Product Sales Manager - BESS

Ornate Solar; New Delhi; On-site; INR 900,000 - 1,500,000; Full time

Job summary

Ornate Solar is seeking a Market Intelligence & Strategy lead to spearhead the growth of the BESS vertical across India. You will conduct TAM/SAM/SOM analyses, map the competitive landscape, and align the product roadmap with regulatory and procurement trends.

You will own revenue targets, develop pricing models, respond to RFPs, negotiate with EPC partners and suppliers, and engage customers through workshops and technical/proposal work to win multi-MWh deployments.

Responsibilities

• Market Intelligence & Strategy: TAM/SAM/SOM analysis for BESS across C&I, utility, and IPP segments in India using AI-powered research tools and proprietary datasets.
• Map competitive landscape: Pricing, configurations, and go-to-market strategies of domestic and global BESS OEMs.
• Develop and own the BESS product roadmap aligned to CERC ancillary services framework, state-level ToD tariff structures, and DISCOM procurement trends.
• Identify high-value verticals: Peak shaving, energy arbitrage, frequency regulation, solar firming, and backup/black start applications.
• Pricing, Proposals & Deal Structuring: Build and maintain dynamic pricing models (INR/kWh, LCOE, NPV-based) for BESS systems from 200 kWh to containerized multi-MWh configurations.
• Prepare techno-commercial proposals, respond to RFPs/RFQs, and structure deals including CAPEX, OPEX, and energy-as-a-service models.
• Negotiate commercial terms with EPC partners, battery cell suppliers, PCS vendors, and end customers.
• Own revenue targets and pipeline management for the BESS vertical.
• Customer Engagement & Revenue Growth: Lead customer-facing engagements: presentations, site assessments, solution design workshops, and commercial negotiations.

Job description

• Market Intelligence & Strategy : - Conduct TAM/SAM/SOM analysis for BESS across C&I, utility, and IPP segments in India using AI-powered research tools and proprietary datasets.
• Map competitive landscape : - Pricing, configurations, and go-to-market strategies of domestic and global BESS OEMs.
• Develop and own the BESS product roadmap aligned to CERC ancillary services framework, state-level ToD tariff structures, and DISCOM procurement trends.
• Identify high-value verticals : - Peak shaving, energy arbitrage, frequency regulation, solar firming, and backup/black start applications.
• Pricing, Proposals & Deal Structuring : - Build and maintain dynamic pricing models (INR/kWh, LCOE, NPV-based) for BESS systems from 200 kWh to containerized multi-MWh configurations.
• Prepare techno-commercial proposals, respond to RFPs/RFQs, and structure deals including CAPEX, OPEX, and energy-as-a-service models.
• Negotiate commercial terms with EPC partners, battery cell suppliers, PCS vendors, and end customers.
• Own revenue targets and pipeline management for the BESS vertical.
• Customer Engagement & Revenue Growth : - Lead customer-facing engagements: presentations, site assessments, solution design workshops, and commercial negotiations.