Manager – C&I Business Development

Ellume Technology Pvt. Ltd.; Mumbai; On-site; INR 1,500,000 - 2,500,000; Full time

Job summary

Ellume Technology Pvt. Ltd. is seeking an experienced C&I solar sales professional to drive growth from its Mumbai HQ.

You will manage key accounts, develop channel partnerships, and deliver detailed techno-commercial proposals for rooftop and ground-mount solar projects. You will lead the full deal cycle, negotiate with C-suite stakeholders, and ensure projects meet gross margin targets while aligning with state policies on open-access and net metering.

Qualifications

• 5–8 years of experience in C&I solar sales / business development.
• Proven ability to manage commercial proposals for rooftop and ground-mount C&I solar (100 kWp – 5 MWp).
• Strong understanding of open-access regulations, captive power rules, and state-level net metering policies.
• Experience ensuring gross margins of 12%+ in solar EPC deals.

Responsibilities

• Acquire and manage key C&I accounts across manufacturing, IT parks, and commercial real estate for solar installations.
• Develop and deliver techno-commercial proposals with margin-aligned analysis.
• Lead full deal cycle from qualification to EPC handoff.
• Coordinate with channel partners and EPC delivery teams to ensure successful project execution.
• Track state policies on open-access, net metering, and DISCOM tariffs.

Skills

C&I solar sales

business development

negotiation with C-suite

channel partner development

English and Hindi fluency

open-access regulations

gross margin management

Education

B.E./B.Tech in Electrical/Mechanical/Energy

MBA preferred

Tools

Salesforce

HubSpot

Job description

At Ellume, we are pioneering the future of clean power. We operate across three verticals—Renewable Energy, Independent Power Production (IPP), Engineering, Procurement & Construction (EPC), and Technology—committed to driving innovation across the renewable sector.

Responsibilities

• Acquire and manage key C&I accounts (manufacturing, IT parks, commercial real estate, industrial clusters) for captive and open-access solar installations.
• Develop and deliver commercial proposals with detailed techno-commercial analysis, ensuring every project meets Ellume's gross margin standards.
• Manage the full deal cycle: lead qualification → site assessment → proposal → negotiation → contract → EPC handoff.
• Build and activate channel partner networks (EPC sub-contractors, electrical consultants, energy auditors) across territories.
• Track and ensure compliance with state-specific open-access policies, net metering regulations, and DISCOM tariff structures.
• Lead weekly pipeline reviews with the C&I sales team, ensuring CRM hygiene and accurate revenue forecasting.
• Coordinate with the EPC delivery team on project scoping, bill of materials, and timeline commitments.
• Own monthly revenue targets with margin-qualified deal flow, escalating below-threshold deals for review.

Requirements

• Based at our Mumbai HQ, with 30–40% field travel.
• 5–8 years of experience in C&I solar sales / business development, with a track record of ₹15+ Cr in annual revenue.
• Proven ability to manage commercial proposals for rooftop and ground-mount C&I solar (100 kWp – 5 MWp range).
• Strong understanding of open-access regulations, captive power rules, and state-level net metering policies across key states (MH, GJ, KA, TN, RJ, UP).
• Experience managing gross margins of 12%+ in solar EPC deals with transparent cost-stack management.
• Channel partner development and management experience.
• Proficiency with CRM systems (Salesforce / HubSpot) and pipeline management frameworks.
• Strong negotiation skills with C-suite and plant-head level stakeholders.
• B.E. / B.Tech (Electrical, Mechanical, or Energy); an MBA is preferred.
• Fluent in English and Hindi; a regional language (Marathi, Gujarati, Tamil, or Kannada) is preferred.
• Nice to have: existing client relationships in key industrial clusters (Pune, Ahmedabad, Chennai, Bangalore, Jaipur); knowledge of DISCOM tariff structures and banking / wheeling charges across states; experience with group captive and virtual open-access models; understanding of module, inverter, and BoS pricing trends.

Based at our Mumbai HQ, with 30–40% field travel. 5–8 years of experience in C&I solar sales / business development, with a track record of ₹15+ Cr in annual revenue. Proven ability to manage commercial proposals for rooftop and ground-mount C&I solar (100 kWp – 5 MWp range). Strong understanding of open-access regulations, captive power rules, and state-level net metering policies across key states (MH, GJ, KA, TN, RJ, UP). Experience managing gross margins of 12%+ in solar EPC deals with transparent cost-stack management. Channel partner development and management experience. Proficiency with CRM systems (Salesforce / HubSpot) and pipeline management frameworks. Strong negotiation skills with C-suite and plant-head level stakeholders. B.E. / B.Tech (Electrical, Mechanical, or Energy); an MBA is preferred. Fluent in English and Hindi; a regional language (Marathi, Gujarati, Tamil, or Kannada) is preferred. Nice to have: existing client relationships in key industrial clusters (Pune, Ahmedabad, Chennai, Bangalore, Jaipur); knowledge of DISCOM tariff structures and banking / wheeling charges across states; experience with group captive and virtual open-access models; understanding of module, inverter, and BoS pricing trends.