Senior Director, C&I Energy Storage Business

At Canadian Solar, our vision is to make lives better by bringing electricity powered by the sun to millions of people worldwide. As a leading manufacturer of solar panels, inverters, and energy storage solutions, we’ve been an industry front-runner since our founding in 2001. Our commitment to sustainability is reflected in all parts of our organization as we navigate the complexities of a booming industry.

Throughout Canadian Solar’s subsidiaries, e-Storage, Recurrent Energy, MSS and CSI Solar Co., we invest in our employees’ growth. Our training programs and promotional opportunities ensure we all can continue to learn. We understand the importance of work-life balance and provide various flexible work options to support our employees’ well-being. Join our team to “Make the Difference” by creating a lasting positive impact on the world and the communities where we operate.

Location:

This is a remote position which requires regular travel across North America approximately 40% of the year to meet with customers. When possible, we love to see our remote employees 10 days per quarter in our Walnut Creek, CA office. When not traveling, this position has flexibility to work from home.

Job Summary / Objective:

This role will lead all sales activities for CSI’s new and exciting C&I energy storage business and will be responsible for establishing a full turn-key solution business across North America. The target market includes small to mid-sized commercial, industrial, community solar + storage, and other customers that can benefit from a more convenient and compact footprint solution to reduce demand charges, manage energy consumption, and provide back-up power to critical loads among other services. In this newly created position, you’ll have a unique opportunity to lead our initial Go-To-Market strategy and business plan, implement a comprehensive internal and external program that establishes a sustainable customer base, drive revenue growth, and solidifies Canadian Solar as the leading energy storage manufacturer.

This is a high-impact role with high visibility inside the company. The incumbent will work closely with the executive leadership of Canadian Solar and will report to the General Manager of North America. We’re searching for a leader who can direct, motivate, and develop a capable group of individuals and be a strategic sales and business developer. To be successful in this role, you will use your advanced knowledge and skillset in the solar, storage, and the renewables industry to pursue and close profitable growth opportunities and customer agreements within the targeted segment.

Key responsibilities:

• Provide sales leadership for the Energy Storage Business in the commercial, industrial segment in accordance with organizational policies and goals. Manage, oversee, and drive all aspects of the business planning, team hiring and development, business operations, and key account management.
• Drive sales and strategic targeting of key markets and customers leveraging existing connections in the industry. Work externally with customers, and internally with key stakeholders to achieve business growth objectives.
• Lead negotiations as well as fulfill regulatory requirements for contract administration process.
• Provide accurate sales forecasts and reporting of sales and drive conversion of leads and forecast opportunities to revenue.
• Manage existing and foster new customer relationships with a focus on key opportunities within the targeted markets.
• Partner with the contract negotiation team (technical, commercial, legal etc.) and take the lead on contract negotiations.
• Contribute to development of the marketing strategy and communication to build brand and solution awareness.
• Execute business plans with emphasis on developing and maintaining strong business relationships at senior customer levels.
• Develop appropriate presentations for customer proposals to win business and meet company goals.
• Work with field marketing and sales team in managing product launch process.
• Develop and maintain a deep knowledge of the market, the industry, and key players who drive / influence investment decisions. Analyze and collect market data and customer requirements for existing and future products and solutions. Identify potential opportunities as well as potential impact on sales operations.
• Liaise with the executive management team and peers to ensure that business targets are being defined and met.
• Travel to visit customers on a regular basis and participate in local and global trade shows, conferences, field marketing events, etc.

Professional Qualifications:

• Minimum of 10 years’ experience in a project development, sales, business development, and key accounts leadership role
• Bachelor’s degree in engineering or related technical field preferred
• Solid experience in selling to and/or dealing with the targeted market
• Demonstrated ability in successfully managing complex contractual negotiations involving multiple stakeholders as well as the ability to identify key decision makers.
• Understanding of financial reports and return of investment calculations.
• High proficiency of MS Office applications and other CRM systems (i.e., Salesforce) would be a plus.
• Proven experience achieving key sales goals or project development targets
• Excellent sales-related skills, including knowledge of the sales process, ability to develop and execute effective sales strategies, present comprehensive sales proposals to customers, negotiate complex contracts and close large dollar projects/deals.
• Ability to travel as required (up to 50%). Percentages will vary.
• Global perspective and awareness, and direct experience working across diverse cultures in a multinational company would be beneficial.

Compensation & Benefits

Canadian Solar offers a competitive salary plus fully comprehensive benefits and performance bonus package based on an annual objective achievement. Our generous benefits package includes a 401(k) Retirement Plan, medical/dental/life/disability program, PTO and sick days.

The pay range for this position is $220,000 – $250,000 This range represents annual base salary only, without regard to location, and does not include quarterly bonus or other incentives or benefits that may apply. The pay range for this role is subject to change.

Canadian Solar Inc. is an Equal Opportunity Employer (EOE). Qualified applicants are considered for employment without regard to age, race, color, religion, sex, national origin, sexual orientation, disability, or veteran status.