The posting
Job Description:
Manager, Business Development EMEA - Global Accounts
Job Summary:
Array Technologies is seeking an experienced Manager, Business Development EMEA – Global Accounts to grow and manage strategic customer relationships across the region. Reporting to the Head of Global & Strategic Accounts International, this role is suited for a technically fluent, value‑driven sales leader with experience selling economically differentiated industrial or energy infrastructure solutions in the utility‑scale renewable energy sector.
This role owns and develops key global and regional EMEA accounts, including utilities, IPPs, EPCs, and investment funds. The successful candidate brings a deep understanding of the EMEA renewable energy market, customer business models, economic drivers, and project decision criteria, and acts as a strong internal advocate to ensure Array’s solutions continue to meet evolving customer needs.
Success in this role requires a balance of strategic account management, technical sales expertise, and commercial leadership, working closely with Product Management, Engineering, Operations, and Executive stakeholders.
Key Job Responsibilities:
Global & Strategic Account Management
- Own, grow, and manage key global and regional strategic accounts across EMEA, serving as the primary commercial interface.
- Build long‑term, trusted partnerships through deep understanding of customer strategies, pipelines, and decision‑making processes.
- Maintain consistent executive‑level engagement with customer stakeholders.
Business Development & Commercial Execution
- Sell Array Technologies’ products and services to global customers across EMEA (utilities, IPPs, EPCs, and investment funds).
- Lead commercial strategy and execution for global account opportunities, including RFQs, tenders, and contract negotiations.
- Develop competitive commercial proposals that grow market share while delivering sustainable, profitable outcomes.
- Drive value‑based selling by clearly articulating Array’s technical differentiation and total cost of ownership advantages.
- Anticipate customer needs by staying closely aligned with market and industry dynamics.
Cross‑Functional Collaboration
- Act as the voice of the customer within Array, translating external requirements into internal priorities.
- Partner closely with Product Management, Engineering, Operations, and Sales to resolve complex technical and commercial topics.
- Identify opportunities for product enhancements, new services, or commercial innovation that increase customer value.
Strategy, Growth & Performance
- Execute strategic sales plans aligned with regional and global objectives.
- Identify and capture new growth opportunities within existing and new accounts.
- Manage the full sales cycle from opportunity identification through contract close.
- Maintain accountability for sales performance, pipeline health, and forecasting accuracy, providing regular insights to senior leadership.
Market & Industry Leadership
- Stay current on developments in solar energy markets and tracker technology.
- Represent Array professionally with customers, partners, and industry stakeholders.
- Contribute to continuous improvement of sales processes, tools, and best practices.
Qualifications and Experience
- Bachelor’s degree in Engineering or Business Administration required.
- 7+ years of progressive experience in business development and sales within the renewable energy sector; utility‑scale solar preferred.
- Strong background in solar or renewable markets; experience with trackers or balance‑of‑system solutions strongly preferred.
- Proven experience in international business development, including regional expansion and cross‑border negotiations.
- Demonstrated success building and growing long‑term relationships with utilities, IPPs, EPCs, developers, and strategic partners.
- Track record of structuring and closing complex commercial agreements while meeting or exceeding revenue and volume targets.
- Strategic thinker capable of defining go‑to‑market strategies, assessing competitive landscapes, and prioritizing high‑impact opportunities.
- Strong negotiation, influencing, and executive‑level stakeholder management skills.
- Experience working in fast‑paced, matrixed, or growth‑stage organizations.
- Highly collaborative, results‑driven, and comfortable operating in dynamic and evolving environments.
- Ability to translate technical solutions into clear economic and strategic value propositions.
- Strong proficiency with CRM tools (e.g., Salesforce), forecasting, and executive‑level reporting; advanced Microsoft Office skills.
- Excellent written and verbal communication skills; confident representing the company externally.
Languages
- Fluency in English and Spanish (spoken and written) required.
- French and/or Italian preferred.
Travel
- Approximate travel requirement: 30–50%.
Location of the position: Madrid / Milan
At Array Tech, Inc, we strive to lead with our culture and believe that our people are a key enabler of our future state. Our total rewards philosophy supports Array’s ability to attract, develop, and retain our employees. We offer competitive compensation, benefits and wellness programs that align with the local markets where we do business.
Array Tech, Inc. offers equal employment opportunity without regard to race, color, gender, age, creed, sex, religion, national origin, disability (physical or mental), marital status, citizenship, ancestry, sexual orientation, gender identity, and gender expression, or any other legally protected status.
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