Director, Energy Sales

This is a fully remote position, open to applicants in Brazil.

📋 Description

• Identify, develop, and finalize electrolyzer opportunities throughout South America.

• Oversee the entire sales process from initial contact through feasibility assessments, proposals, commercial negotiations, and contract finalization.

• Recognize and qualify multi-MW industrial projects and developments exceeding 100 MW in export scale.

• Create and sustain a well-documented Salesforce pipeline.

• Achieve annual targets for bookings, margin, and pipeline.

• Provide monthly and quarterly forecasts to the Vice President of Global Energy Sales.

• Establish and nurture C-level relationships with project developers, industrial off-takers, energy and oil & gas companies, utilities, EPCs, and port authorities.

• Develop bankable proposals with customers, lenders, and advisors.

• Collaborate with application engineering, proposals, product management, legal, finance, and project execution teams, despite having no direct reports.

• Cultivate relationships with EPCs, local integrators, renewable developers, development banks, export credit agencies, and financing partners.

• Monitor regional policies, incentives, certification programs, tenders, and competitor activities.

• Provide market and competitive insights to the leadership team.

• Represent Plug at industry conferences, government and industry association forums, and customer events.

• Ensure accurate CRM data management and adhere to deal review, approval, and risk management procedures.

⛳️ Requirements

• Bachelor’s degree in Engineering, Business, or a related discipline.

• A minimum of 10 years of B2B sales and business development experience in selling complex capital equipment, integrated solutions, or large-scale projects within relevant sectors.

• Demonstrated success in closing multi-million-dollar USD contracts for capital equipment, technology, or EPC-type services.

• Direct experience in hydrogen, electrolysis, renewable energy, fuel cells, industrial gases, ammonia, methanol, or related energy transition value chains is highly preferred.

• Established connections with senior decision-makers among South American developers, industrial firms, energy majors, EPC contractors, financial institutions, and governmental stakeholders.

• Strong comprehension of project development, structured contracting, and project finance.

• Consultative and solution-focused sales approach, combined with technical expertise in electrolyzer systems, balance of plant, renewable power integration, and associated technologies.

• Experience in negotiating intricate commercial agreements and managing pricing and margin factors.

• Proven ability to influence and coordinate cross-functional, multicultural, and geographically dispersed teams without direct authority.

• Exceptional communication, presentation, and stakeholder management abilities.

• Knowledge of regulatory frameworks, procurement processes, and business cultures within South American markets.

• Proficient in Salesforce or similar CRM systems and Microsoft 365 applications.

• Fluency in Portuguese, Spanish, and English, both written and spoken.

• Authorization to work in Brazil or the candidate’s country of residence in South America for remote-based positions.

• Willingness and capability to travel frequently within South America and internationally, including visits to company facilities in the United States and Europe.

• Strong commitment to professionalism, integrity, business ethics, and compliance with anti-corruption, trade, and regulatory standards.

• Capability to function independently as a senior individual contributor in a remote or small office setting.

🏝️ Benefits

• Full-time, salaried position.

• Individual contributor role.

• Equal opportunity employment.