Strategic Sales Manager -- Large Scale | Southeast (Orlando, FL)

Why Work at SMA America

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.

Strategic Sales Manager – Large Scale

WORK AUTHORIZATION

Applicants must be authorized to work in the United States on a full-time basis. SMA America does not offer employment visa sponsorship of any kind, including H-1B, OPT, CPT, or TN visas. Candidates who currently require or will in the future require visa sponsorship are not eligible for this role. Candidates operating under a temporary work permit or any visa-tied employment authorization are also not eligible. This position is open to candidates located within the continental United States only.

AI-GENERATED APPLICATION MATERIALS

We review all resumes and application materials for AI-generated content. Submissions that show evidence of AI manipulation -- including AI-written resumes, cover letters, or responses -- will be disqualified from consideration without further review. We want to hear your authentic voice and see your genuine experience.

PURPOSE OF THE POSITION

The Strategic Sales Manager – Large Scale is responsible for identifying, developing, and driving profitable business growth opportunities for SMA America's utility-scale solar and battery energy storage solutions across an assigned North American territory. This position works within a matrix organization with SMA's headquarters in Germany and North America, and contributes to the success of the global Large Scale sales team.

PRIMARY DUTIES / RESPONSIBILITIES

Develops and manages key accounts within the assigned territory, with a focus on utility-scale PV and BESS opportunities.

Builds and maintains senior-level relationships with IPPs, EPCs, developers, utilities, and other key decision-makers across the energy sector.

Develops effective long-term strategic plans to capture market share and maximize sales revenue within the assigned territory.

Executes a complex solutions selling approach at the executive level to drive technology alignment and forward roadmap development.

Develops comprehensive short and long-term sales strategies to maximize business capture across the customer base.

Develops business cases and strategic plans to feed market input, industry data, and customer requirements into internal business unit product and solutions development cycles.

Actively owns, drives, and manages monthly pipeline business forecast and addresses any issues for successful and timely resolution.

Implements and improves sales cycle, systems, and processes as required to drive improved effectiveness and profitability.

Collaborates with internal colleagues across sales, product management, engineering, and service teams to ensure alignment on technical requirements and customer needs.

Maintains accurate records of customer activity and pipeline in CRM systems with thorough organizational discipline and direct management reporting.

Attends relevant trade shows, conferences, seminars, and industry events as required.

Travels to Rocklin-based offices, tradeshows, and customer meetings as needed.

Travels to SMA headquarters in Kassel, Germany for alignment within the business unit as needed.

Other duties as may be required or assigned.

REQUIRED QUALIFICATIONS

Bachelor's degree in a commercial or technical field is required. A master's degree or post-graduate certification in renewable energy or a related discipline is preferred.

5-10 years of successful, demonstrable sales or business development experience in advanced technology industries, with strong engineering understanding.

Experience in electrical systems, solar/PV design, or related fields is required.

Proven track record of managing large, complex customers in cross-functional matrix environments with lengthy design, qualification, and project sales cycles across multiple decision-makers.

Understanding of and prior engagement with utilities, IPPs, end users, and the broader U.S. energy sector.

Understanding of utility grid operations, power plants, energy transmission and delivery, and associated services.

Requires an influential network of senior-level industry contacts, understanding of market trends and industry drivers, and familiarity with full system technology roadmaps.

OTHER SPECIALIZED SKILLS

Solid knowledge of strategic and solutions selling; large account management experience required.

Strong organizational, interpersonal, communication, and time management skills.

Excellent presentation and negotiation skills.

Highly driven, motivated, and energetic self-starter mentality with full dedication and commitment to attacking the market.

Proficiency in English, both written and verbal, is required. Proficiency in Spanish is a plus.

Proficiency with Microsoft Office Suite and standard industry management programs (Salesforce, SharePoint) required.

Detail-oriented with a high degree of accuracy.

Strong analytical and problem-solving skills.

Ability to work effectively and independently in a remote team structure; requires strong initiative, discipline, and self-management.

Valid driver's license and clean driving record required.

Up to 50% domestic travel.

WE OFFER

Base salary range of $130,000 to $150,000 annually, dependent on experience, plus $40,000 variable compensation (TTC $170,000 – $190,000).

Comprehensive benefits including health, dental, and vision coverage, including $0 premium options.

Remote-first work schedule within assigned territory. Relocation assistance available; budget to be confirmed.

401(k) plan with company match.

Opportunities for professional development, training, and industry engagement.

Inclusive, collaborative, and innovative work environment with global cross-functional exposure.

Our EEO Policy 

We are an equal opportunity employer and we make our employment decisions on the basis of merit and without regard to one’s race, color, creed, sex (includes gender, pregnancy, childbirth and related medical conditions), gender identity, religion, marital status, age (over 40), national origin or ancestry, physical or mental disability (includes HIV/Aids), medical condition (cancer, genetic characteristics), veteran’s status, sexual orientation, or any other consideration made unlawful by law.

In accordance with applicable law protecting qualified individuals with known disabilities, SMA will attempt to reasonably accommodate qualified applicants with known disabilities, unless doing so would create an undue hardship on SMA. Any qualified applicant with a disability who believes he or she requires an accommodation in order to perform the essential functions of the job for which he or she is applying should identify the accommodation(s) needed in the application.

Our Privacy Policy

During your job application or recruitment process with us: (a) SMA may collect your personal information directly from you, such as when you submit your application and resume on our online portal or when you have job interviews with us. We may also obtain your personal information from third parties, including but not limited to your former employers, background or employment check service providers or third-party recruiters; and, (b) SMA may use or process applicants' personal information for relevant purposes including but not limited to general communications with you, identity verification, background or employment checks, determination of eligibility, and making hiring decisions. For successful job applicants who become SMA’s staff, we may retain and integrate your personal information collected during the recruitment process into your records at SMA. For unsuccessful job applicants, [SMA may retain your application for internal records or for future recruitment purposes].

If you are a California resident, you have specific rights regarding your personal information under the California Consumer Privacy Act of 2018, as amended including by the California Privacy Rights Act of 2020, and its implementing regulations (the “CCPA”). This Company Personnel and Covered Individuals Privacy Notice for California Residents issued by SMA is applicable to you and explains your CCPA rights and our collection, use or disclosure of your personal information.

If you have any question regarding our privacy policy, please contact us at US_DataPrivacy@sma-america.com