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Role Description

As a Staff Account Manager, you will report to the VP of Global Sales and be responsible for developing and managing a channel-driven sales pipeline of Project Developers and Independent Power Producers, focusing on Utility Scale solar and storage developer accounts across designated U.S. markets. You will also establish initial relationships with large, high-potential strategic customers, which will be jointly managed with you and the relevant cross-functional teams. In this role, you will build a pipeline of high-value partner accounts and project opportunities for Stem’s Software Division and convert these into strategic accounts with expansion and upselling potential aligned to our product roadmap and modular offerings.

This role requires a driven, commercially minded sales professional with a strong understanding of the solar and BESS ecosystem, capable of:

• Identifying and engaging developer partners
• Influencing key decision-makers
• Translating technical requirements into commercial opportunities
• Building a robust project pipeline
• Consistently exceeding sales targets

Qualifications

• 8-10 years successfully selling big ticket, long sales cycles, complex technical solutions that include software/intelligence with strong quota/goal attainment
• Strong interpersonal skills and demonstrated success in selling to executive decision makers
• 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.)
• Preferably an understanding of solar and storage project developer and independent power producer business models and value drivers
• Preferably with experience either selling to or direct involvement with successful renewable project development and deployment, including hands-on experience with grid interconnection procedures, renewable project financing, and solar ITC mechanics and financing
• Business, technical or engineering background preferred

Requirements

• Achieve sales targets by executing on an aggressive energy storage and solar sales pipeline comprised primarily of renewable energy project developer and asset owner accounts
• Build and sustain long-term partner relationships by delivering win-win EMS Edge and Cloud solutions to renewable energy developers and independent power producers
• Closely collaborate with cross-functional teams (including Product, Product Marketing, Commercial Operations, Delivery, and Sales Support) to ensure partner needs are addressed and obligations are met
• Attend and present at select trade shows and conferences
• Work with Marketing, Product Marketing & Business Development to identify and execute on Partner lead generation campaigns
• Maintain NetSuite & Jira Boards and keep management and other key stakeholders appraised on sales activities and pipeline
• Own and progress assigned opportunities through the full sales cycle, coordinating internal and external stakeholders as required

Benefits

• A competitive compensation package, including eligibility for a bonus or commission based on the role.
• Full health benefits on the first day of employment (several medical plan options-HDHP and PPO, dental plans, FSA/HSA-with employer contribution, employer paid vision/LTD/STD/Life, variety of voluntary coverage)
• 401k (pre- or post-tax) on first day of employment
• 12 paid calendar holidays per year
• Flexible time-off