Account Executive, Energy Storage Controls, Data Software & Services

Position Summary

The Account Executive is responsible for driving growth of IHI Terrasun’s energy storage controls software and data analytics platforms with the goal of becoming an industry leader in the Energy Software and Services Market. This role serves as the primary commercial interface with Developers, Owners, and EPCs leveraging an established industry network to identify, nurture, and close complex B2B opportunities focused on energy storage and solar system project controls and operational performance analytics.  

The ideal candidate will thrive in a small organization where building relationships, collaborating across functions, and building sustainable processes are just as essential as building the pipeline. Under the guidance of our VP of Commercial & Product Management and Senior Manger of Applications Engineering & Commercial Solutions, this person will translate strategy into results, drawing on the company’s proven success in controls, data analytics, and integrated battery storage solutions and support. 

Key responsibilities include:

• In collaboration with Sales Operations, Design Engineering, Product Management, Product Engineering and Executive Leadership, develop, strengthen and implement the controls, SaaS, and long-term services offerings go to market plans for utility-scale battery storage and solar projects.

• Partner with Product Management to gather and synthesize competitive intelligence, including competitor offerings, positioning, pricing models, and win/loss insights, to inform product and go‑to‑market strategy. 

• Leverage an existing network of energy storage, power systems, or industrial controls to originate qualified opportunities and drive revenue growth

• Coordinate and manage opportunities internally across cross-functional teams including engineering, product management, project management, legal, finance, and field services

• Serve as a trusted, customer-facing representative of IHI Terrasun through regular engagement with customers, partners, and prospects

• Develop and grow new accounts through targeted prospecting, relationship-driven selling, and strategic outbound efforts

• Lead virtual and in-person technical and commercial presentations, product demonstrations, and training sessions on IHI’s controls software, analytics platforms, and integrated hardware/software offerings

• Leverage AI-enabled tools and workflows to improve prospecting efficiency, customer insight generation, opportunity qualification, and sales effectiveness

• Represent IHI Terrasun at industry conferences, customer meetings, and trade events

• Apply value-based selling, challenger selling principles, and solution-oriented approaches to differentiate IHI Terrasun’s controls software, analytics, services, and system-level expertise

• Navigate long, technically complex B2B sales cycles spanning months and involving multiple stakeholders

• Synthesize technical, operational, and commercial information into clear customer-facing narratives, proposals, and executive-level communications

• Provide regular pipeline, forecast, and opportunity updates to senior leadership and executive stakeholders, including structured reporting to Executive leadership via CRM tools and meetings

Job Dimensions (Skills, Knowledge & Abilities)

• Minimum 10+ years of technical or software-based sales experience

• Demonstrated ability to sell software-driven solutions for complex physical systems (controls, automation, analytics, or energy infrastructure) 

• Strong understanding & technical proficiency in controls and data analytics software for BESS and solar operations, electrical systems, and operational or technical data analytics for equipment including but not limited to utility scale batteries, inverters, converters, and plant control/SCADA systems.  

• Strong communication and collaboration skills with varied stakeholders

• Project and opportunity management experience across interdisciplinary teams

• Demonstrated experience using AI-powered sales, research, or productivity tools to improve efficiency, deal quality, and customer outcomes

• Excellence in account research, opportunity planning, content creation, and internal collaboration 

• Strong analytical skills, attention to detail, and comfort managing technically complex information

• Ability to balance autonomy with collaboration in a small, matrixed organization

• Professional judgment, ethics, discretion, and confidentiality

• Intermediate mathematical and analytical competency

• Intermediate to advanced proficiency in Excel, Word, and PowerPoint
• Strong planning, prioritization, and time-management skills

• Dependable, self-directed, and results-oriented approach to work

• Flexible, driven, and motivated in situations of ambiguity or uncertainty

Qualifications (Education & Work Experience)

Basic Qualifications

• Bachelor’s degree in Business, Engineering, or a related technical discipline

• 10+ years of experience in technical or software-based sales

• Demonstrated success selling energy storage controls software, industrial controls, automation platforms, or operational/technical analytics solutions

• Established energy storage and solar + storage industry network with existing relationships with IPPs, utilities, and owners/operators of BESS assets

• Strong understanding of BESS hardware, software, and/or field services

• Experience managing opportunities internally across engineering, product, legal, and finance teams

• Highly organized, detail-oriented, and capable of managing multiple parallel opportunities

• Strong written, verbal, and presentation skills with the ability to convey complex technical concepts to varied audiences

• Demonstrated ability to adopt new tools and technologies, including AI-driven solutions, to improve personal and team productivity

• Experience supporting or participating in contract and legal negotiations preferred

Desired Qualifications

• Advanced degree (MBA, MS, or equivalent) in Business, Engineering, or a related field

• Experience helping define or improve AI-enabled sales processes, playbooks, or best practices

Tools & Equipment Proficiency

• Microsoft Tools including Teams, Sharepoint, Planner, Word, Excel, and PowerPoint

• CRM and opportunity management tools (Zoho CRM )

• AI-enabled sales, research, and productivity tools used to support prospecting, deal strategy, and customer engagement

Travel & Location:

The position is a remote-first position, and involves up to 30% or more travel to conferences and customer locations, for training, or to the home office in Chicago.

Compensation:

This is a salaried, exempt position that is eligible for commissions-based variable compensation. The base salary range is $150,000- 190,000 plus commissions. The target compensation of base salary plus commissions is $165,000-$290,000. Base salary will be commiserate with experience and expertise. Commissions structure will be based on a combination of MBOs, sales commission incentives, and long-term incentives.

Why Join IHI Terrasun?

At IHI Terrasun, we believe our people are our most valuable resource. That’s why we prioritize your professional growth, work-life balance, and overall well-being.

Our Benefits Include:

• Comprehensive Health Coverage: 100% employer-paid health, dental, and vision insurance.
• Retirement Planning: 401(k) plan with employer contribution matching.
• Financial Security: Employer-sponsored Life, AD&D, Short-Term, and Long-Term Disability Insurance.
• Professional Development: Tuition and continuing education stipend to support your growth.
• Inclusive and Supportive Culture: Work in an environment where collaboration, innovation, and mutual respect thrive.

Why You Matter

Every member of our team plays a critical role in our success. By joining us, you’ll have the opportunity to contribute to impactful projects, work with state-of-the-art technology, and help shape the future of renewable energy.

Even if there isn’t a current opening that matches your expertise, we want to hear from you!

Together, we can make green energy the standard—not the exception.

Join us in building a brighter, more sustainable world. We’re excited to hear from you!