Director of Large Scale Regional Sales (Midwest)
Remote
At SMA America, we believe in Energy that Changes.Since 1981, we've been developing innovative solar technology that simplifies, secures, and enhances the performance of photovoltaic systems — all while pushing the boundaries of what's possible in clean energy.But we're not just transforming power — we're empowering people.We've built a culture where bold ideas are welcomed, collaboration is second nature, and your career growth truly matters.
With our Rocklin, CA headquarters as the hub, we offer a hybrid work model, competitive benefits, and a team-driven environment where your impact is seen and felt.Whether you're a sales expert, service pro, or engineering innovator, if you're ready to join a purpose-driven team committed to shaping the future of energy — we'd love to meet you.
POSITION OVERVIEW
We are seeking a Director of Large Scale Regional Sales (Midwest) to lead and develop a regional sales team responsible for achieving both team and individual revenue targets across the Midwest territory. This position owns all sales-related decisions within the region, ensuring alignment with overall company strategy and driving consistent execution across utility-scale solar and energy storage solutions. The Director of Large Scale Regional Sales (Midwest) serves as a critical link between the regional team and SMA America by fostering communication, accountability, and high performance.
This role reports directly to the VP of Large Scale Sales and follows a fully remote work model. Candidates must be based in or have deep market familiarity with the Midwest region.
PRIMARY DUTIES / RESPONSIBILITIES
Regional Sales Leadership
- Develop and execute the regional go-to-market strategy for utility-scale solar solutions including hardware, EPC, project development, and full-scope services across the Midwest territory
- Own quarterly and annual sales targets across the region
- Drive strategic engagement with key accounts including utilities, IPPs, developers, and EPC firms
- Oversee the full sales cycle from lead generation and qualification through proposal, negotiation, and contract execution
- Support the team in navigating complex utility-scale project sales including multi-party negotiations
Team Management and Development
- Lead, coach, and develop a team of regional sales professionals, conduct regular performance reviews, and support professional development plans
- Set clear goals, KPIs, and performance expectations for direct reports
- Foster a high-performance, accountable, and collaborative sales culture
Cross-Functional Collaboration and Market Intelligence
- Ensure CRM (Salesforce) is accurately maintained with up-to-date pipeline data
- Collaborate with internal stakeholders including Product, Engineering, Finance, Legal, Service, and Project Management to ensure customer requirements are met
- Provide market intelligence and customer feedback to inform product roadmap and strategy
- Stay abreast of regional market trends, regulatory developments, RFP opportunities, and competitor activity
- Represent the company at industry events, conferences, and customer meetings as a regional thought leader
- Other duties as assigned
REQUIRED QUALIFICATIONS
- Bachelor's degree in Business, Engineering, Renewable Energy, or equivalent experience required
- Minimum of 8 to 10 years of experience in B2B sales, with at least 5 years in utility-scale solar or renewable energy
- Minimum 2 years of experience leading and mentoring successful sales teams
- Proven track record managing large, complex customers in cross-functional matrix environments with lengthy design, qualification, and project sales cycles across multiple decision-makers
- Solid knowledge of the solar industry including both PV and energy storage
- Deep understanding of utility-scale project development cycles, PPAs, grid interconnection, and capital structures
- Experience developing and executing business models and selling to executive-level clients
- Experience understanding financial models and customer financial decision-making criteria
- Strong commercial acumen and negotiation skills
- Proficiency in Microsoft Office Suite and Salesforce or equivalent CRM
- Strong written and verbal communication skills in English
- Willingness to travel regionally 30 to 50%
PREFERRED QUALIFICATIONS
- Strong regional network of developers, utilities, EPCs, and energy buyers across the Midwest
- Strong understanding of policy and regulatory frameworks in the Midwest market
- Familiarity with energy storage integration and grid-scale battery systems
- Experience managing teams in a remote, matrixed organization
- German and/or Spanish language proficiency is a plus
WE OFFER
- Base salary range of $130,000 to $180,000 annually, plus variable compensation of $50,000, with total target compensation of $180,000 to $230,000 depending on experience and qualifications
- Remote work schedule
- Comprehensive benefits including health, dental, and vision coverage including $0 premium options
- 401(k) plan with company match
- Opportunities for professional development and training
- Inclusive, collaborative, and innovative work environment
Director of Large Scale Regional Sales (Midwest)
Remote
At SMA America, we believe in Energy that Changes.Since 1981, we've been developing innovative solar technology that simplifies, secures, and enhances the performance of photovoltaic systems — all while pushing the boundaries of what's possible in clean energy.But we're not just transforming power — we're empowering people.We've built a culture where bold ideas are welcomed, collaboration is second nature, and your career growth truly matters.
