Posted on 
May 24

Account Executive, Utilities

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.

What we are looking for:

As an Account Executive focused on the Utilities segment you will report to the VP of Strategic Accounts. You will develop and manage a sales pipeline of utility accounts including CCAs with a focus on originating new business in the electric cooperative, municipal utility and CCA segments while also working with an ecosystem of partners that influence Utility buying decisions. You will be responsible for building a pipeline of high-value utility accounts and project opportunities for Stem’s energy optimization services and converting those leads into storage hardware and/or software sales as well as long-term service contracts. This role will work collaboratively with Stem’s channel team serving the developer and EPC segments.

This position requires a driven and talented sales professional with proven abilities to identify strategic accounts, build relationships with key decision makers, identify technical requirements, build a robust project pipeline, and exceed sales targets.

Responsibilities:
- Exceed sales targets by building and executing on an aggressive energy storage sales pipeline comprised primarily of electric cooperatives, municipal utilities and CCAs.
- Create sustainable long-term relationships by providing win-win business solutions to utility clients
- Closely coordinate with the channel sales team and internal groups (including Supply Chain, Product, Programs, Commercial Operations and Sales Support) to ensure client 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 utility lead generation campaigns
- Maintain salesforce.com and keep management and other key stakeholders appraised on sales activities and pipeline

Required Experience:
- 5+ years’ experience selling technology solutions to electric cooperative, municipal utility accounts and CCAs
- 5+ years’ experience of energy sales experience. Solar or storage experience a plus.
- 5+ years’ experience selling into complex accounts requiring executive level engagement, setting and executing on an account strategy and navigating complex deal structures with multiple parties.
- Strong interpersonal skills and demonstrated success in selling to executive decision makers
- Knowledge of energy markets and utility procurement processes
- Proven track record of exceeding sales targets and outpacing peers
- A high level of professionalism and integrity
- 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 deal timelines and probability of success
- Ability to sell within the framework of a mainstream methodology (Miller Heiman, Challenger, Solution Selling, etc.)

Job Location
Remote: Western US preferred

Learn More

To learn more about Stem, visit our stem.com where you’ll find information about our solutions, technology, partners, case studies, resources, latest news and more. Here are some relevant links:
- Company Overview
- Newsroom
- Resources
- Case Studies
- LinkedIn
- Facebook
- Twitter

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.

What we are looking for:

As an Account Executive focused on the Utilities segment you will report to the VP of Strategic Accounts. You will develop and manage a sales pipeline of utility accounts including CCAs with a focus on originating new business in the electric cooperative, municipal utility and CCA segments while also working with an ecosystem of partners that influence Utility buying decisions. You will be responsible for building a pipeline of high-value utility accounts and project opportunities for Stem’s energy optimization services and converting those leads into storage hardware and/or software sales as well as long-term service contracts. This role will work collaboratively with Stem’s channel team serving the developer and EPC segments.

This position requires a driven and talented sales professional with proven abilities to identify strategic accounts, build relationships with key decision makers, identify technical requirements, build a robust project pipeline, and exceed sales targets.

Responsibilities:
- Exceed sales targets by building and executing on an aggressive energy storage sales pipeline comprised primarily of electric cooperatives, municipal utilities and CCAs.
- Create sustainable long-term relationships by providing win-win business solutions to utility clients
- Closely coordinate with the channel sales team and internal groups (including Supply Chain, Product, Programs, Commercial Operations and Sales Support) to ensure client 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 utility lead generation campaigns
- Maintain salesforce.com and keep management and other key stakeholders appraised on sales activities and pipeline

Required Experience:
- 5+ years’ experience selling technology solutions to electric cooperative, municipal utility accounts and CCAs
- 5+ years’ experience of energy sales experience. Solar or storage experience a plus.
- 5+ years’ experience selling into complex accounts requiring executive level engagement, setting and executing on an account strategy and navigating complex deal structures with multiple parties.
- Strong interpersonal skills and demonstrated success in selling to executive decision makers
- Knowledge of energy markets and utility procurement processes
- Proven track record of exceeding sales targets and outpacing peers
- A high level of professionalism and integrity
- 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 deal timelines and probability of success
- Ability to sell within the framework of a mainstream methodology (Miller Heiman, Challenger, Solution Selling, etc.)

Job Location
Remote: Western US preferred

Learn More

To learn more about Stem, visit our stem.com where you’ll find information about our solutions, technology, partners, case studies, resources, latest news and more. Here are some relevant links:
- Company Overview
- Newsroom
- Resources
- Case Studies
- LinkedIn
- Facebook
- Twitter

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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