Key Account Manager - Power Generation for Utilities

Partnering with the best, Baker Hughes is a global energy technology company serving customers in more than 120 countries. We design, manufacture, and deliver industry-leading solutions that support energy extraction, production, and processing. Our commitment to innovation and operational excellence drives safer, cleaner, and more efficient energy solutions worldwide.

About the role

The Key Account Manager (KAM) for Utilities is responsible for developing and managing strategic relationships with electric utilities, independent power producers (IPPs), transmission operators, and public-sector power entities. The role is accountable for driving growth across the company's power generation portfolio, including gas turbines, power plant solutions, upgrades, digital services, maintenance agreements, and energy transition technologies. The successful candidate will serve as a trusted advisor to utility customers, understanding their generation planning, grid reliability, decarbonization objectives, and capital investment programs. The KAM will lead complex commercial pursuits, coordinate cross-functional resources, and develop long-term strategies to maximize customer value and business growth.

Responsibilities

• Developing and executing comprehensive account plans for utility customers and strategic power generation accounts.
• Establishing trusted relationships with executive, operational, engineering, procurement, and commercial decision-makers.
• Identifying customer needs, investment plans, fleet strategies, and future generation requirements.
• Driving customer retention, account growth, and long-term partnership development.
• Developing a pipeline of opportunities across new power generation projects, plant expansions, modernization programs, and service agreements.
• Identifying opportunities for gas turbines, combined-cycle plants, peaking power solutions, upgrades, emissions reduction technologies, and digital solutions.
• Engaging with utility planners and stakeholders early in project development cycles to influence specifications and technology selection.
• Supporting growth initiatives related to grid reliability, energy security, and generation adequacy requirements.
• Leading complex sales pursuits from opportunity identification through contract award and project handover.
• Coordinating proposal development, cost estimation, commercial approvals, and contract negotiations.
• Developing winning strategies for competitive tenders and negotiated opportunities.
• Achieving annual orders, revenue, profitability, and market growth objectives.
• Collaborating with engineering, product management, project execution, service, legal, finance, and commercial operations teams.
• Coordinating resources to develop technically and commercially optimized customer solutions.
• Supporting project execution teams during customer transitions and key project milestones.
• Monitoring utility investment plans, capacity expansion programs, regulatory developments, and competitive activity.
• Analyzing generation trends, fuel markets, grid reliability requirements, and emerging technologies.
• Providing strategic market insights to support regional and global growth initiatives.

Requirements

• Bachelor’s degree in engineering, Energy Systems, Business, Economics, or a related discipline. MBA or advanced business qualification preferred.
• 7+ years of experience in sales, account management, business development, or commercial leadership within the power generation, utility, or energy sectors.
• Proven experience managing strategic utility or power generation accounts.
• Demonstrated success in securing large-scale capital equipment or service contracts.
• Experience working with major investor-owned utilities, public utilities, national power companies, or independent power producers, power developers, transmission operators, or generation asset owners.
• Strong understanding of utility-scale power generation technologies, including gas turbines, combined cycle power plants, simple cycle plants, renewable integration, and energy storage.
• Knowledge of power system operations, grid reliability, capacity planning, and generation dispatch.
• Familiarity with utility procurement processes, energy markets, and regulatory environments.
• Ability to communicate technical and commercial concepts to diverse stakeholder groups.
• Strong strategic selling and relationship management capabilities.
• Experience leading complex negotiations and long-term commercial agreements.
• Financial acumen including project economics, ROI, LCOE, and total cost of ownership analysis.
• Excellent communication, presentation, and stakeholder management skills.

Skills

• Strategic Account Management
• Utility Industry Expertise
• Business Development
• Commercial Negotiation
• Executive Relationship Management
• Energy Market Knowledge
• Financial Acumen
• Customer Focus
• Cross-Functional Leadership
• Influencing and Communication
• Problem Solving
• Results Orientation

Success Measures

• Achievement of annual orders, revenue, and profitability targets.
• Growth and retention of strategic utility accounts.
• Conversion of qualified opportunities into awarded projects.
• Expansion of service agreement and lifecycle revenue.
• Increased market share within the utility generation sector.
• Strength of executive customer relationships.
• Successful development of opportunities supporting utility reliability, capacity growth, and energy transition objectives.

Benefits

• Contemporary work-life balance policies and wellbeing activities
• Comprehensive private medical care options
• Safety net of life insurance and disability programs
• Tailored financial programs
• Education assistance
• Generous parental leave
• Mental health resources
• Dependent care support
• Additional elected or voluntary benefits
• Eligibility to participate in Company-sponsored benefit programs, including health & welfare programs and the Thrift Plan (401k)
• Eligibility for additional forms of compensation such as bonuses

This position requires valid work authorization in the country of employment. The employer is unable to sponsor work authorization for this role at any time.