• Refine go-to-market strategy for the West Coast utility market, with a strong focus on IOUs • Build, manage, and grow executive-level relationships across T&D operations, asset management, wildfire mitigation, reliability engineering, and innovation groups • Identify customer needs and translate them into compelling solutions and proposals • Lead the end-to-end sales cycle: outreach, discovery, technical conversations, demos, proposals, and contract negotiations • Collaborate closely with Product, Engineering, Field Operations, and Customer Success to ensure seamless onboarding experience and align solutions with utility requirements • Represent Gridware at industry conferences, trade shows, and onsite customer engagements • Build a pipeline of strategic accounts and deliver accurate forecasting and reporting • Serve as voice of customer, influencing product roadmaps and new feature development