This role involves leading business development efforts in the APAC market, focusing on energy storage and related sectors. Responsibilities include strategic growth planning, customer relationship management, sales execution, and team mentorship. The aim is to drive significant revenue growth and operational excellence.
Key Responsibilities:
Strategic Growth & Market Development
• Map and prioritize APAC market segments, with an initial focus on Singapore, Malaysia, Indonesia, Thailand, Philippines, Taiwan, Korea, and Japan.
• Drive entry into hyperscale data centers, semiconductor fabrication facilities, and large colocated BTM storage projects.
• Conduct techno-economic analysis on use cases such as grid services, demand charge reduction, backup resilience, solar-plus-storage, and peaking capacity.
• Monitor policy frameworks, interconnection rules, and incentive regimes; advocate for reforms to accelerate storage adoption.
• Support the buildout of North Asia and Southeast Asia markets using effective channel development strategies.
Customer & Partnership Management
• Build and maintain executive-level relationships with hyperscale cloud providers, colocation operators, semiconductor manufacturers, EPCs, IPPs, utilities, and financiers.
• Develop “low touch” strategies to expand coverage and accelerate sales cycles.
• Negotiate term sheets, MSAs, and long-term service agreements that balance risk, value, and execution certainty.
Sales Execution & Pipeline Ownership
• Manage the full business development lifecycle, from prospecting and qualification through solution design, initial pricing, contract negotiation, and handover to execution teams.
• Maintain robust pipeline coverage (3–5× annual target) using CRM tools and disciplined governance.
• Coordinate cross-functional internal stakeholders — including Applications Engineering, Product, Legal, Finance, and Operations — to develop winning proposals and ensure flawless Account handovers with Sales Execution.
Market Intelligence & Thought Leadership
• Represent Fluence at key industry events to position storage as essential infrastructure for resilience and sustainability.
• Provide market insights that shape Fluence’s go-to-market strategies and investment decisions.
Leadership & Team Development
• Mentor junior commercial staff and contribute to hiring plans as colocated and grid portfolios expand.
• Champion Fluence’s cultural pillars — Unleash Voices, Customer Fluent, Infinite Impact, and All In — within every engagement.
Performance Objectives
• Revenue Growth: Contribute to achieving annual bookings exceeding US$100 million with year-on-year growth of at least 30%.
• Pipeline Development: Consistently maintain ≥3× qualified pipeline coverage relative to quota with strong lead-to-deal conversion.
• Strategic Expansion: Lead successful entry into new APAC markets and verticals, establishing partnerships with key developers and stakeholders.
• Operational Excellence: Deliver accurate forecasts, ensure timely proposal turnaround, and uphold CRM data integrity.
Requirements
• Bachelor’s degree in Engineering, Business, Energy, or related field; MBA or advanced degree preferred.
• Minimum 10 years of business development or solution sales experience in energy storage, data centers, semiconductors, renewable energy, or critical power sectors.
• Proven success in closing cumulative deals exceeding >US$20 million across multiple APAC markets.
• Established network within construction, hyperscale, colocation, semiconductor, or C&I verticals.
• Strong commercial contract knowledge and risk management expertise.
• Exceptional communication skills in English; proficiency in Mandarin, Japanese, or Korean is advantageous.
• Willingness to travel up to 40% regionally.
Top Skills
Cloud Services
Crm Tools
Energy Storage
Semiconductor Fabrication
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