Posted on 
Sep 25

Enterprise Sales Account Executive-Industrials

About Stem

Are you seeking a role with a Climate Tech industry leader that you can be excited and proud of as part of the clean energy transition??

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:

Stem’s Enterprise Direct Sales team works with Industrial F500 named accounts, with focus on industrial end-customers across different sectors such as Metals & Mining, O&G, Manufacturing, Pulp & Paper, etc. to identify potential sales cycles that leverage storage. This includes solar + storage and standalone storage projects among others. You will identify and maintain a primary relationship at the executive level for your accounts. Key to success will be maintaining your forecast, performing account strategy reviews and ensuring deals are moving through the sales funnel to booking as quickly as possible and consistently with your forecast. You will also direct relevant lead gener

This role requires deep technical knowledge of the Power Generation sector, including Micro-grids and also solid understanding of project financials, including projects’ different financial structures and correspondent inter-dependencies among key stake holders from project origination through COD.

As an Account Executive, Enterprise Direct Sales you will report to the VP of Enterprise Sales. You will develop and manage a pipeline of F500 named accounts, in the Industrial sector.

This position requires a self-driven and talented sales professional with proven abilities to identify successful account strategies 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 F500 accounts interested in storage projects
- Be able to articulate and deliver Stem’s differentiated storage offering including the full economic, strategic, and environmental value represented by our project
- Create sustainable long-term customer relationships within your named account territory that produces repeat business, particularly at the executive level with key insights and customer intimacy
- Manage cross-functional deal teams over the course of a 6 to 12 month sales cycle
- Accurately forecast close dates and balance activity between “closing” and “pipeline development” to maintain strong and consistent pipeline
- Leverage existing expertise and/or become an expert on storage solutions as well as key markets including policy, market drivers, participants, stakeholders and competitors
- Coordinate with Finance, Pricing Team, Supply Chain and Legal departments to structure and drive opportunities to successful closure
- Create and direct lead generation strategy supported by the Sales Development team
- Attend and present at select trade shows and conferences
- Maintain and drive accurate forecasting through Salesforce.com
- Make ethical decisions while maintaining the highest levels of integrity and compliance on behalf of the best interests of Stem and other stakeholders at all times.

Requirements:
- Minimum of 7 to 10 years successful experience in complex enterprise sales with 3 - 5 years selling distributed generation projects to F500 Industrial End-Customers
- Experience in selling and/ or structuring micro-grid deals for industrial customers (also enhancing the customer’s site energy security and reliability profiles)
- Preferred experience in selling distributed generation projects (ideally on storage or solar)
- Proven track record of exceeding sales targets, outpacing peers and correctly forecasting close dates
- Experience selling complex projects with differing financed deal structures and expertise in explaining the financial analytical benefits: ex: NPV, IRR, Cash Flows, etc.
- Demonstrated ability to lead a deal team – deal clarity, positive attitude, strong ability to communicate across departments and drive to “get the deal done.”
- Strong knowledge of Energy markets and/or experience with Solar and Storage solutions
- A strong understanding of corporate buying cycles and dealing with executive decision makers
- Demonstrated ability to build a pipeline of multimillion dollar projects from varied industrial end-customers
- A demonstrated ability to partner with all levels of the organization to maximize the effectiveness of sales support
- An assertive mentality, strong negotiation skills, a sense of initiative, and drive to exceed goals. A self-starter who needs limited supervision
- Experience with a formal sales methodology (Challenger Sales a plus)
- Ability to multi-task and manage complex projects while working under tight deadlines

Job Location
San Francisco, CA, Austin, TX or Remote/Virtual in the United States

Job Location
This position will be located in Austin, TX or San Francisco, CA or Remote in the US

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

Are you seeking a role with a Climate Tech industry leader that you can be excited and proud of as part of the clean energy transition??

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:

Stem’s Enterprise Direct Sales team works with Industrial F500 named accounts, with focus on industrial end-customers across different sectors such as Metals & Mining, O&G, Manufacturing, Pulp & Paper, etc. to identify potential sales cycles that leverage storage. This includes solar + storage and standalone storage projects among others. You will identify and maintain a primary relationship at the executive level for your accounts. Key to success will be maintaining your forecast, performing account strategy reviews and ensuring deals are moving through the sales funnel to booking as quickly as possible and consistently with your forecast. You will also direct relevant lead gener

This role requires deep technical knowledge of the Power Generation sector, including Micro-grids and also solid understanding of project financials, including projects’ different financial structures and correspondent inter-dependencies among key stake holders from project origination through COD.

As an Account Executive, Enterprise Direct Sales you will report to the VP of Enterprise Sales. You will develop and manage a pipeline of F500 named accounts, in the Industrial sector.

This position requires a self-driven and talented sales professional with proven abilities to identify successful account strategies 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 F500 accounts interested in storage projects
- Be able to articulate and deliver Stem’s differentiated storage offering including the full economic, strategic, and environmental value represented by our project
- Create sustainable long-term customer relationships within your named account territory that produces repeat business, particularly at the executive level with key insights and customer intimacy
- Manage cross-functional deal teams over the course of a 6 to 12 month sales cycle
- Accurately forecast close dates and balance activity between “closing” and “pipeline development” to maintain strong and consistent pipeline
- Leverage existing expertise and/or become an expert on storage solutions as well as key markets including policy, market drivers, participants, stakeholders and competitors
- Coordinate with Finance, Pricing Team, Supply Chain and Legal departments to structure and drive opportunities to successful closure
- Create and direct lead generation strategy supported by the Sales Development team
- Attend and present at select trade shows and conferences
- Maintain and drive accurate forecasting through Salesforce.com
- Make ethical decisions while maintaining the highest levels of integrity and compliance on behalf of the best interests of Stem and other stakeholders at all times.

Requirements:
- Minimum of 7 to 10 years successful experience in complex enterprise sales with 3 - 5 years selling distributed generation projects to F500 Industrial End-Customers
- Experience in selling and/ or structuring micro-grid deals for industrial customers (also enhancing the customer’s site energy security and reliability profiles)
- Preferred experience in selling distributed generation projects (ideally on storage or solar)
- Proven track record of exceeding sales targets, outpacing peers and correctly forecasting close dates
- Experience selling complex projects with differing financed deal structures and expertise in explaining the financial analytical benefits: ex: NPV, IRR, Cash Flows, etc.
- Demonstrated ability to lead a deal team – deal clarity, positive attitude, strong ability to communicate across departments and drive to “get the deal done.”
- Strong knowledge of Energy markets and/or experience with Solar and Storage solutions
- A strong understanding of corporate buying cycles and dealing with executive decision makers
- Demonstrated ability to build a pipeline of multimillion dollar projects from varied industrial end-customers
- A demonstrated ability to partner with all levels of the organization to maximize the effectiveness of sales support
- An assertive mentality, strong negotiation skills, a sense of initiative, and drive to exceed goals. A self-starter who needs limited supervision
- Experience with a formal sales methodology (Challenger Sales a plus)
- Ability to multi-task and manage complex projects while working under tight deadlines

Job Location
San Francisco, CA, Austin, TX or Remote/Virtual in the United States

Job Location
This position will be located in Austin, TX or San Francisco, CA or Remote in the US

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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