Senior Director, Tendering and Commercial Deal

The Position
Do you dream about creating a more sustainable future? At Uplight, we are motivating energy users and providers to accelerate the clean energy ecosystem. Working with over 75 of the world's leading electric and gas utilities, Uplight provides end-to-end customer energy experience. Uplight delivers personalized experiences that customers have now come to expect-improving satisfaction, increasing revenue, reducing the cost to serve, and contributing to carbon reduction goals. We are in the process of obtaining our B Corp certification, enabling us to put our values into action by not only making decisions for the benefit of our shareholders, but also for our customers, environment, employees, and community.
We are seeking a Senior Director, Tendering & Commercial Deal to join our team. It's a fantastic opportunity for a dynamic & high performing individual to help us achieve our ambitious growth goals for our business and for the planet.
What you will contribute:
In this role, you will be responsible for leading all aspects of a sales deal from the "Deal Strategy and Review" stage through the "Execution Handoff" stage, specifically delivering high quality, accurate and competitive proposals to meet our customers' requirements. You will have a firm understanding of our products, market and customers and apply this understanding to mitigate risks and derive pricing that reflects the full solution value and best positions Uplight to secure new business and enable profitable growth. You will drive and lead core internal teams through influence and collaboration, engaging with Product, Implementation, Services and Support teams to ensure the technical, commercial and execution requirements are accurately captured and translated throughout all stages of the deal. You will be accountable for functional, business, and broad company objectives.
What you get to do:

• Lead as project director and subject matter expert of specific, assigned sales deals from the "Deal Strategy and Review" stage through "Execution Handoff" stage within Uplight's brand to booking process.
  This will include:
• Review opportunity / RFP and participate in the programming of the project with the Sales Engineer and Sales Director to understand the customer requirements. Validate technical, commercial and execution feasibility to support the bid.
• Engage internal Uplight stakeholders at the right time according to the deal framework to ensure risks are mitigated and technical requirements are adhered to.
• Schedule, lead and / facilitate meetings with cross functional stakeholders.
• Lead accurate development of solutions to address customer requirements and required deliverables while positioning the solutions in the most competitive way.
• Coordinate and oversee technical document production.
• Oversee documentation generated by the Proposal team. Ensure proposals and accompanying materials are:
• accurate
• error-free
• reflect proposed solutions
• compliant with customer requests and/or requirements
• delivered to meet customer Tender Due Dates.
• Ensure compliance and adherence to all Tendering Policies, achieving efficient approvals while mitigating the risks (technical / commercial / execution) to the business.
• Work with cross functional resources to obtain pricing and margin analysis, prepare the final version of pricing documents and lead price/scope review meetings with all stakeholders.
• Lead and support escalation activities to obtain approvals from Executive Leadership.
• Work within strict deadlines for submission, and drive company resources to meet deadlines.
• Conduct verbal/written follow-up with sales after submission of proposals as required.
• Support the Sales team to develop bid defense presentations that reflect the solution consistently and accurately following proposal submission.
• Support the Sales team during negotiations with customers and partners to appropriately resolve contractual and commercial issues to secure wins.
• Organize and facilitate Proposal/Contract Transition meetings for handoff on order receipt to the execution team.
• Manage the bid process - Work to implement, improve and drive consistent processes, tools, and methodologies.
• Develop & operationalize the vision of a Tendering Center of Excellence (COE) - Hire and manage a team of Tendering Managers in future.
• Travel may be required for this position up to 10% of the time.

What you bring to Uplight:

• 10+ years' experience in Tendering / Commercial Operations or tendering in Utility / SaaS and/or enterprise software solutions.
• High commercial IQ, with good understanding of value pricing, competition dynamics and proposal generation.
• Strong negotiation skills.
• Excellent communication & presentation skills.
• Ability to lead / facilitate cross functional teams to support deal progress.
• Collaborative, thorough, strategic, responsive, proactive and works well in a team.
• BA/BS with experience in the energy and/or utilities industries

Don't meet every single requirement? Studies have shown that women, marginalized genders and people of color are less likely to apply to jobs unless they meet every single qualification. At Uplight we are dedicated to building a diverse, inclusive and authentic workplace, so if you're excited about this role but your past experience doesn't align perfectly with every qualification in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles
What makes working at Uplight amazing:
In addition to all the standard medical and dental benefits, that kick in Day 1, we are:

• Proud to be over 500+ purpose-driven individuals helping to create a more sustainable planet.
• Committed to the environment, our employees, and our communities.
• Focused on career growth by following defined career ladders.
• Committed to taking our work and mission seriously and....we love to laugh!

We also provide:

• 401k Match
• Medical, vision, and dental insurance
• Monthly wellness stipend
• Peer to peer recognition program
• Management by objectives bonus plan
• Innovative flexible time off policy
• Exceptionally collaborative and cool office spaces

Salary Range: $150,000 to $165,000 USD
In accordance with the Colorado Equal Pay for Equal Work Act, the approximate annual base compensation range is listed above. The actual offer, reflecting the total compensation package and benefits, will be determined by a number of factors including the applicant's experience, knowledge, skills, and abilities, as well as internal equity among our team.
Uplight provides equal employment opportunities to all employees and applicants and prohibits discrimination and harassment of any type without regard to race (including hair texture and hairstyles), color, religion (including head coverings), age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
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