Key Account Manager

Job Description

Position Overview

We are seeking a high-caliber Key Account Manager – Distributed Generation and Microgrids to serve as a pivotal commercial leader driving the expansion of our market footprint. Reporting directly to the Senior Director of Distributed Generation and Microgrids, you will be a vital extension of our leadership team, executing our commercial strategy to capture market share across Distributed Energy Resources (DERs), Microgrids, and On-Site Power Generation.

This role sits at the critical intersection of elite sales execution and advanced technical engineering. You are not just a relationship manager; you possess the technical capability of a solutions architect, enabling you to independently lead technical discovery, evaluate complex system integrations, and translate grid complexities into profitable, multi-million-dollar deals. While the segment leader primarily owns downstream Go-To-Market (GTM) frameworks and high-level marketing, you will feed real-world customer insights into those strategies while focusing relentlessly on Sales Execution, Revenue Growth, and Ecosystem Development
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What You’ll Do

Sales Execution & Revenue Growth

• Target Achievement: Own and execute strategies to achieve ambitious segment-specific revenue, margin, and order intake targets across Data Center, C&I, Utility, Government, and Off-grid applications.
• Data Center & Compute Focus: Lead targeted commercial engagement with data center developers, hyperscalers, and AI compute operators to solve critical "time-to-power" constraints using on-site generation, BESS, and microgrid architectures.
• Expand Healthcare, Industrial Manufacturing, Semiconductor, Pharmaceutical and Oil and Gas: Target and penetrate high-growth sectors with a high‑heat/energy focus on mission‑critical facilities, utilizing tailored account plans and technical value selling to address their unique grid resilience, continuous uptime, and massive energy‑compute requirements.
• Deal Structuring & Negotiation: Qualify, develop business cases for, and personally negotiate complex multi-million-dollar contracts, framework agreements, and innovative financial models like Energy-as-a-Service (EaaS) or Power Purchase Agreements (PPAs).
• Technical Value Selling: Conduct deep technical discovery and site assessments to translate complex engineering architectures into transparent, financial total-cost-of-ownership (TCO) and ROI metrics for economic buyers.
• Pipeline Hygiene & Account Reviews: Rigorously manage a 12-to-36-month sales pipeline within Salesforce. Conduct regular operating plan and deep-dive account reviews with segment leadership, maintaining highly accurate, real-time data integrity for convertible orders and margins.
• Account Planning: Develop and pitch comprehensive, integrated Account Plans annually for tier‑1 target clients, utilizing disciplined win-loss analysis to continuously refine value propositions.
• Uptime & Resilience Focus: Architect pursuit strategies tailored to mission‑critical facilities, industrial operations navigating grid capacity challenges, and commercial customers pursuing net‑zero goals.

Strategic Partnerships & Ecosystem Development

• Alliances Integration: Identify, cultivate, and maintain strategic alliances with external partners critical to winning and servicing projects, including EaaS financiers, EPCs, system integrators, control vendors, and genset OEMs.
• Channel Enablement: Develop robust channel strategies and partner enablement programs alongside engineering firms, MEP contractors, and renewable energy developers to exponentially scale our market reach.
• Market & Regulatory Dynamics: Monitor and leverage evolving regional power‑market dynamics, virtual power plant (VPP) frameworks, wholesale market pathways, and regional utility interconnection policies to maximize project value and fast‑track deployment.
• Industry Influence: Establish strong working relationships with industry influencers, analysts, and standard‑setting organizations that shape interconnection standards, state grid codes (including FERC Order 2222 compliance), and microgrid policies.
• Co‑Innovation Input: Provide critical market feedback…