FuelCell Energy is a global leader in decarbonizing power and producing hydrogen through our proprietary fuel cell technology. Our mission is to enable a world powered by clean energy. As an innovator and manufacturer of fuel cell clean power platforms, FuelCell Energy has the only technology in the world capable of capturing carbon from an external source and producing power at the same time. In addition, we offer the only technology in the world capable of producing hydrogen, power and water simultaneously.
The pay for this position ranges from $165000 - $180000 plus commission.
Summary
In this role, the Director – Utility Segment will play a critical role in expanding FuelCell Energy's market presence within the electric utility, municipal utility, cooperative, and independent power producer (IPP) markets. The successful candidate will leverage existing utility relationships, deep knowledge of utility procurement processes, and expertise in distributed generation, grid resilience, and decarbonization to identify new opportunities and develop long-term strategic partnerships.
This individual will engage with investor-owned utilities (IOUs), municipal utilities, rural electric cooperatives, generation companies, and transmission organizations to position FuelCell Energy's platform as a solution for reliable, low-emission baseload generation, grid support, resiliency, and decarbonization initiatives.
This is an individual contributor role reporting to the Vice President of Sales.
Essential Functions / Duties and Responsibilities
- Develop and execute strategic sales and business development plans to grow FuelCell Energy's presence within the utility and power generation markets.
- Identify, qualify, and pursue new utility-scale opportunities including distributed generation, resiliency projects, microgrids, combined heat and power (CHP), hydrogen-enabled generation, carbon capture, and long-duration clean energy solutions.
- Build and maintain executive-level relationships with investor-owned utilities, municipal utilities, electric cooperatives, independent power producers, EPC firms, engineering consultants, and utility industry partners.
- Navigate complex utility procurement processes, including Requests for Information (RFIs), Requests for Proposals (RFPs), and long-term power procurement initiatives.
- Collaborate with internal engineering, project development, product management, legal, finance, and executive leadership to develop winning commercial strategies.
- Develop comprehensive account plans for strategic utility customers and manage opportunities through the entire sales lifecycle.
- Monitor regulatory developments across the TSO’s, integrated resource plans (IRPs), transmission planning activities, capacity market trends, and utility investment priorities to identify new business opportunities.
- Represent FuelCell Energy at utility conferences, industry associations, regulatory meetings, and customer events.
- Prepare and deliver executive presentations, technical workshops, commercial proposals, and business cases that clearly articulate the value of FuelCell Energy solutions.
- Lead commercial negotiations through contract execution while achieving annual bookings, revenue, and strategic growth objectives.
- Provide accurate sales forecasts, opportunity updates, competitive intelligence, and market feedback to senior leadership using CRM tools.
- Work closely with strategic partners, engineering firms, and channel partners to develop and execute joint go-to-market strategies.
Qualifications and Experience
Education
- Bachelor's degree in Engineering, Business Administration, Energy Management, or a related discipline preferred.
- MBA or advanced technical degree preferred.
Experience
- Minimum of 10 years of successful sales, account management, or business development experience serving electric utilities, power generation companies, or the broader energy industry.
- Demonstrated success selling complex capital equipment, distributed energy resources, power generation systems, utility infrastructure, or energy solutions.
- Strong understanding of utility planning processes, generation portfolios, grid operations, integrated resource planning, and utility regulatory environments.
- Experience developing opportunities involving large, multi-million-dollar infrastructure or energy projects with extended sales cycles.
- Established network of relationships within investor-owned utilities, municipal utilities, electric cooperatives, independent power producers, engineering firms, or utility consultants.
- Knowledge of utility business models, decarbonization initiatives, capacity planning, transmission constraints, resiliency strategies, and distributed energy resources.
- Experience working collaboratively across technical, commercial, regulatory, and executive organizations.
- Exceptional communication, negotiation, presentation, and executive relationship management skills.
- Proven ability to develop, present, and negotiate complex commercial proposals and long-term agreements.
- Strong analytical, financial, and strategic planning capabilities.
- Self-motivated with the ability to work independently in a fast-paced, evolving market.
- Willingness to travel approximately 40–60% as required.
Preferred Qualifications
- Experience selling fuel cells, gas turbines, reciprocating engines, energy storage, renewables, hydrogen technologies, or utility-scale generation assets.
- Familiarity with utility regulatory proceedings, public utility commissions, wholesale electricity markets, and regional transmission organizations (RTOs/ISOs).
- Understanding of federal and state energy incentives, tax credits, emissions regulations, and clean energy policy.
- Experience with utility capital planning and project development processes.
Key Success Metrics
- Achievement of annual bookings and revenue targets.
- Growth of qualified utility sales pipeline.
- Expansion of strategic utility relationships.
- Successful conversion of strategic opportunities into contracted projects.
- Executive customer engagement and account penetration.
- Accurate forecasting and CRM pipeline management.
- Contribution to long-term market strategy and partner development.
All Employees Shall
- Demonstrate the highest standards of integrity, professionalism, and customer focus.
- Foster collaboration across departments to achieve company objectives.
- Promote a culture of safety, innovation, accountability, and continuous improvement.
- Represent FuelCell Energy positively with customers, partners, regulators, and industry organizations.
- Comply with all company policies, ethical standards, and applicable regulatory requirements.
Equal Opportunity Employer
FuelCell Energy is an equal-opportunity employer committed to an inclusive and safe work environment for people of all backgrounds.
We offer a competitive compensation package as well as comprehensive benefits including medical, dental, vision, company-paid life/disability insurance, 401(k) plan, employee stock purchase plan, and generous paid leave.
The successful candidate is required to complete a drug screen, criminal background check, and employment and education verification.
FuelCell Energy, Inc. is committed to ensuring that its application process provides an equal employment opportunity to all U.S. job seekers, including individuals with disabilities. If you believe you need a reasonable accommodation in order to search for a job opening or to submit an application, please send an email with your resume to [email protected] or contact us by calling 860-496-2222. Please indicate the specifics of the assistance needed.
NOTE: This dedicated phone line and email address are designed exclusively to assist disabled job seekers whose disability prevents them from being able to apply online. Only messages left for this purpose will be acknowledged. A response to your request may take up to two business days.
No agency submissions please. Resumes submitted to any FuelCell Energy employee without a current, signed and valid contract in place with the FuelCell Energy Recruiting team for this position will become the property of FuelCell Energy and no agency fees will be paid.
For more information about FuelCell Energy and our available openings, please visit our website: https://www.fuelcellenergy.com/careers
We thank all candidates for their interest in a career with FuelCell Energy. However, only those candidates selected for an interview will be contacted.
#LI-AD1
#LI-Remote
