Houston, TX, US Herndon, VA, US Emeryville, CA, US

Function:  Business Development
Job Category:  Sales & Marketing

Market Development Manager, North America

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 and a more sustainable world for us all.


As the Market Development Manager for the US and Canada, you will play a leading role in developing and maintaining the success of our business in the region. Your work will focus on developing go-to-market strategies and maintaining an ongoing, expert understanding of energy storage market requirements and opportunities in the US and Canada to drive the successful and profitable growth of Wartsila’s Energy Storage and Optimization business (ES&O) in the region. The Market Development Manager will have responsibility for driving growth and market share of ES&O in the US and Canada in strong collaboration with the regional sales organization to develop and support commercial goals and objectives including early pipeline development, market entry planning, business model and offering refinement, partnership development, and key stakeholder engagement. You may also, from time to time, collaborate with your peers on similar work in other regions.  


The ideal candidate has 7-10 years of business development and/or commercial strategy experience in the electric power industry with a strong focus on working with or for the various segments in the energy storage and renewable generation value chain. Detailed, actionable knowledge of US and Canada electricity markets is required. As this will be a cross-functional role, a strong project management skillset with experience managing multiple teams on simultaneous projects is required. 


This is a fully remote opportunity with a preference for hybrid or in-office work if a commutable distance to one of our offices in Emeryville, CA, Herndon, VA, or Houston, TX.


As a Market Development Manager, your primary responsibilities will be: 

  • To be an expert on the value of energy storage in your region’s markets: develop and maintain a comprehensive, up-to-date understanding of the value proposition for grid-scale storage assets in power markets across the region, including revenue optimization under current market structure as well as upcoming market and regulatory developments.  

  • To be an expert in grid scale energy storage and its evolving role in the decarbonization and transformation of the power grid, including knowledge and awareness of what our competitors are doing in the market and the maturation of the energy storage supply chain.  

  • To use this knowledge to develop market-leading strategy: formulate savvy, competitive market entry and growth strategies that grow ES&O’s sales and profitability through effective industry partnerships, strategic marketing efforts, offering refinement, and the development of new business models.  

  • To convert these strategies to plans that include cost structure benchmarking, pricing analysis and strategy, competitive analysis, partner engagement, project development/deal tracking activities and development of regional plan KPI’s and targets. 

  • To implement these plans cross-organizationally with regional sales, finance, product, delivery, and operations teams.  

  • To collaborate with your global market development colleagues to spread best practices and knowledge between regions and to provide additional capacity for market development work in a different region as market prioritization will not always be spread equally across regions.  


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

  • Detailed, energy storage-focused knowledge of multiple regional energy markets with the demonstrated ability to quickly translate that knowledge to actionable understanding of additional energy markets and how they change over time.  

  • Proven renewable and energy storage project development and transaction experience, strong communication skills, demonstrated strategic acumen, and relevant financial expertise. 

  • 7-10 yrs. of relevant business development and/or strategy experience, with significant experience working with customers and other entities in the utility-scale energy storage or renewable energy value chain.  

  • Experience engaging in electricity market regulatory proceedings as a market stakeholder. 

  • A successful track record of building energy project sales pipelines from the ground up. 

  • Strong project and process management skills with experience managing cross-functional teams on simultaneous projects without managerial control. 

  • Excellent interpersonal, leadership and collaboration skills. 

  • Bachelor’s degree required; MBA or other relevant graduate degree is a strong plus. 

  • The flexibility to travel approximately 10-20%.

  • Be able to travel to Canada for business purposes.


Last application date: 06/05/2024 


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. 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. 


For applicants that reside in California, the salary range/hourly wage range is $100,842 - $187,278   


The amounts listed are the base pay range; additional compensation may be available for this role, such as shift differentials, standby/on-call, overtime, premiums, extra shift incentives, or bonus opportunities.  Eligibility to participate in: the discretionary incentive plan assigned to the level of position upon offer of employment; medical, dental and vision coverage, 401(k) plan and flexible spending accounts, subject to plan terms; Company-paid benefits such as life insurance, short- and long-term disability, subject to applicable waiting periods.  Paid time off (PTO) is accrued on a per-pay period basis in accordance with tenure in the Company; a new hire can expect 17 days per year. Twelve (12) Company-paid holidays.





Nearest Major Market: Houston