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About the Role
Plug Power is seeking a Director/Sr Director, Executive Accounts to own the commercial relationship with one of its largest and most strategic customers. This high-visibility role involves serving as the senior sales leader and primary point of contact for the customer’s executive and functional stakeholders, ensuring the health of a multi-year relationship and driving business growth. The position requires collaboration across multiple internal departments to deliver solutions and expand Plug’s footprint within the customer’s operations, demanding expertise as a commercial strategist, program manager, and trusted advisor.
Responsibilities
- Develop and execute a multi-year strategic account plan to grow revenue and deepen share of wallet.
- Build and sustain trusted relationships with senior executives and functional leaders across the customer's organization.
- Lead the full sales cycle, including opportunity identification, RFP responses, pricing strategy, and contract negotiation.
- Sell Plug’s integrated ecosystem of fuel cell systems, hydrogen fueling infrastructure, hydrogen supply, and services.
- Own overall account health, manage escalations, and ensure customer satisfaction.
- Lead Customer Quarterly Business Reviews (QBRs).
- Present realistic sales and revenue forecasts, pipeline reviews, and account performance to executive leadership.
- Partner with internal teams to translate customer needs into product specifications and deployment plans.
- Coordinate large, multi-site programs, ensuring internal stakeholders meet schedule, cost, and quality commitments.
- Prepare and deliver executive-level presentations on complex technical and financial topics.
- Represent Plug Power with the highest standards of professionalism and integrity.
- Perform other duties as assigned.
Requirements
- Bachelor’s degree in engineering, business, or a related field.
- 7+ years of experience in sales, account management, product management, engineering, or a related field, preferably with an energy, renewables, industrial, or capital equipment company.
- Experience with fuel cells, hydrogen, batteries, or other energy storage and power technologies.
- Demonstrated success managing complex, high-value customer relationships and negotiating large commercial agreements.
- Ability to travel up to 50%.
Skills
- Strategic and commercial acumen
- Ability to articulate value to diverse audiences
- Drive results against aggressive targets
- Ability to learn complex technology quickly
- Engage credibly with engineers and executives
- Exceptional written and verbal communication skills
- Ability to distill complex information into key themes
- Influence and leadership skills
- Ability to lead cross-functional teams without direct authority
- Build alignment
- Hold others accountable
- Integrity and candor
- Execution and follow-through
- Results-driven work style
- Proficiency with Salesforce CRM
Location
- Remote
Work Type
- Exempt (Salaried)
- Full-time
Experience Level
- Director
- Sr Director
- 7+ years of experience
- 12+ years of experience (Preferred)
Education Level
- Bachelor's degree in engineering, business, or a related field
- Master's degree in engineering or business (MBA a plus) (Preferred)
Salary/Compensations
- $137,500.00 - $220,000.00
Benefits
- Health, Dental & Vision Insurance eligibility starting from the first day of hire
- 401(k) with 5% company match
- Bonus eligibility
- Paid time off including vacation, personal and sick time
- Paid Holidays
- Wellness Reimbursement Program
- Potential to apply for Tuition Reimbursement
- Fertility and Family Building Benefit
- Employee Referral program
- Employee Assistance Program
About the Company
- Plug Power Inc. is committed to creating a diverse environment.
Equal Opportunity
- All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.