Technical Sales & Application Manager, Protection & Controls - West

Job Overview

The Technical Sales & Application Manager for Power System Protection & Control is responsible for driving revenue growth, market penetration, and customer engagement through a combination of deep technical expertise and commercial leadership. This role bridges application engineering, technical sales, and market development, supporting Electric Utility customers with advanced protection, control, and power quality solutions.

The position requires strong knowledge of power system protection, controls, and grid automation technologies, combined with the ability to translate customer needs into actionable sales strategies, product improvements, and application solutions.

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A Day In The Life

Key Responsibilities
1. Technical Sales Leadership
•    Lead technical sales efforts for protection, control, and power quality solutions across assigned territory.
•    Develop and execute territory specific sales strategies to achieve revenue and growth targets. 
•    Conduct product presentations, demonstrations, and technical seminars to customers and channel partners. 
•    Support complex sales cycles by providing application expertise and solution positioning.
2. Sales Execution & Pipeline Management
•    Own territory execution includes planning, forecasting, and performance tracking
•    Support quotation activities and ensure solutions align with customer specifications.
•    Drive sales through differentiated applications and technical value propositions.
•    Maintain disciplined CRM practices including opportunity tracking, activity logging, and account planning. 
•    Manage customer accounts, territories, agents, channel partners or strategic customers.
•    Establish consistent customer engagement cadence including site visits, technical discussions, and follow-ups with clear action plan and next steps
3. Application Engineering & Customer Support
•    Serve as the primary technical advisor to customers on system design, product selection, application requirements, protection & control schemes, automation strategies, and grid modernization initiatives.
•    Support troubleshooting, installation, and integration of protection and control systems. 
•    Serve as escalation point for customer issues, ensuring timely resolution through internal coordination
•    Develop application notes, technical documentation, and customer training materials. 
4. Market Development & Business Growth
•    Analyze market trends, competitor activity, and customer requirements to identify growth opportunities. 
•    Build and maintain relationships with utilities, EPCs, consultants, and key stakeholders.
•    Expand presence in key segments such as electric power distribution, generation, substations & distribution automation.
•    Drive adoption of emerging technologies (e.g., digital substations, IEC 61850, grid analytics). 
5. Cross-Functional Collaboration
•    Partner closely with Business Development, Product Management, Engineering, Customer Technical Services, and applicable HUS sales teams to: 
o    Translate customer needs into product enhancements
o    Support new product development and validation
o    Provide “Voice of the Customer” feedback 
o    Support pilot programs, trials, product evaluations, and customer validation processes
•    Collaborate with internal teams on pricing strategies, proposals, and technical solutions

What will help you thrive in this role?

Qualifications & Experience

Education

• BSEE or an equivalent experience; MSEE or MBA preferred.

Experience

• 3-10 years in power systems, with emphasis on protection & control applications, technical sales, or application engineering.
• Experience working with:
• Transformer Tap Changer, Voltage Regulator, and Capacitor Controls. Recloser controls, Protective Relays, PQ meters and automation systems
• Working with Electric Utility Power Systems
• Customer-facing roles (sales, consulting, or applications)

Technical Competencies

• Strong understanding of:
• Power system protection principles (Distribution/Generation and Substation)
• Control systems and automation (e.g., FLISR, Volt/VAR)
• Industry standards (IEEE, IEC) and protocols (DNP3, MODBUS, IEC 61850)
• Ability to interpret electrical specifications, drawings, and system studies.

Leadership & Commercial Skills

• Strong communication and presentation skills with customer-facing confidence
• Ability to influence technical and commercial decisions
• Experience managing accounts, territories, agents, channel partners or strategic customers
• Proven ability to balance technical depth with business objectives

Key Success Factors

• Ability to integrate technical application knowledge with sales strategy
• Strong customer focus and relationship-building capability
• Market awareness, responsiveness to industry trends, and commitment to continuous learning in evolving power system standards
• Collaboration across engineering, product management, and sales teams
• Drive for results aligned with growth targets and business objectives

Travel

• 50% to 70% of travel to customer sites, offices, field visits, training, conferences, seminars, and in-person meetings as required.