Posted on 
Jul 31

Account Executive, FTM Developer Team, East Coast

About Stem

Stem provides solutions that address the challenges of today’s dynamic energy market. By combining advanced energy storage solutions with Athena™, a world-class artificial intelligence (AI)-powered analytics platform, Stem enables customers and partners to optimize energy use by automatically switching between battery power, onsite generation and grid power. Stem’s solutions help enterprise customers benefit from a clean, adaptive energy infrastructure and achieve a wide variety of goals, including expense reduction, resilience, sustainability, environmental and corporate responsibility and innovation. Stem also offers full support for solar partners interested in adding storage to standalone, community or commercial solar projects – both behind and in front of the meter.

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.

Job Description:

The Developer team works with Solar Developers and long term asset owners to attach Energy Storage Systems to front of the meter PV projects or to deploy Standalone Storage. Athena™ is our advanced Artificial Intelligent software which delivers automated, price-responsive analytics that enable energy producers to maximize the value of their renewable generation assets to both the asset owner and the utility grid. By shaping the output of renewable generation, Athena allows developers and independent power producers to shift output to higher priced periods, sell into wholesale capacity and ancillary service markets, and meet all incentive or program requirements thereby enabling more renewables to be placed into service. Stem’s is leading the way to the low cost, carbon-free clean energy future.

As an Account Executive, Developer Team, you will report to the Director Sales, Developer Team. You will develop and manage a pipeline of solar developer/IPP accounts on the East Coast.

This position requires a driven and talented sales professional with proven abilities to identify developer accounts and engage with decision makers, build pipeline, and exceed sales targets.

Responsibilities
- Exceed sales targets by executing on an aggressive sales pipeline comprised primarily of solar developer/IPP accounts located on the East Coast
- Create sustainable long-term business relationships with targeted Solar Developer accounts
- Closely coordinate with internal groups (including Supply Chain, Product, Programs, Commercial Operations and Sales Support) to ensure Partner needs are managed and obligations are met
- Attend and present at select trade shows and conferences
- Work with Business Development and Inside Sales to identify and execute on lead generation campaigns
- Maintain salesforce.com and keep management and other key stakeholders appraised on sales activities and pipeline

Required Skills:
- A strong understanding of corporate buying cycles and dealing with executive decision makers
- Proven track record of exceeding sales targets and outpacing peers
- A high level of professionalism and integrity
- Experience selling complex projects using service, lease, and capital expenditure financing methods
- An assertive mentality, strong negotiation skills, a sense of initiative, and drive to exceed goals
- A self-starter who requires limited supervision
- Ability to accurately forecast close dates
- Ability to sell within the framework of a mainstream methodology (Miller Heiman, Challenger, Solution Selling, etc.)

Required Experience:
- Experience in PV sales or development
- Basic understanding of Energy Storage hardware
- Basic knowledge of Wholesale Electricity Markets including Energy, Capacity and Ancillary Services.
- 5-7+ years’ experience as lead salesperson on solar PV energy projects (preferably on the East Coast)
- Not required but nice to have – experience in Energy Storage Sales
- Knowledge of the New York and Massachusetts solar PV and energy storage markets
- Technical or engineering background preferred
- Strong existing relationships with senior leaders at top solar PV developers/IPP’s
- Experience selling complex projects using service, lease, and capital expenditure financing methods

Job Location
This role is remote position based on the East Coast, ideally near Boston, NYC or Philadelphia.

All new employees hired in the United States are required to be fully vaccinated against COVID-19, subject to such exceptions as required by law. If hired, you will be required to submit proof of full vaccination or have an approved accommodation along with your executed offer of employment.

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.

Description

About Stem

Stem provides solutions that address the challenges of today’s dynamic energy market. By combining advanced energy storage solutions with Athena™, a world-class artificial intelligence (AI)-powered analytics platform, Stem enables customers and partners to optimize energy use by automatically switching between battery power, onsite generation and grid power. Stem’s solutions help enterprise customers benefit from a clean, adaptive energy infrastructure and achieve a wide variety of goals, including expense reduction, resilience, sustainability, environmental and corporate responsibility and innovation. Stem also offers full support for solar partners interested in adding storage to standalone, community or commercial solar projects – both behind and in front of the meter.

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.

Job Description:

The Developer team works with Solar Developers and long term asset owners to attach Energy Storage Systems to front of the meter PV projects or to deploy Standalone Storage. Athena™ is our advanced Artificial Intelligent software which delivers automated, price-responsive analytics that enable energy producers to maximize the value of their renewable generation assets to both the asset owner and the utility grid. By shaping the output of renewable generation, Athena allows developers and independent power producers to shift output to higher priced periods, sell into wholesale capacity and ancillary service markets, and meet all incentive or program requirements thereby enabling more renewables to be placed into service. Stem’s is leading the way to the low cost, carbon-free clean energy future.

As an Account Executive, Developer Team, you will report to the Director Sales, Developer Team. You will develop and manage a pipeline of solar developer/IPP accounts on the East Coast.

This position requires a driven and talented sales professional with proven abilities to identify developer accounts and engage with decision makers, build pipeline, and exceed sales targets.

Responsibilities
- Exceed sales targets by executing on an aggressive sales pipeline comprised primarily of solar developer/IPP accounts located on the East Coast
- Create sustainable long-term business relationships with targeted Solar Developer accounts
- Closely coordinate with internal groups (including Supply Chain, Product, Programs, Commercial Operations and Sales Support) to ensure Partner needs are managed and obligations are met
- Attend and present at select trade shows and conferences
- Work with Business Development and Inside Sales to identify and execute on lead generation campaigns
- Maintain salesforce.com and keep management and other key stakeholders appraised on sales activities and pipeline

Required Skills:
- A strong understanding of corporate buying cycles and dealing with executive decision makers
- Proven track record of exceeding sales targets and outpacing peers
- A high level of professionalism and integrity
- Experience selling complex projects using service, lease, and capital expenditure financing methods
- An assertive mentality, strong negotiation skills, a sense of initiative, and drive to exceed goals
- A self-starter who requires limited supervision
- Ability to accurately forecast close dates
- Ability to sell within the framework of a mainstream methodology (Miller Heiman, Challenger, Solution Selling, etc.)

Required Experience:
- Experience in PV sales or development
- Basic understanding of Energy Storage hardware
- Basic knowledge of Wholesale Electricity Markets including Energy, Capacity and Ancillary Services.
- 5-7+ years’ experience as lead salesperson on solar PV energy projects (preferably on the East Coast)
- Not required but nice to have – experience in Energy Storage Sales
- Knowledge of the New York and Massachusetts solar PV and energy storage markets
- Technical or engineering background preferred
- Strong existing relationships with senior leaders at top solar PV developers/IPP’s
- Experience selling complex projects using service, lease, and capital expenditure financing methods

Job Location
This role is remote position based on the East Coast, ideally near Boston, NYC or Philadelphia.

All new employees hired in the United States are required to be fully vaccinated against COVID-19, subject to such exceptions as required by law. If hired, you will be required to submit proof of full vaccination or have an approved accommodation along with your executed offer of employment.

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.

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