Business Development Manager, Enterprise Software Solutions

Wärtsilä Energy Storage & Optimization (ES&O) is the leading global energy storage optimizer. Our mission is to deliver integrated energy solutions that build a resilient, intelligent, and flexible energy infrastructure - unlocking the way to an optimized renewable future. By integrating renewables, energy management technology, and storage with traditional energy resources, we reinvent clean energy production from the largest and most complex grids to the most remote and essential microgrids. We play a key role in Wärtsilä’s vision towards a 100% renewable energy future through flexibility, reliability, and integration for a more sustainable world for us all.

 

Wärtsilä is seeking a Business Development Manager, Enterprise Software Solutions to join our team in Wärtsilä North America, reporting to the Business Development Director, Energy Storage and Optimization.

 

What will you be doing

 

The Business Development Manager will be accountable for the entire sales process, from creating demand through originating solutions sales to closing profitable opportunities for the GEMS Digital Energy Platform—Wartsila’s software platform that monitors, controls and optimizes energy assets on both site and portfolio levels. As a Business Development Manager, you will play a key role in executing the North America regional sales goals and objectives including pipeline development, contracting, partnerships and key stakeholder engagement.

The ideal candidate has 5-10 yrs. of industry sales experience, with strong external, customer focus and communication skills. Comprehensive knowledge of the North American Energy and Power markets is a must along with utility-scale renewable experience including energy storage. Strong project and process management skills with experience managing multiple teams on simultaneous projects is required.

 

As a Business Development Manager, you will focus on these responsibilities:

 

• Originate new business opportunities for GEMS Software Solutions in North America, with a focus on establishing new customers for enterprise master service agreements.
• Accurately forecast and deliver sales ranging in magnitude from $2 - $15M+ contract value with high annual recurring revenue, profitability, and risk profiles according to company directives.
• Own customer relationship and opportunity business case/es (Capex & Opex).
• Create strong market presence and increase awareness of Wärtsilä software solutions.
• Develop, manage, and grow long term relationships with key customer accounts throughout project lifecycle.
• Create new opportunities from named accounts, influencing customers’ decisions by aligning their needs with Wärtsilä value proposition.
• Execute strategy and account planning for assigned customers.
• Prepare and submit offers for energy storage solutions.
• Lead contract lifecycle from origination through negotiation, closing, and Notice to Proceed (NTP), activating and directing internal colleagues including commercial, lifecycle, legal, proposal management, engineering, management, and others as needed in a matrix organization.
• Collaborate with the Energy Storage Solutions sales team in their efforts to identify new customers for ESS Hardware.
• Enter timely and relevant data on opportunities and accounts in SalesForce CRM (funnel management).

 

To be successful in this role, we expect you to have:

• At least five (5) years of experience in enterprise software sales, in a renewable energy, independent power producer (IPP), equipment supplier, utility or other power market environment.
• At least ten (10) years of experience in a professional business environment.
• Authorized to work in the USA without Company sponsorship.
• Fluency in English, with superior oral and written communication skills.
• Consultative selling skills, with ability to understand customer needs and develop a winning solution. Demonstrated success influencing senior level stakeholders in utility, IPP, or large commercial energy environments.
• High attention to detail, with demonstrated ability to drive complex opportunities to profitable closure. Ability to multitask, with well-organized ability to manage teams committed to high standards.
• Understanding of utility industry, independent power producers (IPPs) and North American electricity and energy storage markets. Comprehensive understanding of the energy/power sector, including energy storage financing, construction, operations, maintenance, and economic drivers. Solid understanding of relevant local legislation, regulatory landscape, and the requirements of doing business in the North American energy storage industry.
• Strong technical aptitude, critical thinking, and analytical skills.
• Profici