Emeryville, US

Function:  Business Development
Job Category:  Sales & Marketing

Strategic Development Manager - Enterprise Software Solutions


Wärtsilä is an innovative technology company known for being a forerunner in the Marine and Energy markets. Every day, we - Wärtsilians - put our hearts and minds into turning Wärtsilä's purpose of enabling sustainable societies with smart technology, and our Smart Marine and Energy visions into reality. Our ultimate aim is to provide increased value to both our customers and society. New, game-changing ideas and continuous improvement have been part of our DNA since 1834. Together, we can create new business opportunities and a more sustainable future that we can all be proud of.

We are transitioning the world towards a cleaner future. By pushing the boundaries of engineering and technology, we make it work. We are always on the lookout for future-oriented talent - want to join the ride?



Strategic Development Manager – Enterprise Software Solutions


We are looking for a Strategic Development Manager – Enterprise Software Solutions to join our exciting and dynamic team of highly skilled and professional co-workers in Wärtsilä North America, reporting to the Business Development Director, Energy Storage and Optimization.



What will you be doing


A Strategic Development Manager will play a key role in developing the regional go to market strategy, identifying market opportunities and creative business models for the GEMS Digital Energy Platform—Wartsila’s software platform that monitors, controls, and optimizes energy assets on both site and portfolio levels.  The Strategic Development Manager will have responsibility for driving growth and market share by collaborating with the regional and software sales organizations, product management, and marketing in support of commercial goals and objectives.


The ideal candidate has 5-10 yrs. of software industry Business Development, Product Management, or Product Marketing experience with strong external, customer focus and communication skills. Comprehensive knowledge of the North American Energy and Power markets is a must along with utility-scale renewable experience including energy storage, global experience a strong plus. Strong project and process management skills with experience managing multiple teams on simultaneous projects is required.



As a Manager, Business Development, you will focus on these responsibilities:


  • The successful candidate will have a deep understanding of buyers for energy storage and renewable energy software solutions, their challenges, needs and how SW can support their operations.
  • Have deep knowledge of buyers for energy storage and renewable energy software solutions, how they buy, and their key buying criteria.
  • The successful candidate will understand the competitive landscape for energy storage EMS and wholesale market bid optimisation software; and be an expert on our competition and how they are positioned.
  • Conduct or procure market research as required, as well as conduct voice of the customer interviews to inform the business strategy and product direction.
  • Build market requirement documents, business/marketing plans for new products, new modules, and new services.
  • Aid Product Management and coordinate with regional Business Development to plan and execute the launch of new product and feature releases.
  • Management support of cross-functional teams such as Sales, Operations, Customer Support, and Marketing in the implementation of the software strategy.
  • Possess strong communication skills and financial acumen to aid in the definition and creation of high-impact marketing and sales materials.
  • Understand and support the sales team and channel partners. Train sales on the solution’s value proposition, develop internal tools, and teach them how and when to use each.
  • Have and maintain expertise in battery energy storage technologies, revenue sources, and revenue stacking and optimization strategies including development of modelling/analytical tools.
  • Monitors regulatory and market rule changes that could affect battery energy storage revenues or customer need or interest in energy storage projects and develops strategies to find opportunities from these changes or to mitigate impacts from undesirable changes.
  • The successful candidate will be a key participant in negotiating project contracts and agreements, pro forma financial/investment modelling, and analysis.
  • Mentor and support the sales teams and individuals with customer presentations, proposal development, RFP responses.



To be successful in this role, we expect you to have:


  • 5-10 yrs. of software industry experience, with a preference toward prior work with SaaS offerings in the energy sector.
  • Comprehensive knowledge of the North American Energy and Power markets is a must along with utility-scale renewable experience including energy storage. Global knowledge of the Energy and Power markets is a strong plus.
  • Independent, self-starter with validated ability to succeed in uncertain environments and constantly
  • Strong project and process management skills with experience managing multiple teams on simultaneous projects.
  • Excellent interpersonal, leadership and collaboration skills.
  • Position will have annual business development targets with responsibility for meeting business objectives.
  • Bachelor’s degree required; MBA is a strong plus.
  • Demonstrated ability to deliver results in a matrix environment without direct managerial control.
  • Ability to plan, navigate and negotiate a complex sales process.
  • Experience coordinating activities/priorities with diverse teams.



Why you and us


You will be a part of a global organization with local presence and work in an exciting and dynamic working environment with highly motivated and skilled co-workers. We offer interesting and challenging work tasks, as well as personal and professional development in a great team.


If you feel excited by being a part of this working environment and think your personal skills and qualities match the job requirements, we look forward to receiving your job application.


Successful applicant must be authorized to work in the USA without sponsorship.


We look forward to hearing from you. Qualified candidates must apply online: http://www.wartsila.com/en/careers/vacancies.


Wärtsilä North America values our employees. We offer a competitive salary and comprehensive benefits package.   Wärtsilä North America is an EOE/AA employer.


Vaccination is a vital tool to reduce the presence and severity of COVID-19 cases in the workplace, in communities, and in the nation as a whole. The spread of COVID when working in customer facilities and project sites can lead to costly site shutdowns, for which Wärtsilä could be deemed financially responsible. Many local government authorities require proof of vaccination to enter the state or country, and many of our customers require proof of vaccination to be on a project site. In line with legal regulations Wärtsilä has implemented a COVID-19 policy on vaccination and testing to reduce the risk of transmission on Wärtsilä premises. Wärtsilä strongly encourages all employees to be vaccinated to protect themselves and other employees.




Nearest Major Market: Massena