Job Description

Position Overview

We are seeking a high-caliber Key Account Manager – Distributed Generation and Microgrids to serve as a pivotal commercial leader driving the expansion of our market footprint. Reporting directly to the Senior Director of Distributed Generation and Microgrids, you will be a vital extension of our leadership team, executing our commercial strategy to capture market share across Distributed Energy Resources (DERs), Microgrids, and On-Site Power Generation.

This role sits at the critical intersection of elite sales execution and advanced technical engineering. You are not just a relationship manager; you possess the technical capability of a solutions architect, enabling you to independently lead technical discovery, evaluate complex system integrations, and translate grid complexities into profitable, multi-million-dollar deals. While the segment leader primarily owns downstream Go-To-Market (GTM) frameworks and high-level marketing, you will feed real-world customer insights into those strategies while focusing relentlessly on Sales Execution, Revenue Growth, and Ecosystem Development.

What You'll Do

Sales Execution & Revenue Growth

• Target Achievement: Own and execute strategies to achieve ambitious segment-specific revenue, margin, and order intake targets across Data Center, C&I, Utility, Government, and Off-grid applications.
• Data Center & Compute Focus: Lead targeted commercial engagement with data center developers, hyperscalers, and AI compute operators to solve critical "time-to-power" constraints using on-site generation, BESS, and microgrid architectures.
• Expand Healthcare, Industrial Manufacturing, Semiconductor, Pharmeceutical and Oil and Gas: Target and penetrate high-growth sectors with a high-heat/energy focus on mission-critical facilities, utilizing tailored account plans and technical value selling to address their unique grid resilience, continuous uptime, and massive energy-compute requirements.
• Deal Structuring & Negotiation: Qualify, develop business cases for, and personally negotiate complex multi-million-dollar contracts, framework agreements, and innovative financial models like Energy-as-a-Service (EaaS) or Power Purchase Agreements (PPAs).
• Technical Value Selling: Conduct deep technical discovery and site assessments to translate complex engineering architectures into transparent, financial total-cost-of-ownership (TCO) and ROI metrics for economic buyers.
• Pipeline Hygiene & Account Reviews: Rigorously manage a 12-to-36-month sales pipeline within Salesforce. Conduct regular operating plan and deep-dive account reviews with segment leadership, maintaining highly accurate, real-time data integrity for convertible orders and margins.
• Account Planning: Develop and pitch comprehensive, integrated Account Plans annually for tier-1 target clients, utilizing disciplined win-loss analysis to continuously refine value propositions.
• Uptime & Resilience Focus: Architect pursuit strategies tailored to mission-critical facilities, industrial operations navigating grid capacity challenges, and commercial customers pursuing net-zero goals.

Strategic Partnerships & Ecosystem Development

• Alliances Integration: Identify, cultivate, and maintain strategic alliances with external partners critical to winning and servicing projects, including EaaS financiers, EPCs, system integrators, control vendors, and genset OEMs.
• Channel Enablement: Develop robust channel strategies and partner enablement programs alongside engineering firms, MEP contractors, and renewable energy developers to exponentially scale our market reach.
• Market & Regulatory Dynamics: Monitor and leverage evolving regional power-market dynamics, virtual power plant (VPP) frameworks, wholesale market pathways, and regional utility interconnection policies to maximize project value and fast-track deployment.
• Industry Influence: Establish strong working relationships with industry influencers, analysts, and standard-setting organizations that shape interconnection standards, state grid codes (including FERC Order 2222 compliance), and microgrid policies.
• Co-Innovation Input: Provide critical market feedback to the segment leader and technology partners to cultivate co-innovation opportunities in battery storage (BESS), advanced microgrid controllers, and software platforms.

Technical Solutioning & Proposal Development

• System-Level Engineering: Act as the primary technical interface during the pre-sales phase; dynamically model, specify, and evaluate complete power and energy system architectures to optimize cost, reliability, and electric code compliance.
• Proposal Architecture: Author and collaborate on highly technical, comprehensive proposals that distinctly differentiate our solutions from competitors.
• Risk Mitigation & Handoffs: Collaborate with internal development, engineering, and regulatory teams during the pre-sales phase to assess technical risk, validate permitting pathways, and guarantee seamless post-sale handoffs to delivery teams.

