Account Executive, FTM Storage - West Coast

Are you seeking a Climate Tech leadership role that you can be excited and proud of as part of the clean energy transition?

Stem provides solutions that address the challenges of today’s dynamic energy market. By combining advanced energy storage solutions with Athena™, a world-class artificial intelligence (AI)-powered analytics platform, Stem enables customers and partners to optimize energy use by automatically switching between battery power, onsite generation and grid power. Stem’s solutions help enterprise customers benefit from a clean, adaptive energy infrastructure and achieve a wide variety of goals, including expense reduction, resilience, sustainability, environmental and corporate responsibility and innovation. Stem also offers full support for solar partners interested in adding storage to standalone, community or commercial solar projects – both behind and in front of the meter.

Stem’s culture embodies diversity & inclusion beyond the traditional facets of gender, ethnicity, age, disabilities, and sexual orientation to include experience, personality, communication, workstyles, and more. At our core, Stem is at the momentous intersection of clean energy and software technology where diverse ideas, experiences, and professional skills converge to make the inclusive culture we have today. Together, we are turning old school thoughts about software and energy into progressive, collaborative, and innovative solutions. By joining our team, you will be collaborating with data scientists, energy experts, skilled salespeople, thought-leading executives and more from a range of backgrounds. This intersection of ideas, beliefs, and skills is what makes us unique enough to lead the world’s largest network of digitally connected energy storage systems.

What we are looking for:
As an Account Executive, Front-of-the-Meter (“FTM”) Storage you will report to the VP of Sales, Developer Team. You will develop and manage a channel sales pipeline of Project Developer and Independent Power Producer accounts with focus on FTM solar and storage developer accounts on the West Coast. You will be responsible for building a pipeline of high-value Partner accounts and project opportunities for Stem’s energy optimization services and converting those leads into long-term service contracts.

This position requires a driven and talented sales professional with proven abilities to identify potential Solar Developer Partners and engage with decision makers, identify technical requirements, build a robust project pipeline, and exceed sales targets.

Responsibilities:
- Exceed sales targets by executing on an aggressive energy storage sales pipeline comprised primarily of solar project developer accounts located on the West Coast
- Create sustainable long-term Partner relationships by providing win-win business solutions to renewable developer and independent power producers
- Closely coordinate with internal groups (including Supply Chain, Product, Programs, Commercial Operations and Sales Support) to ensure Partner needs are managed and obligations are met
- Attend and present at select trade shows and conferences
- Work with Business Development and Inside Sales to identify and execute on Partner lead generation campaigns
- Maintain salesforce.com and keep management and other key stakeholders appraised on sales activities and pipeline

Requirements:
- A strong understanding of solar project developer and independent power producer business models and value drivers, particularly in California and the western USA.
- 5+ years’ experience of successful renewable project development and deployment, including hands on experience with grid interconnection procedures, renewable project financing, and solar ITC mechanics and financing
- Experience negotiating power purchase agreements and with valuing and bidding renewable and/or traditional generation assets into wholesale electricity markets in the USA.
- Strong interpersonal skills and demonstrated success in selling to executive decision makers
- First-hand knowledge of West Coast electricity markets, particularly in California and Arizona
- Technical or engineering background preferred
- Understanding of CAISO revenue streams and market mechanisms
- Strong existing relationships with senior leaders at top solar PV developers / IPPs
- 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.)

What we offer:
- Opportunity to join an industry-leading team of professionals working on the front lines of reversing climate change by building a better clean energy electricity grid
- World class salary, benefits, and equity participation

Job Location
Fully Remote with a preference for California

Stem, Inc. is an equal opportunity employer committed to diversity in the workplace and does not discriminate against any employee or applicant for employment because of race, color, sex, pregnancy, religion, national origin, ethnicity, citizenship, sexual orientation, gender identity, age, marital status, disability, genetic information, military status, protected veteran status or any other factor protected by applicable federal, state or local laws.