Sales Director - SST Utility Scale Solutions
Description
Enphase is expanding into utility scale energy infrastructure with Solid State Transformer (SST) solutions designed for applications including data centers, utilities, renewable energy projects, and grid modernization.
As the Sales Director, Utility Scale Solutions, you will lead the commercialization and growth of Enphase's utility scale SST business in North America. You will be responsible for developing and executing the overall sales strategy, building and leading a high-performing utility sales team, and establishing Enphase as a trusted partner to utilities, developers, EPCs, IPPs, data center operators, and infrastructure investors. This is a player-coach leadership role. In addition to recruiting, coaching, and leading a team, you will personally own and drive strategic customer relationships, key market opportunities, and complex commercial engagements that are critical to scaling the business.
- Develop and execute the commercial strategy for Enphase's SST utility scale business across North America.
- Recruit, lead, coach, and develop a high-performing team of SST utility scale sales and business development professionals.
- Establish SST utility scale annual revenue, bookings, margin, and market-share objectives and ensure successful execution against targets.
- Personally originate, develop, and close strategic SST utility scale opportunities with key customers and market influencers.
- Maintain executive-level relationships with utilities, developers, IPPs, EPCs, data center operators, renewable asset owners, and other strategic accounts.
- Support and guide the team through all phases of the sales cycle, from opportunity qualification through proposal, negotiation, contracting, and award.
- Lead negotiations for 9 figure equipment supply agreements, framework agreements, service contracts, warranties, and other commercial arrangements.
- Own the overall SST utility scale opportunity pipeline while directly contributing a meaningful portion of annual bookings and revenue.
- Partner with engineering and field applications teams to translate customer requirements and market needs into product strategy and roadmap priorities.
- Coordinate company-wide responses to RFIs, RFQs, and RFPs.
- Monitor market trends, regulatory developments, technology evolution, and competitive activity to drive business strategy and market positioning.
- Build relationships with independent engineers, lenders and other parties that influence product qualification and project bankability.
- Represent Enphase at executive customer meetings, industry conferences, trade associations, and market events.
- 15+ years of sales, business development, or commercial leadership experience in utility scale solar, energy storage, power conversion, electrical equipment, or energy infrastructure.
- 5+ years of experience leading and developing utility sales teams.
- Proven track record of personally originating and closing complex 9 figure utility-scale transactions.
- Bachelor's degree in Engineering, Business, Finance, or a related field. MBA or advanced technical degree preferred.
- Demonstrated success leading teams while maintaining direct ownership of strategic accounts and key customer relationships.
- Strong existing relationships with U.S. utilities, developers, IPPs, EPC contractors, renewable asset owners, and data center operators.
- Deep understanding of utility scale development, procurement, financing, construction, commissioning, and operations.
- Experience introducing new technologies or energy infrastructure solutions into the market.
- Strong forecasting discipline and experience managing individual and team sales performance.
- Excellent executive presence, communication, negotiation, and stakeholder management skills.
The OTE range (basic salary and sales compensation) for this position is $235,000 to $405,000 and may vary based on experience, skills, and location. This position is also eligible for equity, and benefits, with final compensation determined in accordance with applicable laws and internal equity.