What we are looking for:

As a Product Marketing & Analysis Director, Front-of-the-Meter you will lead the commercial team’s efforts to ensure maximum market share in various Front-of-the-Meter and wholesale market segments by identifying market opportunity, supporting development of competitive commercial offerings, and bringing them successfully to market.

You will be in charge of various aspects of commercial launch, including tracking and sizing markets, gathering critical competitive and customer intelligence, developing go-to-market strategies, developing and operationalizing key sales content, promoting Stem’s solutions through a variety of channels. You will collaborate with numerous internal subject matter and functional experts, and will be comfortable working with Sales, Business Development, Product Management, Policy, Finance, Legal, Engineering, and Operations, among others. You are a doer as well as a thinker, who goes beyond the conventional to promote ideas beyond the norm.

Responsibilities:

Markets

• Lead, organize, plan, and execute the Front-of-the-Meter division’s market tracking and outlook function

• Serve as the Front-of-the-Meter division’s go-to subject matter expert for a portfolio of wholesale markets and programs, keeping up to date on market/program evolution, including submarkets/subprograms, rules, value streams, prices, and other key features

• Conduct quantitative analysis, including market sizing and revenue/gross margin opportunities, to inform strategic market expansion in open markets

• Track policy and regulatory developments affecting markets and programs in which Stem is active, in collaboration with the Policy & Regulatory team

• Integrate the Business Development team’s emerging market analysis with the Product Marketing team’s open market analysis to provide a comprehensive market projection and opportunity view for the Front-of-the-Meter business

• Keep up to date on energy storage, renewable energy, and electricity market developments and use this information to inform all of the above

Intelligence

• Lead, organize, plan, and execute the Front-of-the-Meter division’s intelligence-gathering and analysis function

• Gather, organize, and analyze competitive intelligence, including competitor offerings/products, price points, and marketing/sales approaches

• Gather, organize, and analyze customer feedback, including from win/loss analysis and voice of customer interviews

• Utilize all of the above to inform solution development, sales targeting, and collateral development

Sales Enablement

• Lead, organize, plan, and execute the Front-of-the-Meter division’s sales enablement function

• Develop strategies to differentiate Stem’s Front-of-the-Meter offerings from those of its competitors

• Collaborate with Marketing & Communications to develop compelling collateral and content that articulate the differentiated value of Stem’s Front-of-the-Meter offerings to partners and customers

• Develop and deliver training on new or altered Front-of-the-Meter solutions to Sales and other teams critical to the sales process

• Provide non-standard deal-level support, as needed

Solution Promotion

• Lead, organize, plan, and execute the Front-of-the-Meter division’s solution promotion function

• Develop and publish/deliver thought leadership content in support of Front-of-the-Meter solutions, including webinars, white papers, blog posts, etc.

• Promote Stem’s Front-of-the-Meter solutions and value propositions: At industry events and conferences, Via social media, By leveraging your personal brand and connections

Solution Management & Development

• In support of the Front-of-the-Meter division’s strategy management process that prioritizes the development and launch of new solutions and provides targeted guidance to the commercial sales team:

• Serve as an expert in Stem’s Front-of-the-Meter solutions

• Assess product-market fit and identify new opportunities for Stem offering development

• Conduct quantitative analysis necessary to inform strategic product development decision-making and influence Stem’s product roadmap

• Align Front-of-the-Meter product releases with market expansion and/or entry strategies

• Develop go-to-market strategies that maximize Stem’s attainable market share

Requirements:

• Bachelor’s/Master’s degree in business, engineering, economics, math, or similar subject (or equivalent practical experience)

• 8+ years of experience in product marketing, product management, business development, market entry, and/or analytics

• 4+ years of hands-on experience in the energy industry, with storage and/or solar experience a plus

• Mastery of energy market fundamentals and modeling, specifically at the ISO/RTO level

• In-depth knowledge of wholesale electricity markets (e.g., ISO-NE, PJM, CAISO, ERCOT, etc.) preferred

• Exposure to battery cell technologies, power conversion systems (PCS), system integration, energy management systems (EMS), and long term service agreements (LTSA) a plus

• Ability to work autonomously with excellent time management skills, focusing on key outcomes amidst competing priorities and tight deadlines

• Ability to think across disciplines and functional expertise

• Ability to embrace ambiguity in a fast-paced environment

Job Location

This role is remote and can be located anywhere in the United States.