With our Rocklin, CA headquarters as the hub, we offer a hybrid work model, competitive benefits, and a team-driven environment where your impact is seen and felt.Whether you're a sales expert, service pro, or engineering innovator, if you're ready to join a purpose-driven team committed to shaping the future of energy — we'd love to meet you.
POSITION OVERVIEW
We are seeking a Director of Large Scale Regional Sales (Midwest) to lead and develop a regional sales team responsible for achieving both team and individual revenue targets across the Midwest territory. This position owns all sales-related decisions within the region, ensuring alignment with overall company strategy and driving consistent execution across utility-scale solar and energy storage solutions. The Director of Large Scale Regional Sales (Midwest) serves as a critical link between the regional team and SMA America by fostering communication, accountability, and high performance.
This role reports directly to the VP of Large Scale Sales and follows a fully remote work model. Candidates must be based in or have deep market familiarity with the Midwest region.
PRIMARY DUTIES / RESPONSIBILITIES
Regional Sales Leadership
- Develop and execute the regional go-to-market strategy for utility-scale solar solutions including hardware, EPC, project development, and full-scope services across the Midwest territory
- Own quarterly and annual sales targets across the region
- Drive strategic engagement with key accounts including utilities, IPPs, developers, and EPC firms
- Oversee the full sales cycle from lead generation and qualification through proposal, negotiation, and contract execution
- Support the team in navigating complex utility-scale project sales including multi-party negotiations
Team Management and Development
- Lead, coach, and develop a team of regional sales professionals, conduct regular performance reviews, and support professional development plans
- Set clear goals, KPIs, and performance expectations for direct reports
- Foster a high-performance, accountable, and collaborative sales culture
Cross-Functional Collaboration and Market Intelligence
- Ensure CRM (Salesforce) is accurately maintained with up-to-date pipeline data
- Collaborate with internal stakeholders including Product, Engineering, Finance, Legal, Service, and Project Management to ensure customer requirements are met
- Provide market intelligence and customer feedback to inform product roadmap and strategy
- Stay abreast of regional market trends, regulatory developments, RFP opportunities, and competitor activity
- Represent the company at industry events, conferences, and customer meetings as a regional thought leader
- Other duties as assigned
REQUIRED QUALIFICATIONS
- Bachelor's degree in Business, Engineering, Renewable Energy, or equivalent experience required
- Minimum of 8 to 10 years of experience in B2B sales, with at least 5 years in utility-scale solar or renewable energy
- Minimum 2 years of experience leading and mentoring successful sales teams
- Proven track record managing large, complex customers in cross-functional matrix environments with lengthy design, qualification, and project sales cycles across multiple decision-makers
- Solid knowledge of the solar industry including both PV and energy storage
- Deep understanding of utility-scale project development cycles, PPAs, grid interconnection, and capital structures
- Experience developing and executing business models and selling to executive-level clients
- Experience understanding financial models and customer financial decision-making criteria
- Strong commercial acumen and negotiation skills
- Proficiency in Microsoft Office Suite and Salesforce or equivalent CRM
- Strong written and verbal communication skills in English
- Willingness to travel regionally 30 to 50%
PREFERRED QUALIFICATIONS
- Strong regional network of developers, utilities, EPCs, and energy buyers across the Midwest
- Strong understanding of policy and regulatory frameworks in the Midwest market
- Familiarity with energy storage integration and grid-scale battery systems
- Experience managing teams in a remote, matrixed organization
- German and/or Spanish language proficiency is a plus
WE OFFER
- Base salary range of $130,000 to $180,000 annually, plus variable compensation of $50,000, with total target compensation of $180,000 to $230,000 depending on experience and qualifications
- Remote work schedule
- Comprehensive benefits including health, dental, and vision coverage including $0 premium options
- 401(k) plan with company match
- Opportunities for professional development and training
- Inclusive, collaborative, and innovative work environment
