Sales Director

About the role

The Director – Utility Segment role plays a critical part in expanding FuelCell Energy's market presence within the electric utility, municipal utility, cooperative, and independent power producer (IPP) markets.

Responsibilities

• Develop and execute strategic sales and business development plans to grow FuelCell Energy's presence within the utility and power generation markets.
• Identify, qualify, and pursue new utility-scale opportunities including distributed generation, resiliency projects, microgrids, combined heat and power (CHP), hydrogen-enabled generation, carbon capture, and long-duration clean energy solutions.
• Navigate complex utility procurement processes, including Requests for Information (RFIs), Requests for Proposals (RFPs), and long-term power procurement initiatives.
• Collaborate with internal engineering, project development, product management, legal, finance, and executive leadership to develop winning commercial strategies.
• Develop comprehensive account plans for strategic utility customers and manage opportunities through the entire sales lifecycle.
• Monitor regulatory developments across the TSO’s, integrated resource plans (IRPs), transmission planning activities, capacity market trends, and utility investment priorities to identify new business opportunities.
• Represent FuelCell Energy at utility conferences, industry associations, regulatory meetings, and customer events.
• Prepare and deliver executive presentations, technical workshops, commercial proposals, and business cases that clearly articulate the value of FuelCell Energy solutions.
• Lead commercial negotiations through contract execution while achieving annual bookings, revenue, and strategic growth objectives.
• Provide accurate sales forecasts, opportunity updates, competitive intelligence, and market feedback to senior leadership using CRM tools.
• Work closely with strategic partners, engineering firms, and channel partners to develop and execute joint go-to-market strategies.

Qualifications and Experience

• Minimum of 10 years of successful sales, account management, or business development experience serving electric utilities, power generation companies, or the broader energy industry.
• Demonstrated success selling complex capital equipment, distributed energy resources, power generation systems, utility infrastructure, or energy solutions.
• Strong understanding of utility planning processes, generation portfolios, grid operations, integrated resource planning, and utility regulatory environments.
• Experience developing opportunities involving large, multi-million-dollar infrastructure or energy projects with extended sales cycles.
• Established network of relationships within investor-owned utilities, municipal utilities, electric cooperatives, independent power producers, engineering firms, or utility consultants.
• Knowledge of utility business models, decarbonization initiatives, capacity planning, transmission constraints, resiliency strategies, and distributed energy resources.
• Experience working collaboratively across technical, commercial, regulatory, and executive organizations.
• Exceptional communication, negotiation, presentation, and executive relationship management skills.
• Proven ability to develop, present, and negotiate complex commercial proposals and long-term agreements.
• Strong analytical, financial, and strategic planning capabilities.
• Self-motivated with the ability to work independently in a fast-paced, evolving market.
• Willingness to travel approximately 40–60% as required.

Key Success Metrics

• Achievement of annual bookings and revenue targets.
• Growth of qualified utility sales pipeline.
• Expansion of strategic utility relationships.
• Successful conversion of strategic opportunities into contracted projects.
• Executive customer engagement and account penetration.
• Accurate forecasting and CRM pipeline management.
• Contribution to long-term market strategy and partner development.

Equal Opportunity Employer

FuelCell Energy is an equal-opportunity employer committed to an inclusive and safe work environment for people of all backgrounds. We offer a competitive compensation package as well as comprehensive benefits including medical, dental, vision, company-paid life/disability insurance, 401(k) plan, employee stock purchase plan, and generous paid leave.