Strategic Sales Manager -- Large Scale | NorCal (Sacramento, CA)

Strategic Sales Manager – Large Scale

WORK AUTHORIZATION

Applicants must be authorized to work in the United States on a full-time basis. SMA America does not offer employment visa sponsorship of any kind, including H-1B, OPT, CPT, or TN visas. Candidates who currently require or will in the future require visa sponsorship are not eligible for this role. Candidates operating under a temporary work permit or any visa-tied employment authorization are also not eligible. This position is open to candidates located within the continental United States only.

AI-GENERATED APPLICATION MATERIALS

We review all resumes and application materials for AI-generated content. Submissions that show evidence of AI manipulation -- including AI-written resumes, cover letters, or responses -- will be disqualified from consideration without further review. We want to hear your authentic voice and see your genuine experience.

RECRUITMENT FRAUD NOTICE

All SMA America openings are posted on our official careers page and all recruiter communication comes from an @sma-america.com address. We never request payment, banking information, or a Social Security number during the recruitment process. If you are contacted about an SMA America role from a personal email account, or asked for any of the above, please forward the message to HRGeneralmailbox@sma-america.com.

PURPOSE OF THE POSITION

The Strategic Sales Manager – Large Scale is responsible for identifying, developing, and driving profitable business growth opportunities for SMA America's utility-scale solar and battery energy storage solutions across an assigned North American territory. This position works within a matrix organization with SMA's headquarters in Germany and North America, and contributes to the success of the global Large Scale sales team.

PRIMARY DUTIES / RESPONSIBILITIES

• Develops and manages key accounts within the assigned territory, with a focus on utility-scale PV and BESS opportunities.
• Builds and maintains senior-level relationships with IPPs, EPCs, developers, utilities, and other key decision-makers across the energy sector.
• Develops effective long-term strategic plans to capture market share and maximize sales revenue within the assigned territory.
• Executes a complex solutions selling approach at the executive level to drive technology alignment and forward roadmap development.
• Develops comprehensive short and long-term sales strategies to maximize business capture across the customer base.
• Develops business cases and strategic plans to feed market input, industry data, and customer requirements into internal business unit product and solutions development cycles.
• Actively owns, drives, and manages monthly pipeline business forecast and addresses any issues for successful and timely resolution.
• Implements and improves sales cycle, systems, and processes as required to drive improved effectiveness and profitability.
• Collaborates with internal colleagues across sales, product management, engineering, and service teams to ensure alignment on technical requirements and customer needs.
• Maintains accurate records of customer activity and pipeline in CRM systems with thorough organizational discipline and direct management reporting.
• Attends relevant trade shows, conferences, seminars, and industry events as required.
• Travels to Rocklin-based offices, tradeshows, and customer meetings as needed.
• Travels to SMA headquarters in Kassel, Germany for alignment within the business unit as needed.
• Other duties as may be required or assigned.

REQUIRED QUALIFICATIONS

• Bachelor's degree in a commercial or technical field is required. A master's degree or post-graduate certification in renewable energy or a related discipline is preferred.
• 5-10 years of successful, demonstrable sales or business development experience in advanced technology industries, with strong engineering understanding.
• Experience in electrical systems, solar/PV design, or related fields is required.
• Proven track record of managing large, complex customers in cross-functional matrix environments with lengthy design, qualification, and project sales cycles across multiple decision-makers.
• Understanding of and prior engagement with utilities, IPPs, end users, and the broader U.S. energy sector.
• Understanding of utility grid operations, power plants, energy transmission and delivery, and associated services.
• Requires an influential network of senior-level industry contacts, understanding of market trends and industry drivers, and familiarity with full system technology roadmaps.

OTHER SPECIALIZED SKILLS

• Solid knowledge of strategic and solutions selling; large account management experience required.
• Strong organizational, interpersonal, communication, and time management skills.
• Excellent presentation and negotiation skills.
• Highly driven, motivated, and energetic self-starter mentality with full dedication and commitment to attacking the market.
• Proficiency in English, both written and verbal, is required. Proficiency in Spanish is a plus.
• Proficiency with Microsoft Office Suite and standard industry management programs (Salesforce, SharePoint) required.
• Detail-oriented with a high degree of accuracy.
• Strong analytical and problem-solving skills.
• Ability to work effectively and independently in a remote team structure; requires strong initiative, discipline, and self-management.
• Valid driver's license and clean driving record required.
• Up to 50% domestic travel.

WE OFFER

• Base salary range of $130,000 to $150,000 annually, dependent on experience, plus $40,000 variable compensation (TTC $170,000 – $190,000).
• Comprehensive benefits including health, dental, and vision coverage, including $0 premium options.
• Remote-first work schedule within assigned territory. Relocation assistance available; budget to be confirmed.
• 401(k) plan with company match.
• Opportunities for professional development, training, and industry engagement.
• Inclusive, collaborative, and innovative work environment with global cross-functional exposure.