Director of Sales, FTM - West Coast

Position: Director of Sales, FTM West
Reporting to: VP of Sales, FTM West & Central

About Stem
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 Director of Sales, FTM West, you will be responsible for managing a team of Account Executives dedicated to selling utility scale solar plus storage, standalone storage and professional services to project developers and IPPs to meet your team’s sales targets, with a primary focus on the CAISO market. With the passage of the Inflation Reduction Act last year, this complex energy storage market continues to flourish and Stem is at the epicenter of the growth (add link to recent PR). Your team’s accounts will be based primarily in California and the west, but your team has leeway to retire quota in other markets including the booming cooperative and public power segment.

You will support Account Executives by managing your team’s sales forecast, performing account strategy reviews, coaching, team building and ensuring deals are moving through the sales funnel to booking as quickly as possible. You will also be key voice in developing and executing on Stem’s go to market strategy in this market, inclusive of working with Demand Generation to build pipeline, provide input to marketing efforts and provide Product continuous market feedback. Lastly, you will be expected to participate and contribute ideas around sales strategy with the VP of Sales as well as members of the broader Sales & Marketing leadership team.

Responsibilities:
- Manage the developer sales team successfully to quarterly company bookings targets in a complex, big ticket and long sales cycle environment.
- Build a team of 3 Account Executives.
- Have 5+ years in front line sales experience, selling to solar developers or IPPs.
- Must be a seasoned, experienced sales leader, with at least 3-5 years leading a national or large regional sales team and have a demonstrated track record of hitting and exceeding team quota
- Identify, develop and support strategic partnerships across the markets
- Participate in their AE’s customer meetings as the senior Stem representative, building executive relationships with key clients to leverage later in the sales cycle
- Become an expert on key energy storage markets including policy, market drivers, participants, stakeholders and competitors.
- Have a demonstrated ability to balance activity between “closing” and “pipeline development” across a large team to ensure consistent quota attainment quarterly.
- Be able to recruit, retain, and motivate top sales talent.
- Be able to articulate and deliver the full economic, strategic, and environmental value represented by Stem
- Coordinate the team’s priorities with the Sales Support Manager for revenue modeling, quotes, proposal creation and RFP responses.
- Communicate needs and deficiencies with cross functional groups that support your team and collaborate on the solutions to unblock these issues for your team.
- Coordinate with the Support Team, Product Marketing, Programs, Finance and Legal to drive opportunities and contracts to successful closure.
- Coordinate with Marketing Team around demand generation strategy to be supported by the Sales Development Representatives (SDRs)
- Maintain and drive accurate forecasting through Salesforce.com
- Work closely with the marketing team to ensure market representation is strong, including trade shows, road shows, events and organizations to participate in as well as hosting Stem sponsored events
- Make ethical decisions while maintaining integrity and always acting in the best interest of the company
- Travel 25% of the time or as needed for pipeline creation, training, relationship building and closing deals, not limited to Leadership planning off-sites, client meetings to support AEs, Sales Kick Off, Team Training events, etc.

Requirements:
- Bachelor’s degree, MBA or engineering degree a plus.
- Minimum of 10 to 15 years successful experience in complex sales with 3 years as a Sales Manager leading a team and all this entails.
- Demonstrated ability to lead a team: positive attitude, strong ability to communicate across departments and drive to “get the deal done.”
- Strongly preferred is a working knowledge of energy markets and/or experience with energy storage, solar developers and IPPs
- A demonstrated ability to partner with all levels of the organization to maximize the effectiveness of sales support
- Experience selling financed solutions, and demonstrated proficiency with financial analytical concepts: ex: NPV, IRR, Cash Flows, etc.
- Experience with a formal sales methodology. Challenger Sales a plus.
- Demonstrated ability to build a pipeline of multimillion dollar projects
- Highly analytical and data-based decision making, with ability to create custom reports and track data within CRM
- Ability to multi-task, work under tight deadlines, with strong organizational skills for complex deal structure
- Experience in sales, solar, construction, design, or an engineering-related industry a plus.
- Experience with Salesforce CRM a plus

Job Location
Remote – California, United States

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.