Director, Executive Accounts

Plug Power; City of Johnstown (NY); Sur place; USD 180 000 - 280 000; Plein temps

Résumé du poste

Plug Power is seeking a Director/Sr Director, Executive Accounts to own the commercial relationship with one of our largest and most strategic customers. This high-visibility role will be the senior sales leader and primary point of contact for executive stakeholders, accountable for health and growth of a multi-year, multi-site relationship.

You will collaborate across Product Management, Sales, Finance, Engineering, Manufacturing, Quality, Construction, Services, and Legal to deliver hydrogen

Qualifications

• 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.
• 12+ years of experience preferred.
• Ability to travel up to 50%.

Responsabilités

• 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 organization.
• Lead full sales cycle from opportunity identification through contract negotiation and close.
• Sell an integrated ecosystem of Plug Power solutions across units.
• Own account health, escalations, and conduct quarterly business reviews.
• Present forecasts and account performance to Plug Power's executive team.
• Translate customer needs into product roadmap input and deployment plans.
• Coordinate large, multi-site programs and resolve resource conflicts.

Connaissances

Executive leadership

Strategic account management

Negotiation

Cross-functional collaboration

Formation

Bachelor's degree in engineering or business

Outils

Salesforce CRM

Description du poste

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, wit