Trilliant offers a universal communications platform that is at the convergence of the smart grid, smart city, and global Industrial Internet of Things (IIoT) applications. We bring together multi-technology solutions, global capabilities, and mission-critical communications to deliver future-proof solutions.
We are a device-agnostic, integrated, multi-technology communication platform that provides flexibility to balance technological capabilities with economic needs. Trilliant is committed to best-in-class solutions that empower our customers and their customers to connect to the world of things
We are an equal-opportunity employer offering comprehensive benefits and compensation packages with a selection of insurance programs. We have dynamic and collaborative work environments with some of the brightest employees in the world. We invest in people and provide opportunities for our employees to grow hand in hand with our business.
Job Description:
The Technical Sales Director, Philippines is a senior individual contributor role responsible for driving all sales activities in the Philippines, with a primary focus on electric utilities, electric cooperatives, distribution utilities, and selected government accounts, and key system integrators. The role combines deep technical expertise with proven sales execution to win complex, long-sales-cycle opportunities in the rapidly evolving Philippines smart energy and smart city market.
The successful candidate will own the revenue and bookings targets for the Philippines and will be responsible for expanding Trilliant's full portfolio of AMI, DA, DERMS, Private wireless network solutions (RF Mesh, LPWAN, LTE, hybrid networks) and software solutions across the country.
Position Responsibilities:
- Full ownership of the Philippines sales plan, pipeline, forecast accuracy, and achievement of annual bookings and revenue targets.
- Develop and execute account strategies for major Philippine utilities (e.g., Meralco, Visayas and Mindanao DUs and ECs, NGCP where applicable) and key system integrators.
- Build and maintain C-level and senior technical relationships within target accounts (CEO, COO, CTO, VP Engineering, Distribution Planning, Regulatory Affairs, etc.).
- Deliver highly technical presentations and demonstrations of Trilliant's solutions - RF Mesh, LPWAN, hybrid cellular, multi-application smart communication technologies, and software solutions.
- Create compelling business cases with customers around Non-Technical Loss Reduction, Revenue Protection, Outage Management, Grid Resilience (typhoon hardening), Renewable Energy/DER Integration, Prepaid Metering, Demand Side Management, EV charging infrastructure, and Smart City applications.
- Work closely with Product Management, Engineering, and Solutions Architecture teams to define product requirements and solution roadmaps based on the Philippines market needs and regulatory direction.
- Partner with local representatives, distributors, system integrators, and consortium partners to maximize win probability.
- Represent Trilliant as the senior technical sales authority at major Philippines industry events (e.g., Enlit Asia, PEPOA, PHILRECA, DOE events, ERC hearings, IEEE PES, DistribuTECH Asia when held, etc.).
- Provide voice-of-customer feedback to corporate marketing and product teams.
- Collaborate with regulatory and standards bodies (ERC, DOE, NTC) and industry associations to influence policy and standards in favor of Trilliant technology.
- Collaborate with the Enterprise Opportunity Capture and Value Delivery Service team to develop and execute a Market-based Sales Plan to support both short and long-range sales and revenue objectives for Utility Smart Grid projects.
- Ability to mentor and lead the Smart Grid Enterprise sales cycle, negotiations, and contract closure. Provide strategic and tactical direction for large, complex Smart Grid project sales.
- Work with current and future sales and SI partners to develop sales opportunities through these selling channels.
- Maintain thorough knowledge of current and future corporate goals and performance objectives.
- Understand the competitive environment and competitor offerings, and develop an effective competitive sales plan.
- Maintain a consistent, accurate pipeline and forecast. Continuously update and maintain prospect database for pipeline management, daily activity, and forecast data.
- Assist in the identification and development of strategic relationships with market-related associations, organizations, trade groups, and other industry influences to increase the company's visibility, market share, and product/service offerings.
- Self-motivated, results-oriented individuals with a high degree of energy and competitiveness balanced with integrity and a personable demeanor.
- Monitor and maintain budgeted personal expenditures related to business travel, networking, and other business development programs to maintain corporate profit margins.
- Prepare various reports as required by Trilliant Sales Management regarding current and prospective accounts.
- Participate in corporate sales meetings and product training sessions.
- Perform all assigned duties in the assigned sales territory with minimal supervision.
- Proven track record in technical sales.
Position Requirements:
- Minimum 8 years of technical sales or sales engineering experience selling complex solutions into electric utilities, telecommunications companies, or large government accounts in the Philippines.
- Proven track record of closing multi-million-dollar, long-sales-cycle deals (1236 months) with Philippine electric distribution utilities, electric cooperatives, or telcos.
- Existing senior-level relationships within Meralco, major Visayas/Mindanao DUs/ECs, Aboitiz, San Miguel Power, First Gen, or similar organizations strongly preferred.
- Deep technical knowledge of:
- Advanced Metering Infrastructure (AMI), Head-End Systems (HES), Meter Data Management (MDM).
- Demand Response, Distribution Automation, DERMS, ADMS.
- Wide Area Networks (WAN/NAN): RF Mesh, LPWAN, LTE/4G/5G private networks, NB-IoT.
- End-to-end communication architecture: firewalls, routers, core network security, edge devices (smart meters, reclosers, capacitor bank controllers, streetlights, EV chargers).
- Network security protocols and Philippine cybersecurity regulations applicable to critical infrastructure.
- Domain knowledge in the Power and Utility industry includes, but is not limited to, Generation, Transmission, Distribution, and Retail.
- Strong understanding of the Philippines energy regulatory environment (EPIRA, ERC regulations, DOE policies, distribution wheeling rates, net metering, RE integration mandates, prepaid retailing, competitive retail electricity market).
- Experience supporting or leading bids under the Philippines public bidding law (RA 9184) is a strong advantage.
- Excellent command of English (written and verbal); professional proficiency in Filipino/Tagalog highly preferred.
- Willingness to travel extensively within the Philippines (Luzon, Visayas, Mindanao) and APAC region.
Education/Certification:
- Bachelor's degree in electrical engineering, Electronics & Communications Engineering, or Computer Engineering required.
- Master's degree or MBA is highly desirable
Trilliant Values:
PASSIONATE- We find the right solutions for customers and exceed their expectations.
ACCOUNTABLE- We work smart and tackle problems with urgency to get the job done.
CONFIDENT- We look to the future and partner with each other to deliver world-class solutions.
ENERGIZED- We are excited and support the growth and direction of Trilliant.
