Strategic Account Executive (Seattle, WA)

Description

• Serve as the point of contact for channel partner-related questions from Bloom Energy’s teams.
• 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.
• Build and maintain relationships across partner ecosystem, ensuring mutual understanding of how Bloom’s and partners’ capabilities can create an integrated solution for customers.
• 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.
• Maintain a robust pipeline by identifying and prioritizing opportunities aligned with Bloom Energy’s offerings.
• Lead contract negotiations with a focus on establishing partnerships that drive long-term value for both Bloom Energy and the client.
• Identify potential partners for engaging key accounts and manage outreach and onboarding for new partners.
• 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.
• Develop relationships and network with leadership (C-suite and N-1/2) in datacenter teams of the hyperscalers
• Work to achieve or exceed sales targets by understanding client budgets, navigating procurement processes, and building consensus among stakeholders.
• Collaborate closely with Bloom’s engineering, finance, and technical teams to develop detailed proposals, including ROI calculations, deployment timelines, and implementation frameworks.
• Stay informed on energy trends, regulatory changes, and technological advancements within the data center industry to address evolving client needs and industry shifts.
• Develop and execute strategies to target and engage data center operators and technology companies needing resilient and sustainable energy solutions.
• 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.
• Lead consultative sales conversations to understand the client’s energy requirements, including uptime, energy resilience, emissions reduction, priority markets, and sustainability goals.
• 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.

Requirements

• Other: Frequent travel will be required
• 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.
• Communication & Influence: Ability to communicate technical concepts effectively to non-technical stakeholders and to influence purchasing decisions across various roles and departments.
• 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.
• 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.
• 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.
• Sales Skills: Proven track record of meeting or exceeding sales targets, with expertise in consultative selling, negotiation, and value-based solution selling.
• Demonstrate Bloom Energy’s value in reducing dependency on traditional power grids, improving energy efficiency, and enabling zero-emission operations.
• Analytical & Financial Acumen: Ability to develop business cases, calculate ROI, and conduct cost-benefit analyses to demonstrate value for potential clients.
• Education: Bachelor’s degree in Engineering, Business, Energy Management, or related field; MBA or advanced technical degrees are a plus.

Benefits

Training + Development

Interview process

Visa Sponsorship

Security clearance