Senior Strategic Account Manager - SST Utility Scale Solutions

Job description

Enphase Energy is a global energy technology company and a leading provider of solar, battery, and electric vehicle charging products. Founded in 2006, our innovative microinverter technology revolutionized solar power, making it a safer, more reliable, and scalable energy source. Today, the Enphase Energy System enables users to make, use, save, and sell their own power. Enphase is also one of the most successful and innovative clean energy companies in the world, with more than 80 million products shipped across 160 countries. Join our dynamic teams designing and developing next-gen energy technologies and help drive a sustainable future! About the role Enphase continues to expand into adjacent market segments including offering Solid State Transformer solutions for utility scale solutions that include datacenters. Enphase Energy’s SST Sr Manager will be responsible for developing Enphase’s utility scale revenue which will require a unique blend of business, technical, and leadership skills. This pivotal role will be responsible for guiding the CTO and Product Group on these solutions and will closely collaborate with FAE, Customer Service, Operations, Legal and Finance departments. S/he will establish plans and strategies and execute the go to market for utility scale SST solutions. This is a home office position that is a high impact individual contributor role. What you will do Originate opportunities, build a qualified project pipeline, and own the complete sales cycle — from technical qualification through proposal, negotiation, contracting, and award — converting engagements into long-term revenue. Identify, prioritize, and pursue high-value opportunities with solar developers, IPPs, utilities, EPC contractors, asset owners, and strategic customers. Build relationships with decision-makers across development, engineering, procurement, construction, finance, operations, and executive leadership. Develop strategic account plans for priority customers and maintain a robust, measurable pipeline of near-, medium-, and long-term opportunities. Deliver accurate bookings, revenue, probability, timing, pricing, and margin forecasts. Lead responses to RFIs, RFQs, and RFPs by coordinating technical and commercial inputs across the company. Structure and negotiate equipment-supply agreements, master-supply agreements, project contracts, warranties, service agreements, and related commercial terms. Position solutions based on system performance, reliability, energy yield, safety, serviceability, total cost of ownership, and long-term customer value. Work closely with CTO and Product Group to translate market and customer requirements into product priorities. Partner with Field Applications Engineering to ensure proposed solutions satisfy project design, interconnection, certification, and operational requirements. Track market pricing, competitor strategies, project awards, technology trends, trade conditions, and regulatory developments. Build relationships with consultants, independent engineers, lenders, and other parties that influence product qualification and project bankability. Represent the company at customer meetings, conferences, trade associations, and major industry events. Who you are and what you bring Bachelor's degree in engineering strongly preferred; business, finance, or a related discipline considered with demonstrated deep technical fluency in power conversion equipment. 10+ years of progressively responsible sales or business-development commercial experience in utility-scale solar, energy storage, power conversion, electrical equipment, or energy infrastructure. Demonstrated record of personally originating and closing (not solely team-credited) complex, multimillion-dollar utility-scale transactions. Named, current decision-maker relationships with U.S. solar developers, IPPs, EPC contractors, utilities, or renewable-energy asset owners — able to speak to specific active accounts. Strong understanding of the U.S. utility-scale solar market and the full project lifecycle, including development, interconnection, permitting, financing, qualification, procurement, construction, commissioning, and operations. Experience leading complex RFP responses and negotiating pricing, warranties, contractual terms, delivery commitments, and service obligations. Strong financial and commercial judgment, including familiarity with project economics, energy yield, levelized cost of energy, and total cost of ownership. Excellent executive communication, presentation, negotiation, and influencing skills, including the ability to translate system architecture, power-conversion equipment, and grid requirements into commercial terms. Strong forecasting discipline and proficiency with Salesforce Entrepreneurial, hands-on, accountable, and comfortable building a new business in a rapidly evolving market. Willingness to travel approximately 30-60% within the United States. Preferred Qualifications Experience introducing a new utility-scale technology or supplier into the U.S. market. Understanding of product bankability, independent-engineer reviews, lender requirements, warranty structures, and performance guarantees. Knowledge of grid codes, interconnection requirements, plant controls, SCADA, medium-voltage systems, and utility technical standards. Familiarity with U.S. domestic-content requirements, trade regulations, sourcing considerations, and supply-chain risks. Experience with utility-scale battery energy-storage projects. MBA or advanced technical degree. Success Measures Qualified pipeline created and converted. Annual bookings, revenue, gross margin, and market-share growth. Inclusion in customer approved vendor lists and reference designs. Accuracy of sales forecasts and opportunity timing. Quality of market intelligence and customer input provided to the product organization The OTE range (basic salary and sales compensation) for this position is $195,000 to $340,200 and may vary based on experience, skills, and location. This position is also eligible for bonus, equity, and benefits, with final compensation determined in accordance with applicable laws and internal equity.