Job Summary :
- The Strategic Accounts Manager will own the end-to-end go-to-market (GTM) motion for high-value customer segments in the Second Life Battery (SLB) business. This is a senior individual-contributor-plus-influence role that sits at the intersection of energy storage, clean-tech policy, and complex enterprise sales.
- The incumbent will be the primary relationship owner for Multinational Corporations (MNCs), large-scale open-access renewable energy developers, and government/public-sector bodies-segments that collectively represent the highest lifetime value for the SLB portfolio.
- Second life batteries-retired EV battery packs repurposed for stationary energy storage-represent one of the fastest- growing segments of the circular economy. This role demands a rare blend of techno-commercial acumen, policy savvy, and the ability to navigate long, multi-stakeholder enterprise sales cycles with gravitas and persistence.
Key Responsibilities :
1. Strategic Account GTM & Revenue Ownership :
- Own and deliver annual revenue, order booking, and gross-margin targets for the strategic accounts segment (MNCs, open-access, government).
- Develop and execute account-specific GTM plans aligned with the company's SLB product roadmap, pricing strategy, and capacity pipeline.
- Lead multi-quarter deal pursuits from first contact through commercial close, managing complex RFP/tender processes end-to-end.
- Identify, size, and prioritize greenfield opportunities within designated verticals-C&I (commercial & industrial), renewable IPPs, PSUs, and ULBs.
2. MNC & Corporate Client Engagement :
- Build executive-level relationships with sustainability heads, energy procurement leaders, CFOs, and facility managers at MNC accounts.
- Position SLB as a cost-effective, ESG-aligned alternative to new-build BESS for on-site storage, peak-shaving, and backup applications.
- Structure and negotiate customised Supply, Lease, or Battery-as-a-Service (BaaS) agreements with tailored SLAs, warranty terms, and performance guarantees.
- Collaborate with legal and finance teams to design bankable commercial structures (PPAs, energy supply agreements, capex/opex hybrids).
3. Open Access & Renewable Energy Projects :
- Engage IPPs, renewable energy developers, and project finance teams pursuing large-scale solar/wind+storage projects under open-access frameworks.
- Work with project development and engineering teams to design SLB-based BESS solutions that meet grid interconnection, DoD cycling, and round-trip efficiency requirements.
- Support financial modelling for energy arbitrage, demand-charge reduction, and ancillary revenue stacking use cases.
- Track SERC/CERC regulatory developments, ISTS charges, RPO obligations, and state-level incentives relevant to open-access storage.
4. Government & Public Sector Business Development :
- Map and pursue Central Government bodies (MoP, MNRE, NTPC, SECI, BEE), State DISCOMs, ULBs, defence establishments, and PSU accounts.
- Lead responses to government tenders, GeM registrations, QCBS proposals, and Expression-of-Interest (EoI) processes.
- Build relationships with key decision-makers and influencers-IAS officers, technical directors, CMD/MD offices-and maintain a high-touch engagement cadence.
- Monitor and act on policy signals: PM-KUSUM, FAME, National Mission on Transformative Mobility, State EV/storage policies, and PLI schemes.
5. Solution Structuring & Pre-Sales :
- Translate customer energy requirements (load profiles, tariff structures, backup duration) into technically viable and commercially attractive SLB proposals.
- Work closely with product, engineering, and SoH-analytics teams to ensure solution configurations meet state- of-health (SoH), cycle-life, and warranty commitments.
- Co-develop customer business cases quantifying TCO savings, payback periods, IRR, and ESG impact versus alternatives (new Li-ion, DG sets, grid tariff).
- Conduct competitor benchmarking (new BESS OEMs, lead-acid alternatives, other SLB players) and sharpen differentiation messaging.
6. Partnerships & Ecosystem Development :
- Identify and onboard channel partners, EPC contractors, system integrators, and energy consultants that extend reach into target verticals.
- Engage with sustainability consultants, ESG advisory firms, and carbon-credit platforms to amplify the circular- economy narrative of SLB.
- Coordinate with OEM partners (automotive OEMs supplying end-of-first-life packs) on pack specifications, SOH data, and supply commitments relevant to client deliveries.
7. CRM, Forecasting & Market Intelligence :
- Maintain accurate pipeline hygiene in CRM (Salesforce/HubSpot); provide weekly funnel updates, monthly rolling forecasts, and quarterly business reviews.
- Conduct structured win/loss analysis and feed insights into product, pricing, and GTM strategy.
- Track market sizing, competitor moves, tariff changes, and technology trends; publish periodic market intelligence briefs for internal stakeholders.
Qualifications & Experience :
- 6-9 years of B2B sales experience, with at least 4 years in energy, cleantech, or infrastructure sectors.
- Proven track record of closing high-value, complex deals (>- 5 Cr ticket size) with MNCs, large industrials, or government bodies.
- Deep understanding of India's power sector: tariff structures, open-access regulations, DISCOM operations, RPO/REC mechanisms.
- Hands-on experience responding to government tenders, DPR processes, or GeM procurement.
- Strong financial acumen: ability to read and build project financial models (NPV, IRR, payback, LCOE/LCOS).
- - Excellent executive presence and communication skills-comfortable presenting at C-suite, government ministry, and board levels.
