Business Development Manager - Software Sales

Wärtsilä Energy Storage & Optimization (ES&O) is the leading global energy storage optimizer. Our mission is to deliver integrated energy solutions that build a resilient, intelligent, and flexible energy infrastructure - unlocking the way to an optimized renewable future. By integrating renewables, energy management technology, and storage with traditional energy resources, we reinvent clean energy production from the largest and most complex grids to the most remote and essential microgrids. We play a key role in Wärtsilä’s vision towards a 100% renewable energy future through flexibility, reliability, and integration for a more sustainable world for us all.

What will you be doing

The Business Development Manager will be accountable for the entire sales process, from creating demand through originating solutions sales to closing profitable opportunities for the GEMS Digital Energy Platform—Wartsila’s software platform that monitors, controls and optimizes energy assets on both site and portfolio levels. As a Business Development Manager, you will play a key role in executing the North America regional sales goals and objectives including pipeline development, contracting, partnerships and key stakeholder engagement. The preferred location for this position is Houston, Texas and will be primarily remote. 

The ideal candidate has 5-10 years of industry sales 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. Strong project and process management skills with experience managing multiple teams on simultaneous projects is required.

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

• Originate new business opportunities for GEMS Software Solutions in North America, with a focus on establishing new customers for enterprise master service agreements.
• Accurately forecast and deliver sales ranging in magnitude from $2 - $15M+ contract value with high annual recurring revenue, profitability, and risk profiles according to company directives.
• Own customer relationship and opportunity business case/es (Capex & Opex).
• Create strong market presence and increase awareness of Wärtsilä software solutions.
• Develop, manage, and grow long term relationships with key customer accounts throughout project lifecycle.
• Create new opportunities from named accounts, influencing customers’ decisions by aligning their needs with Wärtsilä value proposition.
• Execute strategy and account planning for assigned customers.
• Prepare and submit offers for energy storage solutions.
• Lead contract lifecycle from origination through negotiation, closing, and Notice to Proceed (NTP), activating and directing internal colleagues including commercial, lifecycle, legal, proposal management, engineering, management, and others as needed in a matrix organization.
• Collaborate with the Energy Storage Solutions sales team in their efforts to identify new customers for ESS Hardware.
• Enter timely and relevant data on opportunities and accounts in SalesForce CRM (funnel management).
   

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

• At least five (5) years of experience in enterprise software sales, in a renewable energy, independent power producer (IPP), equipment supplier, utility or other power market environment.
• At least ten (10) years of experience in a professional business environment.
• Fluency in English, with superior oral and written communication skills.
• Consultative selling skills, with ability to understand customer needs and develop a winning solution. Demonstrated success influencing senior level stakeholders in utility, IPP, or large commercial energy environments.
• High attention to detail, with demonstrated ability to drive complex opportunities to profitable closure. Ability to multitask, with well-organized ability to manage teams committed to high standards.
• Understanding of utility industry, independent power producers (IPPs) and North American electricity and energy storage markets. Comprehensive understanding of the energy/power sector, including energy storage financing, construction, operations, maintenance, and economic drivers. Solid understanding of relevant local legislation, regulatory landscape, and the requirements of doing business in the North American energy storage industry.
• Strong technical aptitude, critical thinking, and analytical skills.
• Proficiency with MS Office and SalesForce.com, and ability to learn new tools to support objectives.
• Bachelor’s Degree required. Master’s Degree in business or technical field is a plus.

Last application date: 29/04/2024 

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. At Wärtsilä we value, respect and embrace all our differences, and are committed to diversity, inclusion and equal employment opportunities; everyone can be their true self and succeed based on their job-relevant merits and abilities.

Successful applicant must be authorized to work in the USA without sponsorship. We look forward to hearing from you. Qualified candidates must apply online: https://www.wartsila.com/careers

Individuals hired for positions that require on-site customer interactions and/or in-person travel may be required to be fully vaccinated against COVID-19 or other country-specific vaccinations, unless otherwise prohibited by law. Wärtsilä North America values our employees. We offer a competitive salary and comprehensive benefits package. Wärtsilä North America is an EOE/AA employer.

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