Our client seeks a Senior Director of Sales and Account Management to join its growing Developer Network team.
A successful Senior Director of Sales and Account Management will be a pivotal team leader focused on growing a robust and selective network of DevNet Members and will leverage their origination, contracting and account management expertise to guide an internal team of Account Executives and supporting teammates in their origination efforts.
The ideal candidate will thrive in a fast-paced environment and be both a self-starter and highly collaborative. They will have exceptional communication skills, acute attention to detail, and be well versed in C+I project origination and PPA and Lease transactions and contracting. They will possess a strong desire to help grow our Developer Network by creating and evaluating enhancements and value-adds to our channel program and collaborating with the broader team to build out and optimize our online platform to achieve our mission and to help our DevNet Members grow their businesses.
Most importantly, they will have a desire to bring their past origination, contracting and account management expertise to the team and apply it in a new way - creating and executing a channel strategy that maximizes ability to provide our DevNet Members and their customers with competitive PPA and Lease solutions for Behind-the-Meter and Front-of-the-Meter C+I solar and storage projects. This position will report to the VP of Developer Network.
Essential Responsibilities:
- Meet and exceed monthly, quarterly and annual origination, award and contract backlog goals.
- Lead Account Executives and DevNet Members in their pursuit of C+I projects including providing guidance on project feasibility and ensuring opportunities meet qualifying project requirements
- Guide Account Executives and Contracts Manager with PPA and Lease negotiations and contracting including joining regular contract status calls and negotiations as needed and coming up with workable contract deviations as needed.
- Provide support to Account Executive team at Investment Committee to request contract execution approval.
- Develop go-to-market strategies based on regions, incentive markets, or industries, working closely with the Markets Team to determine and prioritize market opportunities.
- Work with the team on origination activities including prospecting and evaluating new DevNet Members, networking at regional conferences, and creating quarterly sales campaigns with the support of marketing to generate new DevNet Member leads.
- Work with Account Executives to manage DevNet Pipeline to ensure that data projections are made with proper forecasting including evaluating conversions and durations of projects pre-contract execution.
- Generate reports as needed for management and executive teams.
- Help support Account Executive team and DevNet Members with RFP opportunities, including ensuring there is no conflict with Direct origination team, and work with the company's dedicated RFP team to help support DevNet Member responses as appropriate.
- Collaborate with Project Execution and Account Executive teams throughout project life-cycle as needed to ensure DevNet Members and their customers are supported including communicating any PPA and Lease amendment needs
- Work with VP of Developer Network and executive teams on new strategic initiatives and channel strategy and offerings
- Maintain knowledge of federal and state clean energy regulations and incentives, solar economic market trends, customer requirements, competitor behavior, and customer base
- Keep a pulse on DevNet Member experience, leveraging data from voice of the customer surveys to drive internal change for improvements and hold teams accountable
Required Qualifications/ Characteristics:
- Experience in C&I solar project origination, account management, contract negotiations, development or similar
- Experience managing a successful C&I sales/origination team or channel program including experience building related programs and teams
- Experience with commercial energy contracting, including PPAs, Site Leases, etc.
- Experience using and managing projects in Salesforce
- Understanding of solar project development and construction
- Ability to simultaneously manage multiple high priority demands and deadlines
- Exceptional communication skills and ability to articulately present information to internal leadership and external partners
- Innate internal drive for success and ability to work remotely
- High level of attention to detail and desire to provide project detail to others
- Ability to travel occasionally for team meetings and events
- Demonstrated computer skills, including Microsoft Office 365 proficiency
Desired Qualifications:
- Experience building a channel program
- Strong understanding of business and finance concepts
- Experience with, and ability to manage, complex financial models
- Familiarity with Project Pitchbook or similar Investment Committee presentations
- General solar project finance and cash management and forecasting knowledge and experience
- Bachelor's Degree in Business, Finance, Engineering, Renewables or related field with applicable experience, or equivalent
