attend customer meetings by showcasing technical and engineering expertise for our products. Help technically and commercially qualify new customer opportunities and identify upsell opportunities with existing customers.

- Collaborate with the sales team to develop strategies to meet and exceed sales targets while having the ability to clearly differentiate Reactive’s portfolio & highlight clear competitive technical performance differentiation.

- Prepare and deliver technical presentations and demonstrations to customers.

- Support market research and analysis to identify potential customers and their needs whilst capturing insightful competitor intelligence and translating it into clear product differentiation requirements which can be presented to Product Management.

- Build and maintain strong, trusted relationships with existing and potential customers.

- Be instrumental in identifying early-stage discovery of customer pain points and demonstrate how our product can help alleviate those pain points via strong customer-validated business cases.

- Clarify and mitigate customer technical objections/concerns and feed this back to marketing, sales, product, etc.

- Advise the Sales and Product Team on various technical options for solving a given customer pain point and explain the commercial implications/trade-offs of each option to determine the optimum solution for the customer and Reactive.

- Be highly Customer-Driven – ensure commitments, big or small promises/actions are kept and customer expectations are professionally and accurately managed at all times.

- Maintain & expand your industry/market/standards knowledge around our product portfolio and power systems stability in general so you can continuously share it with internal stakeholders like product management to help shape our strategy and future product roadmaps.

- Conduct compelling and impactful Service demonstrations at customer locations, virtually via webinars, and at industry events and tradeshows. Support customers on software trials.

- Attend and present our technology at industry events and tradeshows.

- Contribute to bid-team activities (for example: supporting responding to technical requirements specifications, and writing technical content for proposals).

- Contribute to customer technical evaluation criteria to showcase our products’ USPs.

- Actively contribute and support a high-performance, high-energy culture internally and externally to Reactive.

- Be a main source of communication between Sales, Product, and the Power Systems Team to feedback customer requirements and identify new product opportunities with strong commercial viability.

- Travel will be required on a regular basis across the US.

EXPERIENCE

- Bachelor’s/master’s degree in electrical engineering or Power Systems with 5+ years industry working experience.

- Knowledgeable in power system challenges and phenomena occurring/developing as a result of the transition to net zero and the increased integration of inverter-based renewable energy sources to the grid, e.g., oscillations, low system strength, low inertia, etc.

- Solid understanding of power system modelling and dynamic simulations (i.e., DIgSILENT PowerFactory, PSCAD, PSS/e, etc).

- Ability to tailor impactful messaging to different organizational roles and levels within end customers and Reactive.

- Ability to communicate highly technical information clearly and concisely to peers and customers verbally and in written communications.

- Strong understanding of sales governance, process budget, and commercial negotiations.

- Knowledge of smart grid technologies from a DSO or TSO environment including DERMS/ADMS/WAMS and EMS technologies.

- Strong people skills and engaging presentation and written communications skills.

- Ability to strategize and creatively solve problems to overcome customer challenges.

- Ability to communicate with all levels of an organization including director/VP/CEO.

- Able to utilize your technical capabilities to provide customer-centric solutions in a global sales environment.

- Highly performance and process-oriented individual with a high degree of self-initiative, confidence, and energy.

- Ability to use MS Office and CRM software (e.g., Salesforce) effectively.

- A professional and positive can-do attitude, even while working in a fast-paced environment.

BENEFITS

Our belief is that a well-rewarded workforce with a compelling mission will result in a more engaged and productive team. As a global scale-up, we are agile, have a flat structure, and offer a competitive benefits package:

- Annual Performance related bonus

- Enhanced holiday allowance – we value work-life balance and therefore offer 24 days annual leave

- 401k Scheme – up to 4% contribution

- Training budgets to support personal growth

- Medical cover with 25% cost share

- Charity Days (2 x paid charity volunteering of your choice)

- Employee referral scheme

- Long Service Holiday Award

- Home Working Allowance

We are an equal opportunity employer. We do not discriminate on the basis of race, religion, colour, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status, or disability status.