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Senior Commercial Manager (all genders) - Northeast US - Palo Alto California
Company: Future Energy Ventures
Location: Palo Alto, California
Posted On: 11/07/2024
We are looking for a Senior Commercial Manager (all genders) for our portfolio company Piclo.
About Piclo
The climate crisis means that now, more than ever, we need to act. Here at Piclo, we believe we are not powerless against climate change and are focused on enabling the transition to a decarbonized future. Our team is on a mission to make our energy systems smart, flexible and sustainable.
We're hiring a Senior Commercial Manager to work alongside our friendly team of software engineers, product managers, designers and more that are at the forefront of transforming the energy sector.
The US market is strategically very important for our company. In less than a year, Piclo has made a splash in expanding internationally and within North America. We have grown from one utility customer in New York State - where we launched our local grid flexibility marketplace with National Grid in December 2022 - to running New England's first grid flexibility marketplace with Eversource and Avangrid across Connecticut. Piclo needs additional staff to support this new growth in our DER-enabled (Distributed Energy Resource) grid flexibility marketplace as we look to expand into new markets. This is a key period for us as we ramp up our growth and develop momentum among key potential customers.
Piclo is a rapidly growing team, currently over 50 people, with a headquarters office in London. Piclo has backing from a range of investors including Clean Growth Fund, Future Energy Ventures, EDP Ventures and Toshiba. Our company's values are: be human, collaborate, keep things simple, be adaptable, be open & push boundaries.
Tasks
Client satisfaction and retention
- Day-to-day key account management of specific named utility clients, ensuring their satisfaction and effective relationship management
- Work with the product team to ensure their work satisfies the customer on the agreed upon timeline
- Act as the primary communication link with clients for product feedback and account management
- Contribute to the maintenance and growth of client accounts by providing high-quality input for product roadmap prioritization, ensuring alignment with market needs and strategy
- Manage the entire lifecycle of client contracts, including renewals, upselling, invoicing, and collections
Market participation and liquidity
- Collaborate with the Senior DER Manager and our marketing team to build DER market participation and liquidity through professional networking and targeted engagement activities, such as strategic marketing and partnerships
- Provide guidance and consulting around market design, launch, and operations for newer utility customers in the region
- Attend trade shows and relevant industry events, and proactively seek partners to support our growth strategy
Business development and thought leadership
- Work with the Senior Market Development Manager to catapult Piclo as a thought leader in grid modernization and DERs by contributing to content pieces, delivering public presentations, building the collaborator network, and monitoring and reacting to the regulatory environment
- Lead sales engagement for prospective customers by preparing and providing product demos, explaining functionality, and executing thoughtful campaigns
- Engage in business development activities across the Northeast US to attract new clients. Deliver a portion of the sales and revenue targets, supporting the Northeast US Regional Lead
- Assist in expansion opportunity scouting, including direct sales, federal/state/regional innovation funding (e.g., BIL, IRA), and RFPs, and relevant application and presentation development
Requirements
Our ideal candidate meets many - but not necessarily all - of the below criteria:
- 5 years minimum work experience in a customer-facing role (e.g., sales / BD, account management, project management, consulting), with at least 3 years in the utility, DER, renewable project development, and/or energy markets sector
- Utility program management and/or energy markets expertise
- Demonstrated track record of external stakeholder engagement and management (e.g., customer accounts, influencers, regulators)
- Excellent communication skills with experience developing concise presentations and campaigns, and overseeing software product implementation
- You have an entrepreneurial attitude with a demonstrated ability to work self-sufficiently, flexibly and resourcefully. You will help clear the path for everyone to do their best work.
- You are an incredibly motivated and organized person. You are an excellent communicator, enjoy the process of prioritizing work and setting timelines while collaborating with cross-functional teams.
- You are based in the Northeast US (New York Tri-state / New England) and willing to travel periodically for customer meetings or business development opportunities, mostly across the US
- You are able to travel to London periodically for team building
Benefits
Joining Piclo means you'll be part of a high-performing, passionate team that is right at the heart of accelerating the energy transition. In addition, we are pleased to offer the following:
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