Solutions Strategy Principal

Solutions Strategy Principal

Description

Solutions Strategy Principal

Please Note; This position is based in Atlanta, GA and you WILL be required to be in the office in downtown, Atlanta, GA for meetings, etc. as needed.

JOB SUMMARY

This position provides strategic direction and execution for all aspects of the Solution Strategy team, which sets the strategic framework for designing and delivering both regulated and unregulated solutions to customers. Business success is measured by increased revenues, net income growth, high customer satisfaction and low brand risk. This position is responsible for developing the objectives, processes and procedures to set the business's strategy around a portfolio of solutions, solution pricing, vendor/partner selection, and the go-to-market approach. Supporting the full breadth of Customer Solutions' $150M business, the Solutions Strategy team will build the foundation that the Solutions Sales team leverages to understand customers' needs / problems / goals, identify how Georgia Power Company's (GPC's) solutions can be used to meets those needs, and to deploy those solutions in a way that is consistent, efficient, and scalable.

This role is also responsible for supporting the design and implementation of a business model strategy via the development a standardized pricing process, a comprehensive margin strategy, a comprehensive partner and vendor strategy, and a cohesive go-to-market strategy. This role will work with leadership from across Customer Solutions to inform the development of those strategies and will lead the deployment of those strategies within the Solutions Sales, Operations, and Program Management teams. This position will also develop and deploy an internal governance process to ensure adherence to the strategies and is responsible for gathering input from stakeholders to refine and continuously improve those strategies over time.

The Solutions Strategy Principal will work with Customer Solutions leaders to develop strategies that optimize and grow our external partnerships, ultimately capturing more market share by bundling our solutions. This role plays a critical role in developing external partnerships to execute on GPC's comprehensive solution strategy. The role is required to use their connections withing the innovation ecosystem to identify and develop partnerships with companies that have new technologies and/or business models that can add value to GPC's offerings and customers. They are also required to utilize their overall strategic understanding of GPC's product and services offerings to consistently improve the business units' competitive position.

This role must build, maintain and grow working relationships with customers, contractors, GPC partners, and other internal Southern Company departments. This position is also responsible for working collaboratively with the Marketing Strategy & Support team to develop and utilize a strategy around customer data and data analytics, and they will be responsible for deploying that strategy across Customer Solutions and using it (alongside other technology tools) to provide personalized solutions to customer based on insights from their data.

REQUIREMENTS: (Education, Experience, Knowledge, Skills )

• 4-year degree preferred, advanced degree preferred
• Energy industry and/or product management experience strongly preferred
• Broad understanding of the company's operations, policies, procedures and financials
• A strong understanding of the energy industry transition and the evolving needs of customers around sustainability and resiliency
• Experience leading cross-functional teams and efforts within a large-scale, complex, and matrixed organization in a regulated industry
• Proven experience successfully leading new initiatives and partnering with other functional teams across an organization to deploy strategy.
• Experience with the external innovation ecosystem and a proven track record of developing successful relationships with external partners
• Ability to manage complex competitive issues including the risk management and product/pricing decisions & willingness to learn and deploy new technologies in projects
• A demonstrated ability to think strategically and to be relentless in the pursuit of the right results
• Strong analytical, financial analysis, business planning, and execution skills
• Excellent interpersonal and communication skills and the ability to effectively engage individuals at all levels inside and outside the company. Communicates essential information in a timely manner
• Ability to identify the need for change and lead that change for a large organization
• Ability to manage complex competitive issues including the bundling of services and unregulated product/pricing decisions
• Thorough understanding of both competitive business finance and utility finance and techniques for evaluating the profitability of sales programs and customer offerings in regulated and unregulated markets
• Ability to use good judgment and to make sound decisions
• Demonstrated ability to learn quickly and adapt

MAJOR JOB RESPONSIBILITIES: Specify major duties performed by the job (please include % of time spent on duties).

