Sales Director

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🦌 Connecticut – Remote

🦌 Connecticut – Remote

💵 $165k - $180k / year

⏰ Full Time

🔴 Lead

🤑 Sales

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FuelCell Energy

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 1969

🏭 Manufacturing

💼 Consulting

📦 Logistics

Manufacturing • Consulting • Logistics

FuelCell Energy is a company dedicated to delivering innovative solutions for decarbonizing power generation and producing hydrogen. With over 50 years of expertise in fuel cell technology, they provide platforms for carbon capture, energy storage, and efficient power generation aimed at helping industries and communities transition to sustainable energy. Their offerings target various applications, including transportation, industrial processes, and waste management, all while supporting global net-zero commitments.

📋 Description

• Develop and execute strategic sales and business development plans for utility and power generation markets • Identify, qualify, and pursue utility-scale opportunities involving distributed generation, resiliency, microgrids, CHP, hydrogen-enabled generation, carbon capture, and long-duration clean energy • Build and maintain executive-level relationships with utilities, IPPs, EPC firms, engineering consultants, and industry partners • Navigate utility procurement processes, including RFIs, RFPs, and long-term power procurement initiatives • Collaborate with engineering, project development, product management, legal, finance, and executive leadership on commercial strategies • Develop account plans and manage opportunities through the complete sales lifecycle • Monitor regulatory, transmission planning, capacity market, and utility investment developments • Represent FuelCell Energy at conferences, associations, regulatory meetings, and customer events • Prepare and deliver executive presentations, technical workshops, commercial proposals, and business cases • Lead commercial negotiations through contract execution and achieve bookings, revenue, and growth objectives • Provide sales forecasts, opportunity updates, competitive intelligence, and market feedback using CRM tools • Develop and execute joint go-to-market strategies with strategic, engineering, and channel partners

🎯 Requirements

• Bachelor's degree in Engineering, Business Administration, Energy Management, or a related discipline preferred • MBA or advanced technical degree preferred • Minimum 10 years of successful sales, account management, or business development experience serving electric utilities, power generation companies, or the broader energy industry • Demonstrated success selling complex capital equipment, distributed energy resources, power generation systems, utility infrastructure, or energy solutions • Strong understanding of utility planning processes, generation portfolios, grid operations, integrated resource planning, and utility regulatory environments • Experience with large, multi-million-dollar infrastructure or energy projects and extended sales cycles • Established utility, IPP, engineering firm, or utility consultant relationship network • Knowledge of utility business models, decarbonization, capacity planning, transmission constraints, resiliency, and distributed energy resources • Experience collaborating across technical, commercial, regulatory, and executive organizations • Exceptional communication, negotiation, presentation, and executive relationship management skills • Ability to develop, present, and negotiate complex commercial proposals and long-term agreements • Strong analytical, financial, and strategic planning capabilities • Ability to work independently in a fast-paced, evolving market • Willingness to travel approximately 40–60% • Preferred: experience selling fuel cells, gas turbines, reciprocating engines, energy storage, renewables, hydrogen technologies, or utility-scale generation assets • Preferred: familiarity with utility regulatory proceedings, public utility commissions, wholesale electricity markets, and RTOs/ISOs • Preferred: understanding of federal and state energy incentives, tax credits, emissions regulations, and clean energy policy • Successful candidate must complete a drug screen, criminal background check, and employment and education verification

🏖️ Benefits

• Comprehensive benefits including medical, dental, and vision insurance • Company-paid life/disability insurance • 401(k) plan • Employee stock purchase plan • Generous paid leave • Competitive compensation package