Senior Sales Manager - ANZ

Fluence

1010

Melbourne, Australia, Australia

Posted on: 2022-04-20

Category: energy

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Expired

Employment type:

Full time

Experience required:

Senior

Salary

Salary not provided

About the company:

Fluence is the leading global energy storage technology and services company, created and backed by Siemens and AES, two industry powerhouses and pioneers in energy storage. Fluence unites the scale, experience, breadth, and financial backing of the two most experienced icons in energy storage.

Our mission is to create a more sustainable future by transforming the way we power our world. Energy storage is critical to this transformation, yet today the market is fragmented and customers face the challenge of finding a trusted technology partner amidst conflicting technical claims, inexperienced vendors and installers, and new market entrants with limited power sector knowledge.

Fluence brings the proven technology solutions and services that overcome the commercial and regulatory barriers that stand in the way of modernizing our energy networks. We are the partner that can deliver at a global scale with the most experienced and knowledgeable team in the world.

Fluence (Nasdaq: FLNC) is a global market leader in energy storage products and services and digital applications for renewables and storage. With a presence in 30 global markets, Fluence provides an ecosystem of offerings to drive the clean energy transition, including modular, scalable storage products, comprehensive service offerings, and the Fluence IQ platform, which delivers AI-enabled digital applications for managing and optimizing storage and renewables. The company is transforming the way we power our world by helping customers create more resilient and sustainable electric grids. For more information, please visit fluenceenergy.com.

OUR CULTURE AND VALUES

We are guided by our passion to transform the way we power our world. Achieving our goals requires creativity, diversity of ideas and backgrounds, and building trust to effect change and move with speed.

We are Leading

Fluence currently has thousands of MW of energy storage projects operated or awarded worldwide in addition to the thousands of MW of projects managed by our trading platform—and we are growing every day.

We are Responsible

Fluence is defined by its unwavering commitment to safety, quality, and integrity.

We are Agile

We achieve our goals and meet our customer’s needs by cultivating curiosity, adaptability, and self-reflection in our teams.

We are Fun

We value the diversity in thought and experience of our coworkers and customers. Through honest, forthcoming, and respectful communications we work to ensure that Fluence is an inclusive and welcoming environment for all.

We are looking for an experienced, highly motivated sales to join us to complete our team driving our growing success and ambitions leading the energy transition with our battery energy storage solutions for the ANZ markets.

In this role you will join a dedicated local and regional team, which thrives to build sustainable growth with and for our customers in an ever evolving market. We expect you to have a relentless problem solving attitude, be able to work collaboratively, have an ability to lead change and have a high motivation to meet ambitious targets.

Fluence IS AN EQUAL OPPORTUNITY EMPLOYER and fully subscribes to the principles of Equal Employment Opportunity to ensure that all applicants and employees are considered for hire, promotion, and job status without regard to race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, marital or familial status.

Primary Objective: Sales

Lead deal teams to close deals and complex sales with customers.

Build strong commercial relationships with external stakeholders, implement strategic account approach to develop partnerships, be the voice of the customer in the organization.

Grow with the team a sustainable pipeline of opportunities for the medium and long-term.

Lead and monitor offer preparation and negotiations with the deal team, focusing on both commercial and technical aspects of customer contracts with sales engineering / proposal manager and the assigned commercial project manager:

Aligning the Fluence team to achieve the volumes and margins objectives

Work with Commercial Project Management, Sales Engineering, and Procurement to formalize and finalize solutions for customers and get relevant customer and Fluence approvals for sale

Develop full understanding of Fluence energy storage technology platforms and their capabilities to provide customers with technical support and differentiated offering

Capture customer commercial, technical and application requirements, as well as problem(s) to be solved, to help define the customer’ solution.

Identify BoP contractors or external partners if needed, and support communicating scope and evaluate proposals.

As necessary, support growing a strong and sustainable team across functions through either reinforcing the sales team or coaching other functions being one of the voices of the customer in the organization.

Business Development / Growth

Understanding of the Fluence energy storage current and future technology platforms to sell based on value proposition / differentiation.

Provide customers with technical support as well as feedback of customer needs to Technology / Product Management and Growth teams - Constant communication of ANZ market needs, activities, learnings and targets. Be the voice of the customer.

Develop network and market knowledge of relevant electricity grids / markets in coordination with the Market Application regional team and participate to external activities to shape markets and position Fluence’s value proposition.

Embrace and support Fluence’s regional growth strategy, focus on defined customer(s) and customer segments and execute according to that strategy.

Identify new market segments, applications, business models, sales channel, contracting models, and delivery models/partner strategies for review, prioritization, and implementation based on approved go to market strategy for region.

Ideal Candidate

At least 10 years in a senior sales role in ANZ.

Existing strong customer relationships, and experience in leading at all stages from sales cycle, from offering, negotiating until closing.

Ability to solve complex problems and experienced in managing large complex contract negotiations with multiple stakeholders and dimensions.

Independent, strong decision making and analytical skills.

Knowledge of Battery Energy Storage in ANZ preferred, or alternatively related to the power sector (Utility scale renewables or conventional) with full understanding of investment / decision making processes including grid connection.

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