• Solutions Strategy (60%)
• Work closely with Marketing Strategy & Support (MS&S), Managed Accounts, and the Solutions Sales teams to identify industry / competitor trends and customer feedback that can be used to develop and refine new behind the meter solutions (segment-specific offerings, multi-solution bundles, use of on-ramps like advisory services and/or light-touch digital offerings, etc.), including the pricing and margin strategy of those solutions
• Support the development a comprehensive pricing and margin strategy that is strategically designed across the full suite of solutions that GPC offers. Lead the creation of guidelines and a process that the Solutions Sales team can use to ensure that specific opportunities are priced in alignment with the comprehensive strategy.
• Work with the Solutions Sales and Operations teams to develop a comprehensive vendor strategy, incorporating safety, risk profiling, Key Performance Indicator (KPI) score carding, spend analysis and strategic partner agreements. Support the identification of key partners and efforts to use Georgia Power's (and, where applicable, Southern Company's) full buying power to ensure the best pricing for customers.
• Lead the development of solution landscape maps, outlining the outcomes that various customer segments care about and the potential solutions that can help achieve those outcomes. Identify gaps in GPC's offerings and to create a roadmap to address those gaps.
• Work collaboratively with the Solutions Sales team and with key customers to develop sustainability roadmaps, leveraging GPC's full suite of internal and external partner solutions to create a plan for achieving customers' sustainability goals
• Collaborate with the Customer Programs team to provide insights and guidance into what regulated programs are needed to round out GPC's portfolio of solutions and better meet customers' needs
• Lead the initial launch of a product or program including the development of the go-to-market strategy, identification of target customers and/or product bundling strategy, and training the Solutions Sales team
• Identify, vet, and engage partners to provide solutions outside of GPC's internal capabilities.
• Support the Solutions Sales team in working with key customers on bespoke, innovative solutions, as needed
• Go-to-Market (GTM) Strategy (30%)
• Lead the development a GTM strategy for the Solutions Sales team to deploy based on customer insights, industry trends, and market intelligence.
• Based on intel, analytics, and insights from the MS&S group, customer feedback, and other sources, identify the optimum customer targeting strategy and GTM approach. Work with the MS&S team to design and launch campaigns to support the execution of this approach, including monitoring campaign KPIs and iterating as needed.
• Manage the creation of sales tools for the Solutions Sales team to use in support of the GTM strategy, including tools like proposal templates, presentation templates, needs-problems-goals frameworks, etc. Work collaboratively with the MS&S group to design and update sales collateral for the Solutions Sales team to use.
• Help the MS&S group identify internal data sources from across the company that can be used to create a data-driven, personalized approach to customers. Take the resulting customer analytics that MS&S provides and combine them with other insights and digital touch points we have with customers (e.g., digital asset inventories, energy usage analytics, etc.) to create personalized insights and recommendations that can support the Solutions Sales team in solving customer problems
• Collaboration with other GPC / SO Teams (10%)
• Collaborate with the Solutions Sales and Customer Programs teams to share feedback and insights gained from customers and ensure that offerings are designed to meet customers' needs, problems and goals
• Work closely with the customer facing teams across Georgia Power (managed accounts, external affairs, economic development, etc.) to identify customer feedback and better understand customer needs and priorities
• Engage with the innovation ecosystem (Energy Impact Partners, Engage, R&D, etc.) to monitor industry and customer trends and to identify new innovations that GPC can leverage to create beneficial solutions for customers

Additional responsibilities include:

• Contribute as an individual contributor on system committees
• Support the execution of specially assigned projects by GPC leadership
• Handle difficult situations and resolve conflicts

Disclaimer:

This information describes the general nature and level of work performed by employees in this job. The description is not designed to be a comprehensive inventory of duties, responsibilities and qualifications required in the job. Reasonable accommodations may be made to qualified disabled individuals for performance of essential duties and responsibilities.

Georgia Power is the largest electric subsidiary of Southern Company (NYSE: SO), America's premier energy company. Value, Reliability, Customer Service and Stewardship are the cornerstones of the Company's promise to 2.6 million customers in all but four of Georgia's 159 counties. Committed to delivering clean, safe, reliable and affordable energy at rates below the national average, Georgia Power maintains a diverse, innovative generation mix that includes nuclear, coal and natural gas, as well as renewables such as solar, hydroelectric and wind. Georgia Power focuses on delivering world-class service to its customers every day and the Company is consistently recognized by J.D. Power and Associates as an industry leader in customer satisfaction. For more information, visit www.GeorgiaPower.com and connect with the Company on Facebook (Facebook.com/GeorgiaPower), Twitter (Twitter.com/GeorgiaPower) and Instagram (Instagram.com/ga_power).

Southern Company (NYSE: SO ) is America's premier energy company, with 46,000 megawatts of generating capacity and 1,500 billion cubic feet of combined natural gas consumption and throughput volume serving 9 million customers through its subsidiaries . The company provides clean, safe, reliable and affordable energy through electric operating companies in four states, natural gas distribution companies in seven states, a competitive generation company serving wholesale customers across America and a nationally recognized provider of customized energy solutions, as well as fiber optics and wireless communications . Southern Company brands are known for excellent customer service, high reliability and affordable prices that are below the national average. Through an industry-leading commitment to innovation, Southern Company and its subsidiaries are inventing America's energy future by developing the full portfolio of energy resources, including carbon-free nuclear, 21st century coal, natural gas, renewables and energy efficiency, and creating new products and services for the benefit of customers. Southern Company has been named by the U.S. Department of Defense and G.I. Jobs magazine as a top military employer, recognized among the Top 50 Companies for Diversity by DiversityInc, listed by Black Enterprise magazine as one of the 40 Best Companies for Diversity and designated a Top Employer for Hispanics by Hispanic Network. The company has earned a National Award of Nuclear Science and History from the National Atomic Museum Foundation for its leadership and commitment to nuclear development and is continually ranked among the top energy companies in Fortune's annual World's Most Admired Electric and Gas Utility rankings. Visit our website at www.southerncompany.com .

Southern Company is an equal opportunity employer where an applicant's qualifications are considered without regard to race, color, religion, sex, national origin, age, disability, veteran status, genetic information, sexual orientation, gender identity or expression, or any other basis prohibited by law

Job Field: Sales & Marketing

Job Type: Standard

Primary Location: Georgia-Metro Atlanta-Atlanta

Operating Company: Georgia Power Company

Job Type: Standard

Travel (Up to): Yes, 25 % of the Time

Work Location(s):

Georgia Power Headquarters - 241 Ralph McGill Blvd. NE (241ATLANTA)

241 Ralph McGill Blvd. NE

Atlanta, 30308

Req ID: GPC2009145