Strategic Sales Director - Utilities & Decarbonization

FuelCell Energy; Danbury (CT); On-site; USD 108,000 - 180,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

401(k) plan

Employee stock purchase plan

Paid leave

Job summary

FuelCell Energy is seeking a Sales Director to expand its footprint in utility markets and lead strategic relationships with investor-owned utilities, cooperatives, and IPPs. You will leverage your deep knowledge of procurement, distributed generation, and decarbonization to identify opportunities and develop long-term partnerships.

The role reports to the Vice President of Sales and requires strategic selling of capital equipment and energy projects with a focus on baseload, grid resilience,

Qualifications

• Minimum of 10 years in sales, account management, or business development serving electric utilities or the energy industry.
• Proven ability to sell complex capital equipment, distributed energy resources, or utility infrastructure.
• Strong understanding of utility planning processes, generation portfolios, grid operations, IRPs, and regulatory environments.
• Experience developing opportunities involving large, multi-million-dollar projects with long sales cycles.
• Established network within IOUs, municipal utilities, electric cooperatives, IPPs, engineering firms, or utility consultants.
• Knowledge of decarbonization initiatives, capacity planning, transmission constraints, and DERs.
• Experience cross-functional collaboration across technical, commercial, regulatory, and executive teams.
• Excellent communication, negotiation, presentation, and executive relationship management skills.
• Proven ability to develop, present, and negotiate long-term commercial proposals and contracts.
• Strong analytical, financial, and strategic planning capabilities.
• Self-motivated with ability to work independently in a fast-paced market.
• Willingness to travel 40-60% as required.

Responsibilities

• Develop and execute strategic sales plans to grow FuelCell Energy's presence within utility and power generation markets.
• Identify, qualify, and pursue new utility-scale opportunities including distributed generation, CHP, hydrogen-enabled generation, and energy storage.
• Build and maintain executive-level relationships with IOUs, municipal utilities, electric cooperatives, IPPs, EPC firms, and consultants.
• Navigate RFIs, RFPs, and long-term procurement initiatives and contracts.
• Collaborate with engineering, project development, product management, legal, finance, and leadership to craft winning strategies.
• Develop comprehensive account plans and manage opportunities through the sales lifecycle.
• Monitor regulatory developments to identify new business opportunities.
• Represent FuelCell Energy at conferences, associations, regulatory meetings, and customer events.
• Prepare and deliver executive presentations, workshops, proposals, and business cases.
• Lead commercial negotiations and achieve bookings and revenue objectives.
• Provide accurate sales forecasts and CRM updates to senior leadership.
• Work with strategic partners to develop joint go-to-market strategies.

Skills

Executive relationships

Negotiation

Presentation skills

Strategic planning

Financial acumen

Travel readiness

Education

Bachelor's degree

MBA or advanced degree

Job description

FuelCell Energy is seeking a Sales Director to expand its footprint in utility markets and lead strategic relationships with investor-owned utilities, cooperatives, and IPPs. You will leverage your deep knowledge of procurement, distributed generation, and decarbonization to identify opportunities and develop long-term partnerships.

The role reports to the Vice President of Sales and requires strategic selling of capital equipment and energy projects with a focus on baseload, grid resilience,