Qualifications

Qualifications

• Education: Bachelor's degree in Engineering or a related technical field.
• Experience: 10+ years of progressive experience in sales, business development, or strategic account management within the Distributed Energy Resources, Microgrid, On-Site Generation, Renewable Energy, or Power Systems ecosystem.
• Commercial Track Record: Proven track record of delivering significant, measurable sales growth ($300M+ annually) in complex energy infrastructure sales with long, consultative sales cycles (12–36 months).
• Generation & Infrastructure Expertise: Deep technical understanding of distributed generation technologies (CHP, reciprocating engines, fuel cells, solar PV, wind) and core microgrid components (BESS, power conversion equipment, switchgear, controllers, EMS).
• Grid Mechanics: Robust understanding of grid interconnection requirements, islanding capabilities, parallel operation, and seamless grid synchronization.
• Financial Acumen: Exceptional financial fluency, including extensive experience with TCO/NPV modeling, levelized cost of energy (LCOE) analysis, payback period calculations, and managing complex enterprise RFPs.
• Executive Presence: Proven ability to build and maintain trust with facility managers, CFOs, and VP/C-suite executives across diverse vertical markets.
• Tools & Travel: Proficient with CRM systems (Salesforce preferred) and Microsoft Office Suite. AI Tool Competency also preferred. Willingness to travel regularly (approximately 30-50%) for customer meetings and site assessments.

Preferred Qualifications

• MBA or advanced technical degree (MS in Energy Systems, Electrical Engineering, or related field).
• Direct experience selling into heavy industrial manufacturing, commercial campuses (healthcare, universities), or hyperscale and colocation data centers.
• Technical understanding of data center infrastructure metrics (PUE optimization), grid-edge data center siting, and modular equipment package deployments.
• Technical proficiency utilizing CAD software (AutoCAD, Revit) or specialized energy modeling tools to validate system performance.
• Background navigating utility microgrid programs, Virtual Power Plants (VPPs), demand response programs, SCADA software, and complex regulatory frameworks.

Core Attributes & Competencies

• Results-Driven Leadership: Possess a relentless focus on revenue growth, matching tactical sales execution with an entrepreneurial drive to scale a business segment.

• Technical Mindset with Commercial Grit: Able to alternate seamlessly between dense engineering documentation with facility operators and high-stakes ROI discussions with executive buyers.

• Influence & Collaboration: Ability to rally cross-functional product, engineering, finance, and operations teams around a single project timeline without direct authority.

• Our Foundational Pillars:

• Ownership Mindset: Act like an owner. Take full responsibility for quality, efficiency, data integrity, and driving solutions.

• Always Reliable: Deliver on commitments and achieve targets consistently.

• Be Transparent & Resilient: Value absolute honesty with stakeholders, and adapt to rapidly evolving market priorities with agility and grit.

Why This Role Matters

The energy landscape is undergoing an explosive decentralization revolution. In this role, your unique blend of commercial grit and technical expertise will directly decide our ability to win major projects that safeguard mission-critical uptime, stabilize industrial operational costs, eliminate data center grid constraints, and transition massive power consumers toward cleaner infrastructure. You will step into a highly visible, high-growth environment with the autonomy and leadership backing necessary to make a profound, measurable market impact.

Additional Information

A Note to our Recruitment Partners: We really appreciate the interest, but MCG currently manages hiring through our internal team. We love getting to know our candidates directly! Because of this, we don’t accept unsolicited resumes from agencies at this time. If we ever need an extra hand, we’ll be sure to reach out to the community. Thanks for understanding!

MCG is an equal opportunity employer prohibiting discrimination based on race, color, creed, religion, sex, marital status, physical or mental disability, and any other protected classes stated by applicable federal and state laws. DVM is committed to providing equal employment opportunities to qualified individuals with disabilities and to act in accordance with regulations and guidance issued by the Equal Employment Opportunity Commission (EEOC).