Strategic Industry Business Developer - PJM

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 SUMMARYGenerac 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. MINIMUM QUALIFICATIONS: Master’s degree or equivalent experience8 years of sales or business development experience selling directly into the assigned industryAbility to travel up to 50%PREFERRED QUALIFICATIONS: Demonstrated experience originating and developing DER projectsLocated in the PJM Market Territory>5 years of sales experience in the DER, microgrid, backup-power, or energy marketsProven experience and success working within strategic partnershipsEstablished relationships in the assigned industry and territoryExperience developing BTM C&I DER projects including understanding financial models for DER projectsESSENTIAL DUTIES 100%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 spaceIdentify and build relationships with all relevant stakeholdersMap 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 projectsDevelop 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 projectsWork with key internal and external stakeholders to identify and close gaps in our current suite of products and commercial solutionsBe a thought leadership champion in the assigned industry to grow awareness of Generac and our products and solutionsKNOWLEDGE SKILLS AND ABILITIESUnderstanding of the energy needs and challenges faced by customers in the assigned industry and the business models around procuring energy solutionsDemonstrated caliber to take on open ended challenges, innovate around business models, create partner ecosystems, and develop new businessDemonstrated skills around being a energy solutions architectDemonstrated ability to develop and manage key accountsExcellent verbal and written communication skillsExcellent presentation skillsExcellent negotiation skillsOrganizational skillsAbility to work independently in an entrepreneurial cultureAbility to analyze financialsKnowledge of the internal processes and systems that support sales accountsLevel of Independence: Acts independently under the direction of the Senior Director of Strategy and GrowthPHYSICAL DEMANDS: While performing the duties of this job, the employee is regularly required to talk and hear; and use hands to manipulate objects or controls. The employee is regularly required to stand and walk. On occasion the incumbent may be required to stoop, bend or reach above the shoulders. The employee must occasionally lift up to 25 pounds. Specific conditions of this job include are typical of frequent and continuous computer-based work requiring periods of sitting, close vision and ability to adjust focus. Up to 50% travel and valid Driver’s License required. Physical Demands: While performing the duties of this job, the employee is regularly required to talk and hear; and use hands to manipulate objects or controls. The employee is regularly required to stand and walk. On occasion the incumbent may be required to stoop, bend or reach above the shoulders. The employee must occasionally lift up to 25 - 50 pounds. Specific conditions of this job are typical of frequent and continuous computer-based work requiring periods of sitting, close vision and ability to adjust focus. Occasional travel.“We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, disability status, protected veteran status, or any other characteristic protected by law.”

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