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Senior Director, Sales

Stem

Stem

Sales & Business Development
Multiple locations
Posted on Wednesday, June 12, 2024

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: Senior Director of Sales, West Region

Reporting to: SVP of Sales

What we are looking for:

As Senior Director of Sales, West Region, you will be responsible for managing a team of Account Executives dedicated to selling utility scale projects, solar plus storage, standalone storage, and professional services to project developers and IPPs to meet and exceed your team’s sales targets, with a primary focus on either the ERCOT or CAISO market. Your team’s accounts will be based primarily West of the Mississippi, but your team has leeway to retire quota in other markets including the high-growth cooperative and public power segment.

You will support Account Executives by managing your team’s sales forecast, performing account strategy reviews, coaching, team building and ensuring deals are moving through the sales funnel to booking as quickly as possible. You will need to selectively but actively co-pilot the contract negotiations and closing of large strategic deals with your Account Executives. You will also be a key voice in developing and executing on Stem’s go to market strategy in this market, inclusive of working with Demand Generation to build pipeline, provide leading input to marketing efforts and provide Product continuous market feedback. Lastly, you will be expected to be a key contributor of ideas around sales strategy with the VP of Sales as well as members of the broader Sales & Marketing leadership team.

Responsibilities:

  • Manage the your sales team successfully to quarterly company bookings targets in a complex, big ticket and long sales cycle environment.
  • Actively support contract negotiations and closing for large strategically important deals
  • Manage a team of Account Executives.
  • Identify, develop, and support strategic partnerships across the markets
  • Participate in their AE’s customer meetings as the senior Stem representative, building executive relationships with key clients to leverage later in the sales cycle
  • Be an expert on key energy storage markets including policy, market drivers, participants, stakeholders and competitors.
  • Have a demonstrated ability to balance activity between “closing” and “pipeline development” across a large team to ensure consistent quota attainment quarterly.
  • Recruit, retain, and motivate top sales talent.
  • Articulate and deliver the full economic, strategic, and environmental value represented by Stem
  • Coordinate the team’s priorities with the Sales Support Manager for revenue modeling, quotes, proposal creation and RFP responses.
  • Communicate needs and deficiencies with cross functional groups that support your team and collaborate on the solutions to unblock these issues for your team.
  • Partner with the Support Team, Product Marketing, Programs, Finance and Legal to drive opportunities and contracts to successful closure.
  • Coordinate with Marketing Team around demand generation strategy to be supported by the Sales Development Representatives (SDRs)
  • Leverage team to maintain and drive accurate forecasting through Salesforce.com
  • Work closely with the marketing team to ensure market representation is strong, including trade shows, road shows, events, and organizations to participate in as well as hosting Stem sponsored events
  • Make ethical decisions while maintaining integrity and always acting in the best interest of the company
  • Travel 25% of the time or as needed for pipeline creation, training, relationship building and closing deals, not limited to Leadership planning off-sites, client meetings to support AEs, Sales Kick Off, Team Training events, etc.

Requirements:

  • Bachelor’s degree, MBA or engineering degree a plus.
  • Minimum of 7 years successful experience in complex sales with 5+ years in clean energy generation projects.
  • Must have utility sales experience, selling to solar developers or IPPs.
  • Must be a seasoned, experienced sales leader, with at least 5+ years leading a national or large regional sales team and have a demonstrated track record of hitting and exceeding team quota
    • Demonstrated ability to lead a team: positive attitude, strong ability to communicate across departments and drive to “get the deal done.”
    • A demonstrated ability to partner with all levels of the organization to maximize the effectiveness of sales support.
    • Demonstrated ability to influence sales organizations without a mature playbook or structure. Candidate can navigate ambiguity and work in a constantly changing environment.
    • Experience selling financed solutions, and demonstrated proficiency with financial analytical concepts: ex: NPV, IRR, Cash Flows, etc.
    • Demonstrated ability to build a pipeline of multimillion dollar projects (10M or higher)
    • Highly analytical and data-based decision making, with ability to create custom reports and track data within CRM
    • Ability to multi-task, work under tight deadlines, with strong organizational skills for complex deal structure

Salary Range

$182,550.00 - $255,750.00

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.