Sales Director

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

📋 Description

• Formulate and implement strategic sales and business development initiatives for the utility and power generation sectors.

• Identify, qualify, and pursue large-scale utility opportunities related to distributed generation, resiliency, microgrids, combined heat and power (CHP), hydrogen-enabled generation, carbon capture, and long-duration clean energy solutions.

• Cultivate and maintain high-level executive relationships with utilities, independent power producers (IPPs), engineering, procurement, and construction (EPC) firms, engineering consultants, and industry partners.

• Navigate the utility procurement landscape, including requests for information (RFIs), requests for proposals (RFPs), and long-term power procurement projects.

• Collaborate with engineering, project development, product management, legal, finance, and executive teams on commercial strategies.

• Create account plans and oversee opportunities throughout the entire sales lifecycle.

• Keep abreast of regulatory changes, transmission planning, capacity market developments, and utility investment trends.

• Represent FuelCell Energy at industry conferences, associations, regulatory meetings, and customer engagements.

• Prepare and deliver presentations to executives, conduct technical workshops, and develop commercial proposals and business cases.

• Lead commercial negotiations to finalize contracts and achieve booking, revenue, and growth targets.

• Provide sales forecasts, opportunity updates, competitive insights, and market feedback utilizing CRM tools.

• Develop and implement joint go-to-market strategies with strategic partners, engineering firms, and channel partners.

⛳️ Requirements

• A Bachelor's degree in Engineering, Business Administration, Energy Management, or a related field is preferred.

• An MBA or advanced technical degree is preferred.

• At least 10 years of proven experience in sales, account management, or business development within electric utilities, power generation companies, or the broader energy sector.

• Demonstrated success in selling complex capital equipment, distributed energy resources, power generation systems, utility infrastructure, or energy solutions.

• Strong comprehension of utility planning processes, generation portfolios, grid operations, integrated resource planning, and regulatory environments in utilities.

• Experience with large-scale, multi-million-dollar infrastructure or energy projects involving extended sales cycles.

• Established network of relationships with utilities, IPPs, engineering firms, or utility consulting entities.

• Knowledge of utility business models, decarbonization efforts, capacity planning, transmission limitations, resiliency, and distributed energy resources.

• Proven experience in collaborating with various technical, commercial, regulatory, and executive organizations.

• Exceptional skills in communication, negotiation, presentation, and managing executive relationships.

• Ability to develop, present, and negotiate intricate commercial proposals and long-term contracts.

• Strong analytical, financial, and strategic planning skills.

• Capability to work independently in a dynamic, fast-paced environment.

• Willingness to travel approximately 40–60% of the time.

• Preferred: experience in selling fuel cells, gas turbines, reciprocating engines, energy storage, renewables, hydrogen technologies, or utility-scale generation assets.

• Preferred: familiarity with utility regulatory processes, public utility commissions, wholesale electricity markets, and regional transmission organizations (RTOs)/independent system operators (ISOs).

• Preferred: understanding of federal and state energy incentives, tax credits, emissions regulations, and clean energy policies.

• The successful candidate must pass a drug screening, criminal background check, and verification of employment and education.

🏝️ Benefits

• Comprehensive benefits package that includes medical, dental, and vision insurance.

• Company-paid life and disability insurance.

• 401(k) retirement plan.

• Employee stock purchase plan.

• Generous paid leave policy.

• Competitive compensation package.