Director, Executive Accounts

Plug Power Inc.; City of Johnstown (NY); On-site; USD 138,000 - 220,000; Full time

Benefits offered by this job

Health insurance

401(k) plan

Bonus eligibility

Paid time off

Holidays

Wellness reimbursement

Tuition reimbursement

Family building benefit

Employee referral

Employee assistance

Job summary

Plug Power is seeking a Director/Sr Director, Executive Accounts to own the commercial relationship with one of our largest and most strategic customers. You will be the senior sales leader and primary point of contact for the customer’s executive and functional stakeholders, accountable for the health of a multi-year, multi-site relationship and the growth of the business within it.

You will work hand in hand with leaders across Product Management, Sales, Finance, Engineering, Manufacturing,

Qualifications

• Bachelor’s degree and 7+ years of sales, account management, or related experience, preferably in energy, renewables, or capital equipment.
• Experience negotiating large capital and recurring-revenue agreements.
• Willingness to travel up to 50%.

Responsibilities

• Develop and execute a multi-year strategic account plan to grow revenue and share of wallet.
• Build and sustain trusted executive relationships across the customer’s leadership teams.
• Lead full sales cycle from opportunity identification through close, including RFP responses and contract negotiations.
• Sell Plug Power’s ecosystem of fuel cell systems, hydrogen infrastructure, and services.
• Own overall account health and drive timely cross-functional resolution of issues.
• Prepare and deliver executive-level presentations and business reviews.

Skills

Strategic thinking

Executive relationships

Negotiation skills

Cross-functional collaboration

Communication skills

Education

Bachelor’s degree in engineering, business, or related field

Master’s degree in engineering or business (MBA a plus)

Tools

Salesforce CRM

Job description

Director, Executive Accounts

Status: Exempt (Salaried) Department: Sales Reports to: Vice President Travel: Up to 25%

Position Summary

Plug Power is seeking a Director/Sr Director, Executive Accounts to own the commercial relationship with one of our largest and most strategic customer. This is a rare, high-visibility role: you will be the senior sales leader and primary point of contact for the customer’s executive and functional stakeholders, accountable for both the health of a multi-year, multi-site relationship and the growth of the business within it. You will work hand in hand with leaders across Product Management, Sales, Finance, Engineering, Manufacturing, Quality, Construction, Services, and Legal to deliver reliable hydrogen and fuel cell solutions, and to expand Plug’s footprint across the customer’s operations.

Success requires equal parts commercial strategist, program manager, and trusted advisor — someone who can negotiate large capital and recurring-revenue agreements, navigate complex organizations on both sides, and give the customer candid, credible guidance, especially when the news is difficult.

Core Duties and Responsibilities

• Account strategy: Develop and execute a multi-year strategic account plan that grows revenue, deepens share of wallet, and positions Plug as the customer’s long-term hydrogen partner.
• Executive relationships: Build and sustain trusted relationships with senior executives and functional leaders across the customer’s operations, engineering, procurement, finance, and sustainability organizations; understand their priorities and remove roadblocks early.
• Pursuit and close: Lead the full sales cycle from opportunity identification through close, including RFP responses, pricing and commercial strategy, contract negotiation, and total cost of ownership (TCO) and business case development.
• Ecosystem selling: Sell Plug’s integrated ecosystem — fuel cell systems, hydrogen fueling infrastructure, hydrogen supply, and services — with a holistic vision that spans Plug solutions and business units.
• Account health and escalations: Own overall account health, including performance against commitments, escalation management, and customer satisfaction. Communicate openly and directly with the customer, and drive timely, cross-functional resolution of issues. Lead Customer Quarterly Business Reviews (QBRs).
• Forecasting and reporting: Present realistic yet ambitious sales and revenue forecasts, pipeline reviews, and account performance to Plug’s executive leadership team.
• Voice of the customer: Partner with Product Management, Engineering, and Manufacturing to translate customer needs into design specifications, product roadmap input, and deployment plans.
• Program leadership: Coordinate large, multi-site programs across internal teams, holding stakeholders accountable to schedule, cost, and quality commitments and clearing obstacles to successful implementation. Resolve resource misalignment and priority conflicts with functional leaders.
• Executive communication: Prepare and deliver executive-level presentations and business reviews that distill complex technical and financial topics into clear, audience-appropriate messages.
• Professionalism: Represent Plug Power with the highest standards of professionalism and integrity in every interaction. Perform other duties as assigned.

Education and Experience

Bachelor’s degree in engineering, business, or a related field. 7+ years of experience in sales, account management, product management, engineering, or a related field, preferably with an energy, renewables, industrial, or capital equipment company. Experience with fuel cells, hydrogen, batteries, or other energy storage and power technologies. Demonstrated success managing complex, high-value customer relationships and negotiating large commercial agreements. Ability to travel up to 50%.

Preferred Qualifications

• Master’s degree in engineering or business (MBA a plus). 12+ years of experience in sales, account management, product management, engineering, or a related field.
• Background in the material handling, warehousing, logistics, or industrial equipment industries.
• Experience selling capital equipment (capex) and long-cycle, multi-site solutions.
• Experience selling into large, sophisticated enterprise or hyperscale customers, including navigating formal RFP and procurement processes.
• Experience selling an ecosystem — bundling equipment, infrastructure, fuel or energy supply, and services into a single value proposition.
• Strong financial acumen, including TCO and ROI modeling and commercial pricing strategy.
• Proficiency with Salesforce CRM.

Key Competencies

• Strategic and commercial: Sharp business sense with the ability to articulate value to diverse audiences and drive results against aggressive targets.
• Technical depth: Ability to learn complex technology quickly and engage credibly with engineers and executives alike.
• Communication: Exceptional written and verbal skills, with the gift of distilling complex information into key themes tailored to each stakeholder.
• Influence and leadership: Proven ability to lead cross-functional teams without direct authority, build alignment, and hold others accountable.
• Integrity and candor: Straightforward and honest with customers and colleagues; a role model for professionalism and high standards.
• Execution: Highly organized, detail-oriented, and relentless in follow-through, with a results-driven work style.

Pay Rate

Pay Rate: $137,500.00 - $220,000.00

We offer a fantastic total rewards package at Plug, and a brief summary is below:

• Base salary is determined on a number of factors including but not limited to education, experience, skills, and geography. These factors are considered when making an offer of employment.
• The above pay range, may not take into account local geographic pay variations. If there is an applicable geographic differential, a member of the HR team can discuss that with you.
• Health, Dental & Vision Insurance eligibility starting from the first day of hire.
• 401(k) with 5% company match.
• Bonus eligibility.
• Paid time off including vacation, personal and sick time.
• Paid Holidays.
• Wellness Reimbursement Program.
• Potential to apply for Tuition Reimbursement.
• Fertility and Family Building Benefit.
• Employee Referral program.
• Employee Assistance Program.

Plug Power Inc. is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

Our employees create products every day that are changing the way energy is produced and delivered. We thrive on innovation by fostering a learning environment that creates new, real-world products and applications. Join our team as we rapidly expand into key markets like zero-emission on-road vehicles, robotics, and stationary power – Be a part of the climate solution! To learn more, download our brochure. Check out these videos to learn more about PLUG: Plug Power's Culture Code Who is Plug? Manufacturing Electrolyzers at scale Megawatt Fuel Cell Power Generation System Implementing Fuel Cells in Material Handling