Director, Business Development – Northern California

~ FuelCell Energy (NASDAQ: FCEL) is a global leader positioned at the forefront of the cleantech industry with over 300 megawatts of ultra-clean distributed power generation capacity installed or in backlog.  ~

Our power generation solutions equip customers such as utilities, industrial operations, universities, municipal water treatment facilities, government installations and more, with continuous electricity where the power is needed, including on-site applications and electric grid support. Benefits include the virtual absence of pollutants and enhanced energy resiliency delivered in an affordable solution.

The Company's power plants have generated more than 5.0 billion kilowatt hours of electric power at more than 50 locations on three continents using a variety of fuels including clean natural gas and renewable biogas from wastewater treatment and food processing.

Position Overview

FuelCell Energy is seeking candiates for the position of Director, Business Development - Northern California. This position is remote, and travel within the Western US and occasional travel to NE headquarters will be required. 

Responsibilities

This position will be responsible for managing the sales process from opportunity identification through contract closure, including:

• Lead generation in targeted vertical markets
• Customer prospecting, including cold calling; and identifying and accessing decision makers in targeted organizations.
• Evaluating customer energy data and applications
• Working with application engineers to develop innovative technical solutions
• Preparing and delivering sales presentations and proposals at appropriate decision-maker levels
• Developing economic pro-forma models that justify investment
• Validating and communicating value propositions
• Structuring multi-million dollar sales, construction, and services contracts
• Maintaining awareness of market trends, competitive landscape, channel strategies
• Coordinating with project allies and team members (i.e., engineering, legal, finance, project management, etc.)
• Building and maintaining productive business relationships with financial institutions and financing partners
• Creating repeatable project financing package solutions for customers
• Supporting outreach and awareness through speaking opportunities and conference participation

Qualifications

• Education: BS in Engineering is required. (Relevant disciplines such as Chemical, Mechanical or Electrical are strongly preferred). MBA preferred.
• Experience: Minimum of 10 years of project development/sales in distributed power generation or energy industry is required. Prefer experience in energy markets in the Northern California region.
• Candidate must be based in Northern California within 3 hours of car travel to San Francisco Bay Area, Bakersfield and Sacramento.
• Candidate must be comfortable working independently, on the road and from a home office, in a fast paced environment and have strong:

1. communication skills
2. customer focus
3. project financing expertise
4. organization skills
5. understanding of pricing principles and technical concepts
6. negotiating skills
7. computer and project management skills

Physical Requirements:

• Office and field environment position requiring the ability to drive automobile, use a computer, and fly in planes.
• Also requires walking, standing and potentially climbing at customer sites.

Compensation: We offer a competitive compensation package as well as comprehensive benefits including medical, dental, vision, company-paid life/disability insurance, 401(k) plan, employee stock purchase plan and generous paid leave.

~ FuelCell Energy, Inc. is a VEVRAA Federal Contractor and an Affirmative Action/Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identify, national origin, disability status, protected veteran status, or any other characteristic protected by law.
Employment with FCE is subject to pre-employment drug-screen and background investigation. ~