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Elemental Excelerator
Elemental Excelerator

VP, Sales - Utility Sales



Sales & Business Development
Multiple locations
Posted on Friday, August 11, 2023

Stem provides clean energy solutions and services designed to maximize the economic, environmental, and resiliency value of energy assets and portfolios. Stem’s leading AI-driven enterprise software platform, Athena®, enables organizations to deploy and unlock value from clean energy assets at scale. Powerful applications, including AlsoEnergy’s PowerTrack, simplify and optimize asset management and connect an ecosystem of owners, developers, assets, and markets. Stem also offers integrated partner solutions to help improve returns across energy projects, including storage, solar, and EV fleet charging. For more information, visit www.stem.com.

Stem’s culture embodies diversity & inclusion beyond the traditional facets of gender, ethnicity, age, disabilities, and sexual orientation to include experience, personality, communication, workstyles, and more. At our core, Stem is at the momentous intersection of clean energy and software technology where diverse ideas, experiences, and professional skills converge to make the inclusive culture we have today. Together, we are turning old school thoughts about software and energy into progressive, collaborative, and innovative solutions. By joining our team, you will be collaborating with data scientists, energy experts, skilled salespeople, thought-leading executives and more from a range of backgrounds. This intersection of ideas, beliefs, and skills is what makes us unique enough to lead the world’s largest network of digitally connected energy storage systems.

Position Description:

Stem is seeking a dynamic and driven Vice President for its Utility Sales for its FTM & Asset Management divisions. In this role, you will lead a team within our sales organization that specializes in initiating, negotiating, and overseeing the execution of complex transactions involving new markets, new offerings, and/or project-level M&A focused on electrical co-operatives and muni/public power. Stem’s focus on the larger IOUs will follow after success in these initial markets. You will be responsible for building out the strategy and managing this new specialized team within the sales organization. The Utility Sales mission is to fuel the company's long-term strategic growth with innovative large-scale direct transactions, including G&Ts, JAAs, Co-ops, Muni/Public Power as well as the applicable ecosystem of associations and service providers. This role will develop solutions, and structures that provide unique value to Stem's customers and partners. As the Vice President of Utility Sales, you will report to the SVP of Sales, and work closely with senior leaders at Stem, including the CRO, CFO, CTO, and SVP of Market Enablement. This role demands a professional with extensive project development experience, proficient in structured finance, project finance or M&A, and who has a proven track record of closing large, complex deals.


  • Build out the Utility Sales team and set its strategic charter within the organization

  • Originate pipeline of large, complex structured finance and project development opportunities initially including G&Ts, JAAs, Co-ops, Muni/Public Power. Focus on IOUs will follow this initial success.

  • Manage cross-functional deal teams, 20+ members and $1B sales, through end-to-end execution of complex project development transactions including business case development, financial modeling, negotiation, diligence, and contract negotiation

  • Collaborate with Finance team to develop new innovative structures and assess risks

  • Achieve revenue and gross margin targets by executing on a deal pipeline; from origination through final negotiations and contracting

  • Oversee the Utility Sales teams’ development of complex analyses for internal and external stakeholders. Analyses will include complex project revenue models, business case development and risk assessments

  • Work closely with Business Development, Project Finance, and Corporate Development teams as needed on strategic initiatives

  • Manage internal approvals with internal stakeholders, including executive leadership


  • 10+ years' experience of successful renewable project development or investments, including hands-on experience in renewable project finance

  • 5+ years of experience in software sales, renewables, capital-intensive project structuring, M&A, project finance, infrastructure investment, P3, etc. or similar environments

  • 3+ years of experience selling to utilities, preferably with significant coop/muni experience

  • 3+ years of experience leading a team or function

  • Strong analytical and financial acumen; ability to understand and oversee complex pro forma and project finance analyses built by team members

  • Experience leading negotiations and closing complex transactions

  • Ability to work independently and function at various levels of ambiguity

  • Excellent written and verbal communication skills; ability to clearly communicate compelling messages to senior executives and external stakeholders

  • An assertive mentality, strong negotiation skills, a sense of initiative, and drive to exceed targets

  • A high level of professionalism and integrity

  • Ability to accurately forecast deal timelines and probability of success

  • Experience working at a growing software or renewable energy company is preferred.

Why Consider the Opportunity?

  • You will be working for a leader in BESS & solar technology and systems.

  • Diversity and inclusion are at the core of the culture at Stem.

  • Stem offers a lucrative commission structure – uncapped.

  • This role offers equity.

  • Stem is a progressive, collaborative, and innovative culture that leads the world’s largest network of digitally connected energy storage systems.

Salary Range

$189,150.00 - $265,000.00

Stem, Inc. is an equal opportunity employer committed to diversity in the workplace and does not discriminate against any employee or applicant for employment because of race, color, sex, pregnancy, religion, national origin, ethnicity, citizenship, sexual orientation, gender identity, age, marital status, disability, genetic information, military status, protected veteran status or any other factor protected by applicable federal, state or local laws.