Director, Executive Accounts

Plug Power Inc. • Johnstown, NY • 5h ago

Director, Executive Accounts Status: Exempt (Salaried) Department: Sales Reports to: Vice President Travel: Up to 25% Position Summary Plug Power is seeking a Director/Sr Director, Executive Accounts to own the commercial relationship with one of our largest and most strategic customer. This is a rare, high-visibility role: you will be the senior sales leader and primary point of contact for the customer's executive and functional stakeholders, accountable for both the health of a multi-year, multi-site relationship and the growth of the business within it. You will work hand in hand with leaders across Product Management, Sales, Finance, Engineering, Manufacturing, Quality, Construction, Services, and Legal to deliver reliable hydrogen and fuel cell solutions, and to expand Plug's footprint across the customer's operations. Success requires equal parts commercial strategist, program manager, and trusted advisor - someone who can negotiate large capital and recurring-revenue agreements, navigate complex organizations on both sides, and give the customer candid, credible guidance, especially when the news is difficult. Core Duties and Responsibilities Account strategy: Develop and execute a multi-year strategic account plan that grows revenue, deepens share of wallet, and positions Plug as the customer's long-term hydrogen partner. Executive relationships: Build and sustain trusted relationships with senior executives and functional leaders across the customer's operations, engineering, procurement, finance, and sustainability organizations; understand their priorities and remove roadblocks early. Pursuit and close: Lead the full sales cycle from opportunity identification through close, including RFP responses, pricing and commercial strategy, contract negotiation, and total cost of ownership (TCO) and business case development. Ecosystem selling: Sell Plug's integrated ecosystem - fuel cell systems, hydrogen fueling infrastructure, hydrogen supply, and services - with a holistic vision that spans Plug solutions and business units. Account health and escalations: Own overall account health, including performance against commitments, escalation management, and customer satisfaction. Communicate openly and directly with the customer, and drive timely, cross-functional resolution of issues. Lead Customer Quarterly Business Reviews (QBRs). Forecasting and reporting: Present realistic yet ambitious sales and revenue forecasts, pipeline reviews, and account performance to Plug's executive leadership team. Voice of the customer: Partner with Product Management, Engineering, and Manufacturing to translate customer needs into design specifications, product roadmap input, and deployment plans. Program leadership: Coordinate large, multi-site programs across internal teams, holding stakeholders accountable to schedule, cost, and quality commitments and clearing obstacles to successful implementation. Resolve resource misalignment and priority conflicts with functional leaders. Executive communication: Prepare and deliver executive-level presentations and business reviews that distill complex technical and financial topics into clear, audience-appropriate messages. Professionalism: Represent Plug Power with the highest standards of professionalism and integrity in every interaction. Perform other duties as assigned. Education and Experience Bachelor's degree in engineering, business, or a related field. 7+ years of experience in sales, account management, product management, engineering, or a related field, preferably with an energy, renewables, industrial, or capital equipment company. Experience with fuel cells, hydrogen, batteries, or other energy storage and power technologies. Demonstrated success managing complex, high-value customer relationships and negotiating large commercial agreements. Ability to travel up to 50%. Preferred Qualifications Master's degree in engineering or business (MBA a plus). 12+ years of experience in sales

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