Director, Executive Accounts

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

Benefits offered by this job

Health, Dental & Vision Insurance

401(k) with company match

Bonus eligibility

Paid time off (vacation/personal/sick)

Paid Holidays

Wellness Reimbursement

Tuition Reimbursement

Fertility and Family Benefits

Employee Referral program

Employee Assistance Program

Job summary

Plug Power is seeking a Director/Sr Director, Executive Accounts to own the commercial relationship with a major customer across multiple sites. You will be the senior sales leader and primary contact for executive stakeholders, accountable for health and growth of a multi-year engagement.

This exempt role reports to the Vice President, travels up to 25%, and requires strong negotiation and cross-functional leadership to drive capital and recurring revenue opportunities.

Qualifications

• Bachelor’s degree in engineering, business, or a related field.
• 7+ years in sales, account management, or related roles, preferably with energy or industrial equipment.
• Experience with large, multi-site customer relationships and complex commercial deals.
• Willingness to travel up to 50%.
• Experience with fuel cells, hydrogen, or related energy tech is a plus.

Responsibilities

• Own the commercial relationship with a large strategic customer across sites.
• Develop multi-year account strategy to grow revenue and share of wallet.
• Lead full sales cycle: RFPs, pricing, contract negotiation, and TCO.
• Sell integrated ecosystem: fuel cells, hydrogen infrastructure, and services.
• Maintain account health, escalate issues, and conduct quarterly business reviews.
• Provide realistic revenue forecasts and senior-level reports.
• Translate customer needs into product roadmap input and deployment plans.
• Coordinate large, multi-site programs across internal teams.
• Deliver executive-level presentations and maintain professionalism.

Skills

Strategic acct planning

Executive relationship

Negotiation

Cross-functional leadership

Forecasting & reporting

Executive communication

Education

Bachelor’s degree in engineering or business

MBA (preferred)

Tools

Salesforce CRM

Job description

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.

Status: Exempt (Salaried)

Department: Sales

Reports to: Vice President

Travel: Up to 25%

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

$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.