ENERGY THAT CHANGES : Innovative and sustainable key technologies are prerequisites for renewable energy supply. More than 3,000 employees from 18 countries work to ensure that SMA is actively helping to promote the production and development of PV system technology worldwide.
Would you like to play a part in shaping the energy supply of the future?Welcome to SMA.
be energy. Your energy can thrive with us. Respond to changes in an active, bold and targeted way.
be flexible. Conditions can change, so our work schedule models offer you a solution.
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Role Objective
The Key Account Manager – Large Scale is responsible for developing strategic relationships and driving sales with key stakeholders involved in large-scale photovoltaic projects. This role focuses on identifying and managing business opportunities with EPCs, project developers, utilities, and investors, ensuring the successful implementation of technical and commercial solutions. The KAM plays a pivotal role in accelerating the growth of SMA's footprint in utility-scale solar projects by leading business development and project acquisition initiatives across the assigned territory.
Key Responsibilities
* Identify and develop business opportunities in large-scale photovoltaic projects within the assigned region.
* Build and nurture long-term relationships with EPC contractors, developers, utilities, and other project stakeholders.
* Drive the adoption of SMA’s solutions in major solar projects, from pre-sales to project execution.
* Deliver technical and commercial support during project development and bidding phases.
* Negotiate key contracts and support pricing strategies aligned with project and customer requirements.
* Monitor market trends and competitors to inform strategic decisions.
* Collaborate with internal technical, marketing, and product management teams to align offerings with market needs.
* Participate in major industry events and conferences relevant to utility-scale solar.
* Ensure the achievement of sales targets and contribute to the overall growth of SMA in the large-scale segment .
Requirements
Solid experience in sales or business development in the photovoltaic or energy infrastructure sector, ideally in large-scale or utility-scale projects.
* Strong understanding of project-based sales cycles and the dynamics of the utility-scale PV market.
* Proven track record in managing complex stakeholder environments, including EPCs, developers, and institutional clients.
* Excellent communication, negotiation, and strategic planning skills.
* Ability to translate technical concepts into compelling commercial proposals.
* Strong analytical skills and capacity to assess project viability and market potential.
* Autonomous and proactive, with a collaborative mindset.
* Availability to travel across the assigned region, approximately 3 days per week.
bethechange We look forward to receiving your application.
Your contact is Simona Plebani ( )
SMA is committed to diversity and equal opportunity - unattached of gender, age, origin, religion, disability or sexual orientation.
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* SMA is committed to diversity and equal opportunity - unattached of gender, age, origin, religion, disability or sexual orientation.
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