Position Overview
Reporting to the US Country Manager, the Director of Sales - Utility & C&I is a senior commercial leader responsible for driving revenue growth across both utility-scale and commercial & industrial (C&I) inverter segments.
This role combines strategic leadership and hands-on execution, overseeing complex utility pursuits while also driving high-volume C&I sales through channel partners and EPCs. The Director acts as a key commercial partner to the Country Manager, shaping go-to-market strategy, leading key customer engagements, and ensuring successful deal execution across both segments.
Success in this role requires strong technical-commercial expertise, cross-segment market knowledge, and the ability to operate effectively in a growth-stage environment with evolving structure.
Key Responsibilities
1. Utility & C&I Sales Execution
- Drive revenue across:
- Utility-scale projects (greenfield, repowering, retrofit)
- C&I projects (rooftop and ground-mount installations)
- Own the full sales lifecycle:
- Opportunity identification and qualification
- Proposal development
- Pricing strategy and negotiation
- Contract execution and closing
- Balance long-cycle, high-value utility deals with shorter-cycle, high-volume C&I opportunities
2. Strategic Partnership with US Country Manager
- Partner closely on:
- Sales strategy and market prioritization
- Key account planning across segments
- Pricing alignment and deal reviews
- Support executive-level customer engagement and negotiations
- Provide real-time market intelligence to inform leadership decisions
3. Customer & Channel Management
- Build and maintain senior relationships with:
- IPPs, utilities, and asset owners
- EPCs and developers (utility & C&I)
- Distributors and channel partners
- Serve as the primary commercial interface for key accounts
- Manage and grow channel partner networks in the C&I segment
4. Commercial Leadership & Team Collaboration
- Provide commercial guidance and deal support to Sales Account Managers
- Collaborate across utility and C&I sales teams to ensure alignment on shared customers
- Support development of sales tools, pricing frameworks, and go-to-market strategies
5. Cross-Functional Collaboration
- Partner with:
- Engineering & Product Management to define solutions and ensure technical alignment
- Service teams to identify repowering opportunities from installed base
- Operations & Supply Chain to align sales commitments with delivery capabilities
- Marketing on campaigns, events, and partner programs (e.g., RE+)
6. Market Intelligence & Strategy
- Monitor:
- Utility and C&I market trends
- Competitive positioning and pricing dynamics
- Provide structured feedback to leadership and product teams
- Help shape segment-specific growth strategies
7. Operating in a Growth-Stage Environment
- Operate effectively with limited structure and evolving processes
- Identify gaps and implement scalable solutions
- Balance strategic thinking with hands-on execution
