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Oracle Opower | Senior Manager of Regulatory Affairs and Market Development in Chicago, Illinois

Overlay sales personnel providing specialist product expertise to the sales force.

Partners with Account, Technology, and Application sales representatives to qualify and close new business on Oracle solutions. Provides specific industry or product expertise to facilitate the closing of deals within sales representatives territory. Interacts with sales team to architect the solution, and develop and execute solution strategies for market. Manages solution opportunities to obtain appropriate and necessary resources for all qualified opportunities. Leads teams in the sales process for establishing market visibility and deal visibility. Presents/demonstrates solution to high level clients and industry conference attendees. May provide training to field sales on industry/solutions. Builds and maintains a network and up to date specific industry or product knowledge.

Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 8 years applicable experience preferred. Subject matter expertise in industry/product space. Knowledge of key industry leaders and management. Knowledge of Oracle competition. Presentation and product demonstration experience. Previous consultative selling experience preferred. Excellent communication, negotiating, and closing skills with prospects and customers. Travel may be needed. BA/BS degree in related field.

Oracle is an Affirmative Action-Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, protected veterans status, age, or any other characteristic protected by law.

The Opower team within Oracle Utilities is seeking a dynamic new member for our Regulatory Affairs and Market Development work. The position is located in our Arlington, VA office with potential consideration for a remote work location. The role would lead efforts in a handful of select states (likely in the mid-Atlantic) expanding our demand-side management (DSM) and customer engagement business opportunities. Opower needs a talented team member who can use policy-making and regulatory processes to advance the market for DSM solutions, SaaS software, and utility investment in technology innovation.

As the Senior Manager, Regulatory Affairs and Market Development, you will be responsible for shaping and executing Opower’s regulatory and policy strategy throughout your region through proven exceptional relationship building and advocacy skills. The Regulatory Affairs and Market Development team works with utilities and engages closely with government officials, regulators, and stakeholders to remove obstacles and promote policies to advance the Opower and Oracle Utilities business. In this role, you will report to the Director of Regulatory Affairs and Market Development and work closely with Sales and Account Managers for this region.

The ideal candidate brings great business judgment to advance DSM policies as well as deep knowledge of the regulated utilities industry, ideally with expertise in demand side management and the ongoing energy and delivery transformations in the utility industry. You are a successful relationship builder, policy advocate, and an exceptional and convincing verbal and written communicator with a track record of success. You have worked in a similar role in the energy industry or another regulated industry.

Under non-COVID circumstances, this role involves travel (about 25% of the time); travel for this role will occur only once Oracle has permitted employee travel to resume, currently this is not before December 31, 2020 and could be extended.


  • Collaborate with the internal account teams and our utility clients to build regulatory acceptance with Public Utility Commissions for Oracle’s products and the energy reductions, and customer and grid benefits delivered by the Opower SaaS products and Oracle Utilities expansive suite of cloud-based software applications

  • Effectively advance your regional goals which include helping the sales team to meet or exceed their sales targets

  • Be the trusted expert in your region who can always identify what matters most to the business

  • Build strong relationships with stakeholders, including regulatory commissions, utility clients, state energy officials, ISO/RTOs, environmental groups, and consumer advocates

  • Be a public spokesperson for Opower / Oracle Utilities in regulatory proceedings, industry associations, conferences, and other external meetings

  • Work with industry and stakeholder partners to grow and/or defend the overall market for behavioral demand side management in your region

About You

  • You have a BA/BS in government, policy, environmental science, economics, business, or related degree, and preferably a relevant advanced degree.

  • You are already a demand side management expert or are interested in becoming one.

  • You have at least 8 years of work experience in a relevant field and preferably at least 4 years of direct experience in a similar role.

  • You are an exceptional written and oral communicator who knows how to advocate for an idea.

  • You have a track record of successful advocacy outcomes that have led to clear business and policy outcomes.

  • You are passionate about energy and climate issues but appreciate the role of business and industry in making a difference.

  • You are detail-oriented, entrepreneurial, and have strong business instincts.

  • You bring solutions to complex problems and can convince others to adopt your vision.

  • You are a strong relationship builder and connector.

  • You have proven critical thinking and analytical skills, including a basic understanding of DSM evaluation, measurement and verification (EM&V).

  • You have strong relationships with utilities, regulatory bodies, and utility industry stakeholders.

  • You function well in a fast-paced, team-focused environment where you need to build consensus across departments.

/At Oracle, we don’t just value differences—we celebrate them. We’re committed to creating a workplace where all kinds of people work together. We believe innovation starts with diversity and inclusion./

Job: *Sales

Organization: *Oracle

Title: Opower | Senior Manager of Regulatory Affairs and Market Development

Location: VA,Virginia-Arlington

Requisition ID: 20000WCE

Other Locations: United States