Director, Business Development Strategy and Operations, Software and Services

Fremont, CA, United States

Job Description

The Nextracker Director, Business Development Strategy and Operations, Software and Services will be based in Fremont, CA. This position will be responsible for supporting the growth of the Software and Services business globally. In this highly cross-functional role, you will collaborate with teams across Nextracker including C-Suite Executive Management, Sales, Marketing, Legal, Operations, Finance, and Product Management. The ideal candidate will have a strong background in sales management and operations, as well as a proven track record of success in driving sales growth and building and managing sales operations teams. This position reports to the head of Software and Services and is critical to the effective growth of the Software and Services sales program.

Key Performance Indicators (KPIs) How You Will Measure Success

Achieving / Exceeding group sales targets

Delivering a plan to penetrate the highest value owner/developer accounts and each sales region

Leading a high-functioning global sales operations organization through the NX sale process from Customer RFP to contract execution and handoff to operations

Driving excellence in sales forecast accuracy and data cleanliness in the company’s CRM systems

Ability to coordinate and drive cross-functional activities across the Software and Services divisions and other departments across the company to hit customer due dates and organization objectives

Lead Revenue Recognition planning efforts in collaboration with operations and finance

Here Is a Glimpse Of What You’ll Do

Leadership role helping to lead the growth and execution of Nextracker’s Software and Services sales divisions

Lead a global team of sales analysts across the U.S., India and Brazil to usher complex multi-$M opportunities through the NX sale process and drive data integrity within customer records in Salesforce.com and other systems

Drive sales forecasting by compiling short and long-term pipeline views through engagement with regional Account Managers, Sales Directors and other sales Leaders and market research

Work closely with the Global Sales/Business Development Team on creative deal structuring and bid strategy and roll out new commercial structure initiatives and product offerings to expand sales

Identify and deploy customer tiering and account-specific engagement strategies that establish volume commitment portfolio pricing in collaboration with the broader support team

Serve as the primary cross-functional leader to establish and improve the NX Sales process with Sales Leads, Project Engineering, Sales Ops, and Finance, focusing on scalability and efficiency

Direct best-in-class accuracy and completeness of handoff packages for the Operations team

Track and communicate KPIs on division sales performance to senior management and identify areas of improvement

Own all CRM system reporting improvements and integrations and build new dashboards and ad hoc reporting tools to support program management and growth (ie. NetSuite ERP, Salesforce CRM, PowerBI, etc.)

Maintain summary reports of active and funnel opportunities for management team

Create and maintain sales models, ensuring a positive contribution margin on all Nextracker sales

Support Sales Leads through contract negotiation and redlining process

Formulate Nextracker messaging and generate sales reports and presentations and present them to a wide variety of stakeholders

Monitor system adoption, audit requirements, and data compliance/governance with Finance and Operations

Evangelize communication best practices for sales and sales support functions and document and create knowledge repository for broader sales team and onboarding purposes

Continually streamline, standardize, and improve proposal templates, and client presentations

Manage the operational aspect of onboarding and training of new sales personnel

Here Is Some Of What You’ll Need (Required)…

7-15 years of experience of relevant B2B Sales Support experience in a sales analysis, business development, and/or program management role

BS/BA in a business or technical field

Highly competitive drive and motivation to ramp an industry disrupting technology

Track record of achieving results by assessing key elements required, mapping actions, and influencing stakeholders cross functionally including Sales, Product Management, and Engineering

Ability to identify and address process flow gaps, and develop solutions to empower prioritization and team accountability through the RFI to deal close cycle

Strong analytical ability and able to prioritize multiple projects

Excellent problem solving, project management, interpersonal and organizational skills

Demonstrated attention to detail in a fast-paced, dynamic environment

Experience utilizing CRM (Salesforce preferred) and ERP (NetSuite preferred) systems

Advanced proficiency in Excel, Word, and PowerPoint

Ability to travel to meet customer and attend industry events

Solar experience and passion for solar are always a plus

At Nextracker, we are leading in the energy transition, providing the most comprehensive portfolio of intelligent solar tracker and software solutions for solar power plants, as well as strategic services to capture the full value of solar power plants for our customers. Our talented worldwide teams are transforming PV plant performance every day with smart technology, data monitoring and analysis services.

For us at Nextracker, sustainability is not just a word. It's a core part of our business, values and our operations. Our sustainability efforts are based on five cornerstones: People, Community, Environment, Innovation, and Integrity. We are creative, collaborative and passionate problem-solvers from diverse backgrounds, driven by our shared mission to provide smart solar and software solutions for our customers and to mitigate climate change for future generations.

Nextracker is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

Culture is our Passion

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