Strategic Sales Manager - Large ScaleWORK AUTHORIZATIONApplicants must be authorized to work in the United States on a full-time basis. SMA America does not offer employment visa sponsorship of any kind, including H-1B, OPT, CPT, or TN visas. Candidates who currently require or will in the future require visa sponsorship are not eligible for this role. Candidates operating under a temporary work permit or any visa-tied employment authorization are also not eligible. This position is open to candidates located within the continental United States only.
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PURPOSE OF THE POSITIONThe Strategic Sales Manager - Large Scale is responsible for identifying, developing, and driving profitable business growth opportunities for SMA America's utility-scale solar and battery energy storage solutions across an assigned North American territory. This position works within a matrix organization with SMA's headquarters in Germany and North America, and contributes to the success of the global Large Scale sales team.
PRIMARY DUTIES / RESPONSIBILITIES- Develops and manages key accounts within the assigned territory, with a focus on utility-scale PV and BESS opportunities.
- Builds and maintains senior-level relationships with IPPs, EPCs, developers, utilities, and other key decision-makers across the energy sector.
- Develops effective long-term strategic plans to capture market share and maximize sales revenue within the assigned territory.
- Executes a complex solutions selling approach at the executive level to drive technology alignment and forward roadmap development.
- Develops comprehensive short and long-term sales strategies to maximize business capture across the customer base.
- Develops business cases and strategic plans to feed market input, industry data, and customer requirements into internal business unit product and solutions development cycles.
- Actively owns, drives, and manages monthly pipeline business forecast and addresses any issues for successful and timely resolution.
- Implements and improves sales cycle, systems, and processes as required to drive improved effectiveness and profitability.
- Collaborates with internal colleagues across sales, product management, engineering, and service teams to ensure alignment on technical requirements and customer needs.
- Maintains accurate records of customer activity and pipeline in CRM systems with thorough organizational discipline and direct management reporting.
- Attends relevant trade shows, conferences, seminars, and industry events as required.
- Travels to Rocklin-based offices, tradeshows, and customer meetings as needed.
- Travels to SMA headquarters in Kassel, Germany for alignment within the business unit as needed.
- Other duties as may be required or assigned.
REQUIRED QUALIFICATIONS- Bachelor's degree in a commercial or technical field is required. A master's degree or post-graduate certification in renewable energy or a related discipline is preferred.
- 5-10 years of successful, demonstrable sales or business development experience in advanced technology industries, with strong engineering understanding.
- Experience in electrical systems, solar/PV design, or related fields is required.
- Proven track record of managing large, complex customers in cross-functional matrix environments with lengthy design, qualification, and project sales cycles across multiple decision-makers.
- Understanding of and prior engagement with utilities, IPPs, end users, and the broader U.S. energy sector.
- Understanding of utility grid operations, power plants, energy transmission and delivery, and associated services.
- Requires an influential network of senior-level industry contacts, understanding of market trends and industry drivers, and familiarity with full system technology roadmaps.
OTHER SPECIALIZED SKILLS- Solid knowledge of strategic and solutions selling; large account management experience required.
- Strong organizational, interpersonal, communication, and time management skills.
- Excellent presentation and negotiation skills.
- Highly driven, motivated, and energetic self-starter mentality with full dedication and commitment to attacking the market.
- Proficiency in English, both written and verbal, is required. Proficiency in Spanish is a plus.
- Proficiency with Microsoft Office Suite and standard industry management programs (Salesforce, SharePoint) required.
- Detail-oriented with a high degree of accuracy.
- Strong analytical and problem-solving skills.
- Ability to work effectively and independently in a remote team structure; requires strong initiative, discipline, and self-management.
- Valid driver's license and clean driving record required.
- Up to 50% domestic travel.
WE OFFER- Base salary range of $130,000 to $150,000 annually, dependent on experience, plus $40,000 variable compensation (TTC $170,000 - $190,000).
- Comprehensive benefits including health, dental, and vision coverage, including $0 premium options.
- Remote-first work schedule within assigned territory. Relocation assistance available; budget to be confirmed.
- 401(k) plan with company match.
- Opportunities for professional development, training, and industry engagement.
- Inclusive, collaborative, and innovative work environment with global cross-functional exposure.
