The Manager of FTM Business Development will drive new growth areas for Stem in the largest wholesale electricity markets in the world - assessing new market opportunities, developing new product offerings, and building winning go-to-market strategies that enable Stem to build on its industry-leading position. This position supports the development of markets, partners and product offerings from concept to fully-realized channels to market, securing internal and external buy-in to deliver on Stem’s growth objectives. The role is highly cross-functional and requires extensive collaboration with multiple business functions within Stem, including Sales, Product Marketing, Finance, Legal, Product Management, Engineering, Strategy & Policy, and Operations. 

The role is approximately 20 - 30% external facing and requires 25 to 40% travel, primarily in the United States with some travel to Europe and Asia also possible as global wholesale markets evolve to value energy storage at its full potential.

The position reports to Stem’s SVP of Market Enablement in Austin, Texas and will be based either in Stem’s headquarters in Millbrae, California or at Stem’s new Business Development office in Austin, Texas. No relocation assistance is provided however the time required at either location can be flexible for the right candidate.

RESPONSIBILITIES

In this role, you will:

• Manage internal and external efforts to advance new markets, offerings and partnerships, with a first-year focus on CAISO and Muni’s & Co-Ops.
• Develop financial models to evaluate the business case for growth opportunities, including tariff modeling, cost analysis, ISO/RTO market participation, etc.
• Develop new business offering framework(s) in collaboration with Sales, Product Marketing, Product Management and Operations and support product strategy.
• Manage and/or support the drafting and negotiation of new partnership agreements, term sheets and contracts.
• Coordinate ad-hoc business case assessments for inbound and opportunistic requests, with an ability to quickly research and identify relevant business value and risks; and make recommendations regarding future pursuit of associated opportunities.

Required Skills

• Demonstrated ability to independently manage the assessment of new business and market initiatives, including closely coordinating with cross-functional, internal and external stakeholders
• Hands-on FTM renewable electricity project development experience (energy storage development experience is a plus) including modeling and negotiating interconnection agreements, utility procurements / PPA’s and/or corporate PPA’s
• Experience trading or selling clean energy into merchant wholesale markets, preferably CAISO
• Demonstrated success in leading teams with indirect influence (i.e., dotted line management, partner management or client management)
• Excellent project management skills with the ability to manage multiple high-value projects and partners simultaneously
• Proficient in financial modeling of wholesale electricity projects in Excel, including business case scenario analysis
• Comfort with ambiguity, self-motivated and ability to independently prioritize
• Ability to interface with all levels of management and communicate cross-functionally in a structured and clear manner to influence outcomes

Required Experience

• Bachelor’s Degree in relevant field
• 5+ years of experience in business development, investment banking, energy project development, partnership development or a related role in the electricity sector; strong energy business acumen, ideally with an understanding of utility programs, developer business models and wholesale markets

Stem is the global leader in AI-driven energy storage. With more than 800 systems on-line or being installed in 75 jurisdictions across six states and three countries, and a groundbreaking contract with Southern California Edison to deliver 85MW of grid stabilizing capacity and customer-sited energy storage, Stem has more experience installing and operating advanced energy storage systems than every other provider combined.

By pairing energy storage with Artificial Intelligence (AI), Stem helps building operators and energy managers lower energy costs automatically while supporting a modernized, sustainable electric grid. Stem’s Athena, the first AI for energy storage, lets you buy electricity when it’s affordable and use it later when it’s suddenly more expensive. Athena links facilities into a powerful network that can instantly form virtual power plants that allow you to earn demand response revenue and participate in other grid modernization opportunities as soon as they arise. 

With Stem’s energy services agreement, customers receive guaranteed savings immediately without having to pay anything upfront. Stem manages the installation, operation, remote monitoring and maintenance.  Systems are designed for safe, seamless integration into a facility.

Headquartered in Millbrae, California, Stem is funded by a consortium of leading investors including the Ontario Teachers’ Pension Plan, Activate Capital, Temesek, Iberdrola, GE Ventures, Constellation Technology Ventures, Angeleno Group, RWE, Total Energy Ventures, Mithril, and Mitsui & Co., Ltd. The breadth and depth of Stem’s resources and capabilities are unmatched in the industry. 

Stem, Inc.  is an equal opportunity employer committed to diversity in the workplace and does not discriminate against any employee or applicant for employment because of race, color, sex, pregnancy, religion, national origin, ethnicity, citizenship, sexual orientation, gender identity, age, marital status, disability, genetic information, military status, protected veteran status or any other factor protected by applicable federal, state or local laws. Stem, Inc.  complies with all applicable state, federal and local laws, regulations and ordinances prohibiting discrimination in places where we operate.

• Demonstrated ability to independently manage the assessment of new business and market initiatives, including closely coordinating with cross-functional, internal and external stakeholders
• Hands-on FTM renewable electricity project development experience (energy storage development experience is a plus) including modeling and negotiating interconnection agreements, utility procurements / PPA’s and/or corporate PPA’s
• Experience trading or selling clean energy into merchant wholesale markets, preferably CAISO
• Demonstrated success in leading teams with indirect influence (i.e., dotted line management, partner management or client management)
• Excellent project management skills with the ability to manage multiple high-value projects and partners simultaneously
• Proficient in financial modeling of wholesale electricity projects in Excel, including business case scenario analysis
• Comfort with ambiguity, self-motivated and ability to independently prioritize
• Ability to interface with all levels of management and communicate cross-functionally in a structured and clear manner to influence outcomes