[Hiring] Sales Director @FuelCell Energy

Role Description

In this role, the Director – Utility Segment will play a critical role in expanding FuelCell Energy's market presence within the electric utility, municipal utility, cooperative, and independent power producer (IPP) markets. The successful candidate will leverage existing utility relationships, deep knowledge of utility procurement processes, and expertise in distributed generation, grid resilience, and decarbonization to identify new opportunities and develop long-term strategic partnerships.

• Engage with investor-owned utilities (IOUs), municipal utilities, rural electric cooperatives, generation companies, and transmission organizations.
• Position FuelCell Energy's platform as a solution for reliable, low-emission baseload generation, grid support, resiliency, and decarbonization initiatives.
• This is an individual contributor role reporting to the Vice President of Sales.

• 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.
• Build and maintain executive-level relationships with investor-owned utilities, municipal utilities, electric cooperatives, independent power producers, EPC firms, engineering consultants, and utility industry partners.
• 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

• Bachelor's degree in Engineering, Business Administration, Energy Management, or a related discipline preferred.
• MBA or advanced technical degree preferred.
• 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.

Requirements

• Experience selling fuel cells, gas turbines, reciprocating engines, energy storage, renewables, hydrogen technologies, or utility-scale generation assets.
• Familiarity with utility regulatory proceedings, public utility commissions, wholesale electricity markets, and regional transmission organizations (RTOs/ISOs).
• Understanding of federal and state energy incentives, tax credits, emissions regulations, and clean energy policy.
• Experience with utility capital planning and project development processes.

Benefits

• Competitive compensation package.
• Comprehensive benefits including medical, dental, vision, company-paid life/disability insurance.
• 401(k) plan.
• Employee stock purchase plan.
• Generous paid leave.

Company Description

FuelCell Energy is a global leader in decarbonizing power and producing hydrogen through our proprietary fuel cell technology. Our mission is to enable a world powered by clean energy.