Senior Manager, Business Development (269-109)

This is an opportunity to be part of a world-class team at the nexus of two of the most exciting developments in energy today ? big, real-time data and energy storage.
Stem creates innovative technology services that transform the way energy is distributed and consumed. Stem's mission is to build and operate the largest digitally-connected energy storage network for our customers. Our world-class analytics will optimize the value of customer's energy assets and facilitate their participation in energy markets, yielding economic and societal benefits while decarbonizing the grid. We create automated, price-responsive systems that enable C&I customers to predict and control electricity costs and capture savings in a rapidly-evolving utility landscape. The Stem system combines predictive analytics and advanced energy storage with a high-fidelity software user interface. By buffering spikes in energy usage, Stem also reduces the impact of the C&I customer on the utility grid and enables better grid citizenship. Through innovation in technology and financing, our goal is to optimize the relationships between energy providers and consumers.
The primary role of the Senior Manager of Business Development will be to identify, assess and develop new market and new offering growth opportunities for Stem, carrying those opportunities from new concepts to robust and reliable channels to market. The successful candidate will play a key role in enabling the realization of Stem's top-line growth targets by coordinating the cross-functional requirements of critical partner market and solution development programs based on direct engagement with Stem's internal and external partner teams.
The inherently cross-functional nature of this role requires the candidate to effectively collaborate with multiple business functions, including, but not limited to Sales, Product Marketing, Finance, Legal, Product Management, Engineering, Policy, and Field Operations teams. The role will be 20-30% external facing, and will require the candidate to represent Stem with the highest degree of professional integrity while managing work with Stem's strategic partners. The role will require 10-15% travel.
Manage the conceptualization, initial product-market fit analysis and offering viability assessment of new market and new offering growth opportunities
Apply a structured approach to identifying and comprehensively summarizing the business value of new partner and customer value streams, including energy cost mitigation; utility, ISO, and state programs; relevant incentives; etc.
With cross-functional colleagues, collect and disseminate new product and operations requirements for potential new business initiatives, and facilitate strategic and operational gap analysis to assess the viability of potential new business models
Develop robust financial models to assess the economic business case for commercial growth opportunities to support strategic recommendations, including, but not limited to rate modeling, cost analysis, and value modeling
Co-develop new business offering frameworks with Product Marketing, Product Management and Operations counterparts
Coordinate rapid, ad-hoc business case assessments for inbound and opportunistic requests, with an ability to quickly research and identify relevent business value and risks; and make recommendations regarding future pursuit of associated opportunities
Effectively represent the voice of Stem's partners to Stem's internal functional teams, and as needed, facilitate the direct engagement between internal and external partner teams
Support the development and negotiation of new partnership agreements and contracts
Additional responsibilities as assigned
Required Skills
Proficient in using Excel to develop advanced financial models to assess and support business cases for new market, new partner and new solution opportunities
Demonstrated ability to independently lead and manage the assessment and development of new business initiatives, including closely coordinating with cross-functional, internal and external stakeholders
Exceptionally high degree of professionalism, personal integrity, and a strong commitment to achieve success
Proven track record of developing market, solution and partner growth initiatives to deliver meaningful business results
Demonstrated success in leading teams with influence (i.e. dotted line management, partner management or client management)
Careful attention to detail
Excellent verbal, written and presentation communication skills, including PowerPoint
Comfortable with ambiguity, extremely self-motivated and able to prioritize when required
Able to interface with all levels of management, and to communicate cross-functionally in a structured and clear manner to influence outcomes
Required Experience
Bachelor's degree required, and MBA preferred
5+ years of experience in a management consulting, investment banking, corporate development, business development or related role which requires consistent, high-caliber performance through the duration of external facing, high-profile initiatives
Strongly preferred: energy industry / solar experience with strong energy business acumen, ideally with an understanding of utility programs and business models and wholesale markets

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