Strategic Account Executive

Description

As a Sales Leader at Bloom Energy, you will focus on driving the adoption of Bloom’s innovative fuel cell and energy solutions within the data center sector. You’ll be responsible for building relationships with executives and senior decision-makers in data center operations, sustainability, and finance, guiding them to understand the unique value Bloom Energy provides in terms of reliable, sustainable, and cost-effective power. This high-impact, high-visibility role will involve identifying new business opportunities, customizing solutions to meet client needs, and delivering a strategic approach to address data center energy demand challenges.

• Collaborate closely with Bloom’s engineering, finance, and technical teams to develop detailed proposals, including ROI calculations, deployment timelines, and implementation frameworks.
• Work to achieve or exceed sales targets by understanding client budgets, navigating procurement processes, and building consensus among stakeholders.
• Lead consultative sales conversations to understand the client’s energy requirements, including uptime, energy resilience, emissions reduction, priority markets, and sustainability goals.
• Develop and execute strategies to target and engage data center operators and technology companies needing resilient and sustainable energy solutions.
• Build and maintain relationships across partner ecosystem, ensuring mutual understanding of how Bloom’s and partners’ capabilities can create an integrated solution for customers.
• Tailor Bloom’s advanced energy solutions—such as Bloom’s solid oxide fuel cells and on-site microgrid solutions—to the unique needs of data center facilities.
• Leverage existing industry networks and create new relationships across stakeholder groups to drive lead generation and expand Bloom Energy’s presence in the data center industry.
• Represent Bloom Energy at industry conferences, events, and webinars to elevate the company’s profile and share insights on energy resilience and sustainability for data centers.
• Lead contract negotiations with a focus on establishing partnerships that drive long-term value for both Bloom Energy and the client.
• Ensure all proposals align with client goals and Bloom’s value proposition, showcasing financial benefits, operational improvements, and alignment with environmental policies.
• Collaborate with legal and finance teams to ensure all contract terms align with Bloom’s strategic and financial guidelines.
• Serve as the point of contact for channel partner-related questions from Bloom Energy’s teams.
• Maintain a robust pipeline by identifying and prioritizing opportunities aligned with Bloom Energy’s offerings.
• Identify and partner with appropriate experts to share insights on fuel cell technology and its impact on power resilience, cost savings, and environmental footprint to client stakeholders.
• Provide regular feedback to Bloom Energy’s product and marketing teams to refine solution offerings and address emerging market demands.
• Identify potential partners for engaging key accounts and manage outreach and onboarding for new partners.
• Develop relationships and network with leadership (C-suite and N-1/2) in datacenter teams of the hyperscalers
• Stay informed on energy trends, regulatory changes, and technological advancements within the data center industry to address evolving client needs and industry shifts.

Requirements

This role will work from our San Jose, CA office and require office presence.

• Stakeholder Orientation: Ability to tailor communications and negotiations based on deep understanding of the customer’s business model and potential impact of Bloom Energy’s solutions.
• Demonstrate Bloom Energy’s value in reducing dependency on traditional power grids, improving energy efficiency, and enabling zero-emission operations.
• Client-Focused Solutioning: Ability to understand the complex energy needs of data centers and translate these into tailored energy solutions with clear operational and financial benefits.
• Communication & Influence: Ability to communicate technical concepts effectively to non-technical stakeholders and to influence purchasing decisions across various roles and departments.
• Experience: 10+ years in B2B sales, preferably in energy solutions, with a focus on data centers or critical infrastructure sectors. Experience with hyperscalers is a plus.
• Education: Bachelor’s degree in Engineering, Business, Energy Management, or related field; MBA or advanced technical degrees are a plus.
• Other: Frequent travel will be required
• Analytical & Financial Acumen: Ability to develop business cases, calculate ROI, and conduct cost-benefit analyses to demonstrate value for potential clients.
• Strategic Coordination: Ability to proactively bring in and collaborate with executives, cross-functional teammates, and additional experts as needed to target key accounts.
• Technical Expertise: Strong knowledge of alternative energy solutions, especially fuel cell technology, microgrids, and renewable integration for large-scale facilities.
• Sales Skills: Proven track record of meeting or exceeding sales targets, with expertise in consultative selling, negotiation, and value-based solution selling.

Benefits

$164,000.00 - $246,000.00

Bloom Energy is committed to fair and equitable compensation practices. The total compensation for this position includes standard company benefits and is based on various factors including, but not limited to, relevant skills and experience.

Training + Development

Interview process

Visa Sponsorship

Security clearance