Sales Director, Power Conversion

Nextpower • Mesa, AZ

2d

About The Position

The Sales Director, Power Conversion leads commercial strategy and sales execution for Nextpower’s power conversion portfolio. The role is based in Fremont, California; remote work may be considered only with advance approval. The Director builds customer relationships, leads complex sales pursuits, and aligns Sales with Engineering, Product, Operations, Finance, Legal, and other teams to deliver profitable growth.

The role establishes operating objectives, sales plans, and execution standards; leads experienced sales professionals and may lead subordinate managers; and is accountable for the performance, resources, and budget of the assigned sales function or business segment. The Director brings deep knowledge of solar inverters and power conversion, the solar market, customer project economics, and the competitive landscape. The role exercises independent judgment on complex and evolving business issues, making decisions that affect medium-term results, customer commitments, project schedules, and business operations.

Success is measured by achievement of sales objectives; forecast accuracy and pipeline health; profitable pursuits and effective contract execution; sales organization performance and resource management; customer trust and repeat business; and effective management of credit exposure, commercial risk, and market changes. Travel is expected up to approximately 25%, with additional travel as business needs require.

Requirements

• Bachelor’s degree in engineering, business, or a related field, or equivalent relevant experience.
• 10+ years of technical or complex B2B sales experience, including significant experience leading teams, sales programs, or multidisciplinary commercial work.
• Previous solar inverter or power conversion experience.
• Demonstrated success leading complex, long-cycle sales, negotiating commercial agreements, and achieving revenue and margin objectives.
• Experience setting operating plans, developing sales processes, allocating resources, and managing a budget or comparable financial responsibility.
• Advanced understanding of the power conversion or solar market and a working understanding of Nextpower’s business, products, and competitive environment.
• Strong analytical and conceptual problem-solving skills, including sound decision-making with incomplete or changing information.
• Executive-level communication, presentation, negotiation, and influencing skills; ability to persuade stakeholders in sensitive situations while maintaining productive relationships.
• Proficiency with Salesforce or another CRM and Microsoft Excel, Word, and PowerPoint.
• Ability to travel up to approximately 25%, with additional travel as business needs require.

Responsibilities

• Set power conversion sales strategy, annual and multi-year operating objectives, territory and account plans, and work plans; translate business priorities into assignments, targets, and review cadence.
• Lead, coach, and develop an experienced sales organization, including sales managers where applicable; establish performance expectations, build capability and succession, and advise the team on complex matters.
• Develop and refine sales policies, procedures, playbooks, and evaluation criteria for deal qualification, pricing, proposals, forecasting, negotiations, and customer handoffs, consistent with company policies and approval authorities.
• Own the assigned sales function’s operating plan and budget; allocate resources, monitor costs, evaluate investment needs, and adjust plans to meet business goals.
• Build and maintain senior-level relationships with customers, developers, EPCs, utilities, and strategic partners; identify decision-makers and understand customer priorities.
• Lead complex, multi-stakeholder sales pursuits from qualification through close, including bid strategy, proposals, commercial terms, contract negotiations, and internal approvals.
• Partner with Engineering, Product, Operations, Finance, Legal, and other functions to shape competitive solutions, assess project requirements and risks, establish deal structures, and deliver timely, accurate proposals.
• Use market, project, customer, and financial data to resolve ambiguous problems, anticipate risks, and select appropriate approaches when direction or requirements are incomplete.
• Drive major cross-functional sales projects and initiatives, track dependencies and milestones, and intervene when issues could delay schedules or jeopardize business activity.
• Own forecast quality and CRM discipline for the assigned portfolio; review pipeline health, bookings, margin, deal risks, customer credit exposure, and corrective actions with leadership.
• Develop and present customer and internal business cases, including credit exposure assessments and financial justification; protect customer and company interests in sensitive negotiations.
• Lead regular business reviews with strategic customers and ensure closed deals transition effectively to delivery and operations.
• Monitor market conditions, competitor activity, policy and regulatory developments, and customer needs; adjust strategy and communicate material impacts to leadership and partner functions.
• Represent Sales in cross-functional planning and decision-making, influencing stakeholders to align on priorities, resources, risk responses, and business outcomes.
• Make timely tactical decisions as conditions change and resolve unforeseen issues while balancing speed, customer impact, risk, and business objectives.
• Perform other job-related duties as assigned.

What This Job Offers

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