Strategic Account Executive (San Jose, CA)

Overview

Drive sales of Bloom Energy’s fuel cell and microgrid solutions to data center operators.

Key Responsibilities

• partner outreach
• proposal development
• solution tailoring
• pipeline management
• contract negotiation
• client engagement

Tasks

-Identify potential partners for engaging key accounts and manage outreach and onboarding for new partners. -Collaborate closely with Bloom’s engineering, finance, and technical teams to develop detailed proposals, including ROI calculations, deployment timelines, and implementation frameworks. -Develop and execute strategies to target and engage data center operators and technology companies needing resilient and sustainable energy solutions. -Provide regular feedback to Bloom Energy’s product and marketing teams to refine solution offerings and address emerging market demands. -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. -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. -Maintain a robust pipeline by identifying and prioritizing opportunities aligned with Bloom Energy’s offerings. -Ensure all proposals align with client goals and Bloom’s value proposition, showcasing financial benefits, operational improvements, and alignment with environmental policies. -Lead consultative sales conversations to understand the client’s energy requirements, including uptime, energy resilience, emissions reduction, priority markets, and sustainability goals. -Collaborate with legal and finance teams to ensure all contract terms align with Bloom’s strategic and financial guidelines. -Lead contract negotiations with a focus on establishing partnerships that drive long-term value for both Bloom Energy and the client. -Develop relationships and network with leadership (C-suite and N-1/2) in datacenter teams of the hyperscalers -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. -Work to achieve or exceed sales targets by understanding client budgets, navigating procurement processes, and building consensus among stakeholders. -Serve as the point of contact for channel partner-related questions from Bloom Energy’s teams. -Stay informed on energy trends, regulatory changes, and technological advancements within the data center industry to address evolving client needs and industry shifts.

Requirements

• engineering degree
• 10+ years
• fuel cells
• financial acumen
• technical communication
• consultative selling

What You Bring

-Demonstrate Bloom Energy’s value in reducing dependency on traditional power grids, improving energy efficiency, and enabling zero-emission operations. -Communication & Influence: Ability to communicate technical concepts effectively to non-technical stakeholders and to influence purchasing decisions across various roles and departments. -Education: Bachelor’s degree in Engineering, Business, Energy Management, or related field; MBA or advanced technical degrees are a plus. -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. -Technical Expertise: Strong knowledge of alternative energy solutions, especially fuel cell technology, microgrids, and renewable integration for large-scale facilities. -Analytical & Financial Acumen: Ability to develop business cases, calculate ROI, and conduct cost-benefit analyses to demonstrate value for potential clients. -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. -Strategic Coordination: Ability to proactively bring in and collaborate with executives, cross-functional teammates, and additional experts as needed to target key accounts. -Sales Skills: Proven track record of meeting or exceeding sales targets, with expertise in consultative selling, negotiation, and value-based solution selling. -Other: Frequent travel will be required -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.

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About Bloom Energy

-Revolutionized power generation with cutting-edge fuel cell technology. -Produces clean and reliable electricity for businesses, governments, and utilities. -Designs technology to reduce emissions and provide energy independence. -Deployed fuel cell systems across healthcare, data centers, and manufacturing. -Technology is scalable and integrates into applications from small businesses to large industrial operations. -Seen as a solution to energy resilience and sustainability challenges. -Mission is to create a cleaner, more secure energy future by disrupting traditional power generation.

Sector Specialisms