The Business Development Manager plays a key role in creating and managing strategic relationships with key solar industry influencers and partners such as PPA and IPP providers. These relationships and strategic partnerships/agreements that drive Enphase preference/exclusivity are critical to the success of Enphase's continued growth and market penetration in both the residential and commercial markets. The role includes the following activities:
Effectively establish and grow relationships at many levels with partners and drive the development of strategic agreements/contracts that allow a win-win for both parties.
Directly negotiate and provide guidance to all team members on the contractual requirements that require product/technical, business and financial model and market alignment.
Drive key aspect of strategic initiatives across all functional teams - internally and externally - that will help Enphase achieve long term growth, share and profitability targets.
Build a vision and objectives meaningful to both Enphase and strategic partners.
Identify potential areas of conflict and work with functional teams to develop mitigation plans.
Lead business discussions, negotiations, create organizational alignment on strategic direction.
Responsible for quarterly ops and annual business planning for key accounts.
Create and manage executive level sponsorship between the partner and Enphase executives.
5+ years business development and/or sales experience (strategic accounts)
Experience/understanding of sophisticated financial decision-making models and understanding project finance concepts
Experience as financial analyst or management consultant
Experience in project finance or captive finance
Strong working knowledge of solar industry/market and specifically, financial incentives/programs and PPA/iPP models
Contract and partnership development experience with strategic accounts
Strong leadership, influencing, facilitation skills, coupled with sound judgement
Highly organized with strong focus on follow through and results
Quantitative and analytical skills in complex financial and business modeling
Experience assessing new market opportunities and creating business plans
Experience developing joint GTM with sales, channels and marketing
Deal with ambiguous situations and work effectively within a team
Adept at balancing intense short term pressures with overall long term goals
Creative "out of the box" thinker
Effective team building and collaboration skills with strategic and tactical organizations
Focused on results oriented performance
Strong presentation and communication skills.
BS/BA degree; engineering, finance or other technical preferred
MBA degree a plus
Enphase Energy - 21 months ago