Sales Director

The Director, Utility Segment is an individual contributor role responsible for expanding FuelCell Energy’s market presence with electric utilities, municipal utilities, cooperatives, and independent power producers. The position will leverage utility relationships and distributed generation expertise to build long-term strategic partnerships and grow utility-scale business opportunities.

Key Responsibilities

• Develop and execute strategic sales and business development plans to increase FuelCell Energy’s presence across 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 other utility industry partners.
• Navigate complex utility procurement processes such as RFIs, RFPs, and long-term power procurement initiatives.
• Partner cross-functionally with engineering, project development, product management, legal, finance, and executive leadership to form commercial strategies.
• Create comprehensive account plans for strategic utility customers and manage opportunities throughout the full sales lifecycle.
• Track regulatory and planning developments across TSOs, integrated resource plans (IRPs), transmission planning activities, capacity market trends, and utility investment priorities to uncover new 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 communicate the value of FuelCell Energy solutions.
• Lead commercial negotiations through contract execution while meeting annual bookings, revenue, and strategic growth objectives.
• Maintain accurate sales forecasts, opportunity updates, competitive intelligence, and market feedback for senior leadership using CRM tools.
• Work with strategic partners, engineering firms, and channel partners to develop and execute joint go-to-market strategies.

Requirements

• Bachelor’s degree in Engineering, Business Administration, Energy Management, or a related discipline (preferred).
• MBA or advanced technical degree (preferred).
• Minimum 10 years of successful sales, account management, or business development experience serving electric utilities, power generation companies, or the broader energy industry.
• Proven ability to sell 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 tied to 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 collaborating across technical, commercial, regulatory, and executive groups.
• Exceptional communication, negotiation, presentation, and executive relationship management skills.
• Demonstrated 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 operate independently in a fast-paced, evolving market.
• Willingness to travel approximately 40–60% as required.

Technology

• CRM tools

Preferred Qualifications

• 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.

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.

Benefits

• Medical, dental, vision
• Company-paid life/disability insurance
• 401(k) plan
• Employee stock purchase plan
• Generous paid leave
• Competitive compensation package

Workplace Standards and Compliance

• Demonstrate the highest standards of integrity, professionalism, and customer focus.
• Foster collaboration across departments to achieve company objectives.
• Promote a culture of safety, innovation, accountability, and continuous improvement.
• Represent FuelCell Energy positively with customers, partners, regulators, and industry organizations.
• Comply with company policies, ethical standards, and applicable regulatory requirements.

Hiring Process / Additional Requirements

• Completion of a drug screen, criminal background check, and employment and education verification is required.

Role Details

• Location: Connecticut (onsite), CT, US
• Compensation: USD 165,000 - 180,000 per year
• Experience: 10+ years
• Reporting: Individual contributor role reporting to the Vice President of Sales