Strategic Industry Business Developer - PJM

Generac Power Systems•Baltimore, MD

About The Position

We are Generac, a leading energy technology company committed to powering a smarter world. Over the 60 plus years of Generac’s history, we’ve been dedicated to energy innovation. From creating the home standby generator market category, to our current evolution into an energy technology solutions company, we continue to push new boundaries. JOB SUMMARY Generac Industrial Strategic Programs (“GISP”) is responsible for originating and developing new markets for Generac Industrial Energy. This position will play a critical role in the implementation of GISP’s newly formed partnership with a major energy company focused in the PJM Territory. The position will drive the sale of BESS, Generator, Controls, and Multi-Asset sales opportunities for Generac Industrial Energy, requiring expertise in C&I sales, Distributed Energy Resources, and knowledge of PJM Capacity and Demand Response markets. The ideal candidate will possess a deep understanding of the current market landscape and prevailing business models, and will be adept at engaging prospective customers across all organizational levels (C-suite, Procurement, Field Service, etc.), assessing their needs and challenges, and crafting holistic energy solutions leveraging Generac, our new strategic partner, and our ecosystem. Success in this high-visibility role demands strong leadership of cross-functional teams, thorough technical and commercial knowledge of all phases of the sales cycle—including developing customized proposals and complex technical bids—while managing strategic customer and partner accounts with a robust pipeline of projects to expand Generac’s presence in the assigned territory. Additionally, the candidate must excel at internal collaboration and external relationship-building with Generac Industrial Distributors, Electrical Contractors, Developers, 3rd Party Financiers, and most importantly, C&I customers with varying levels of sophistication.

Requirements

Master’s degree or equivalent experience
8 years of sales or business development experience selling directly into the assigned industry
Ability to travel up to 50%
Understanding of the energy needs and challenges faced by customers in the assigned industry and the business models around procuring energy solutions
Demonstrated caliber to take on open ended challenges, innovate around business models, create partner ecosystems, and develop new business
Demonstrated skills around being a energy solutions architect
Demonstrated ability to develop and manage key accounts
Excellent verbal and written communication skills
Excellent presentation skills
Excellent negotiation skills
Organizational skills
Ability to work independently in an entrepreneurial culture
Ability to analyze financials
Knowledge of the internal processes and systems that support sales accounts

Nice To Haves

Demonstrated experience originating and developing DER projects
Located in the PJM Market Territory
>5 years of sales experience in the DER, microgrid, backup-power, or energy markets
Proven experience and success working within strategic partnerships
Established relationships in the assigned industry and territory
Experience developing BTM C&I DER projects including understanding financial models for DER projects

Responsibilities

Actively develop new business by building out and managing a pipeline of projects to supply on-site power and energy solutions and grow Generac’s business and presence in this space
Identify and build relationships with all relevant stakeholders
Map out the current, emerging players and business models in this space and identify how Generac can play a role with our suite of on-site power and energy solutions levering our new Strategic Partnership.
Partner with GISP’s deal structuring and technical teams to provide a full hardware On-site power and energy and Energy management suite of solutions, where applicable, to support partners and projects
Develop a clear understanding of the technology mix (engines, fuel cells, storage, PV, energy management, EVSE’s etc.) and the value proposition associated with them in a variety of projects
Work with key internal and external stakeholders to identify and close gaps in our current suite of products and commercial solutions
Be a thought leadership champion in the assigned industry to grow awareness of Generac and our products and solutions

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