Role Mission:
To achieve originated committed capital goals through direct sales development and strategic origination partner relationships. Representing Sunnova Business Markets by directly interfacing with external clients to determine their needs, collaborate internally to develop offer, and create Sunnova proposals that lead to executed contracts.
Role Scope:
Reporting to the Director of Structured Transactions, the Regional Account Executive – Business Markets is responsible for direct sales development and building relationships/onboarding strategic origination partners to increase development presence and capacity in their regional footprint. As the primary Sunnova point of contact for their assigned region, the RAE drives revenue for our business by growing the use of Sunnova products with our origination partners, helping them to strategize around transaction/offering structure, resolve issues to progress sales cycles, and drive project pipeline to contract. This role is accountable for commercial customer engagement, regional sales and vertical strategies, pipeline management, and sales results for business market originated revenue targets.
This position requires collaboration with several internal teams such as Pricing, Engineering, Finance, Legal, O&M, and Construction. Additionally, the role requires some travel (50%) to build and maintain relationships with both customers and origination partners while otherwise working with remote team members.
This role is located in California with a focus on origination partners on the West Coast while development efforts may include projects nationwide.
Role Expected Success Outcomes:
1.Revenue Growth: Generate and develop new business through direct development and origination partnerships to meet specified targets. Achieve or exceed origination and revenue goals to drive a growing Business Markets region.
2.Relationship Growth: Identify and onboard new origination partner relationships in region. Engage and support the new and existing origination partners with priority projects to progress pipeline opportunities through analysis, strategic offerings, proposal development, and co-selling.
3.Customer Satisfaction: Consistent growth in referral and customer testimonials through transparent, responsive communication with the customer throughout sales journey with clean and efficient handoff to construction. Function as liaison between our customers, operations, and engineering staff for smooth customer experience.
4.Market Expertise: Maintain current knowledge in assigned region’s policies and economic drivers to shape personalized, forward-looking strategy (geographic, vertical, etc.). Regularly analyze emerging needs of the region and communicate those to collaborative workgroups.
Minimum Requirements
-3+ years of experience in B2B sales, account management, or related role.
-Demonstrated success in consistently meeting or exceeding revenue targets.
-Fluency in finance/economic concepts used in financial proposals (IRR, ROI, NPV, etc.).
-Proven communication skills with the ability to confidently articulate the savings impact of renewable projects, finance alternatives, and impacts to a business’s bottom line.
-Experience in Pipeline management and reporting to maintain personal accountability.
-Enthusiastic self-starter with appetite to recognize opportunity and develop ideas on how to pursue.
-Strong team player that operates ethically and with integrity, always.
Preferred Qualifications
-Experience with renewable energy sales; PV/ESS/EV/etc.
-Knowledge of utility rate structures.
-Knowledge of federal, state and local incentives
-Experience in preliminary project design and estimation.
-Experience with proposal development tools.
-Experience with Salesforce as CRM.
Role Competencies:
This role will be accountable for delivery of the success indicators above, through demonstration of our company’s core competencies at the STRENGTH level of proficiency.
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$100,000 - $110,000 a year
Plus a Sales Incentive Plan paid out quarterly.
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