Senior Account Manager / Director, Key Account & ASEAN Grid Operators

About the role

Univers is looking for a Senior Account Manager / Director to own strategic relationships with leading utility, grid operator and critical infrastructure customers across Singapore and ASEAN. The goal is to expand existing deployments into multi-product, multi-year partnerships by understanding how operators manage power systems, energy transition initiatives and distributed energy resources, and to turn successful customer engagements into reference accounts for the wider region.

Key responsibilities

• Own strategic account plans, including relationship mapping, white-space analysis, 3-year expansion roadmaps and annual revenue targets.
• Build trusted relationships from operational teams through executive leadership with utilities, grid operators, regulators and digital transformation teams.
• Translate grid operation pain points (DER visibility, flexibility and congestion management, outage and asset health, forecasting, EV charging load) into use cases and business cases.
• Expand adoption from Virtual Power Plants into adjacent offerings such as AI Grid, BESS EMS/SCADA, Smart EV Charging, District Energy, Smart Building Portfolios and Trading/AIM.
• Lead the full commercial cycle: opportunity identification, solution workshops, proposals, tenders, pricing, contract negotiations and renewals.
• Work with Solutions, Product, Engineering and Delivery teams and feed Key Account requirements into product roadmaps.
• Maintain pipeline, forecasting and revenue tracking in Salesforce.
• Extend to ASEAN grid operators (about 30% of time) by packaging repeatable "national grid flexibility" references, building target account plans for operators such as TNB, PLN, EGAT, EVN, NGCP and CLP, and engaging industry forums and events.

Required profile

• Singapore citizen; eligibility for security clearance is required because the role accesses critical information infrastructure at the national grid operator.
• 10+ years (manager: 7+) in the power sector, with at least 5 years in a customer-facing role at or serving a transmission/distribution utility or system operator.
• Proven track record of growing a strategic enterprise or utility account through multi-year, multi-product deals (director: USD 5M+ annual revenue target).
• Nice to have: EMA or grid-vendor background, relationships with ASEAN utilities, engineering degree (electrical/power systems), MBA, familiarity with BESS, VPP, EV charging or energy trading.

Required skills

• Deep knowledge of grid operation: SCADA/EMS/ADMS, DER integration, demand response, frequency and voltage management, outage management, and Singapore's electricity market structure (NEMS, EMA regulation)
• Ability to explain AI, data platforms and software architecture to engineers and executives
• Account planning and commercial negotiation