Director, Executive Accounts

Plug Power • Johnstown, NY

9d

About The Position

Plug Power is seeking a Director/Sr Director, Executive Accounts to own the commercial relationship with one of its largest and most strategic customers. This high-visibility role serves as the senior sales leader and primary point of contact for the customer’s executive and functional stakeholders, with accountability for the health of a multi-year, multi-site relationship and for growing the business within it.

The role works closely with leaders across Product Management, Sales, Finance, Engineering, Manufacturing, Quality, Construction, Services, and Legal to deliver hydrogen and fuel cell solutions and expand Plug’s footprint across the customer’s operations. Success requires commercial strategy, program leadership, and trusted-advisor capabilities, including negotiating large capital and recurring-revenue agreements, navigating complex organizations, and providing candid, credible guidance.

Requirements

• Bachelor’s degree in engineering, business, or a related field.
• At least 7 years of experience in sales, account management, product management, engineering, or a related field; experience with an energy, renewables, industrial, or capital equipment company is preferred.
• Experience with fuel cells, hydrogen, batteries, or other energy storage and power technologies.
• Demonstrated success managing complex, high-value customer relationships and negotiating large commercial agreements.
• Ability to travel up to 50%.
• Strong business sense and ability to articulate value to diverse audiences and drive results against aggressive targets.
• Ability to learn complex technology quickly and engage credibly with engineers and executives.
• Exceptional written and verbal communication skills, including distilling complex information into key themes tailored to stakeholders.
• Proven ability to lead cross-functional teams without direct authority, build alignment, and hold others accountable.
• Straightforward and honest communication with customers and colleagues, with professionalism and high standards.
• Highly organized, detail-oriented, and persistent in follow-through, with a results-driven work style.

Nice To Haves

• Master’s degree in engineering or business; an MBA is a plus.
• At least 12 years of experience in sales, account management, product management, engineering, or a related field.
• Background in material handling, warehousing, logistics, or industrial equipment industries.
• Experience selling capital equipment and long-cycle, multi-site solutions.
• Experience selling to large, sophisticated enterprise or hyperscale customers, including navigating formal RFP and procurement processes.
• Experience selling an ecosystem that bundles equipment, infrastructure, fuel or energy supply, and services into a single value proposition.
• Strong financial acumen, including TCO and ROI modeling and commercial pricing strategy.
• Proficiency with Salesforce CRM.

Responsibilities

• Develop and execute a multi-year strategic account plan to grow revenue, deepen share of wallet, and position Plug as the customer’s long-term hydrogen partner.
• Build and sustain trusted relationships with senior executives and functional leaders across the customer’s operations, engineering, procurement, finance, and sustainability organizations; understand their priorities and remove roadblocks early.
• Lead the full sales cycle from opportunity identification through close, including RFP responses, pricing and commercial strategy, contract negotiation, and total cost of ownership (TCO) and business case development.
• Sell Plug’s integrated ecosystem of fuel cell systems, hydrogen fueling infrastructure, hydrogen supply, and services across Plug solutions and business units.
• Own overall account health, including performance against commitments, escalation management, and customer satisfaction; communicate openly with the customer and drive timely cross-functional issue resolution.
• Lead Customer Quarterly Business Reviews (QBRs).
• Present realistic yet ambitious sales and revenue forecasts, pipeline reviews, and account performance to Plug’s executive leadership team.
• Partner with Product Management, Engineering, and Manufacturing to translate customer needs into design specifications, product roadmap input, and deployment plans.
• Coordinate large, multi-site programs across internal teams, holding stakeholders accountable to schedule, cost, and quality commitments and clearing obstacles to successful implementation.
• Resolve resource misalignment and priority conflicts with functional leaders.
• Prepare and deliver executive-level presentations and business reviews that explain complex technical and financial topics clearly for the audience.
• Represent Plug Power with professionalism and integrity in every interaction.
• Perform other duties as assigned.

Benefits

• Health, dental, and vision insurance eligibility starting from the first day of hire.
• 401(k) with 5% company match.
• Bonus eligibility.
• Paid time off, including vacation, personal, and sick time.
• Paid holidays.
• Wellness Reimbursement Program.
• Potential to apply for tuition reimbursement.
• Fertility and Family Building Benefit.
• Employee Referral program.
• Employee Assistance Program.

What This Job Offers

• Job Type: Full-time
• Career Level: Director