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Job Title: Commercial Operations Director – Commercial, Industrial & Utility Sales Operations at Bloom Energy
Job Summary:
As a Commercial Ops Director at Bloom Energy, you will serve as a critical bridge between cross-functional teams to ensure streamlined proposal development, efficient RFP management, and implementation of robust contracting processes. You will be responsible for proposal creation, working with a range of teams including application engineering, operations, and structured finance to build robust project plans and pricing. You will also be responsible for contract negotiations, working closely with the Sales Account Executive, Legal and the technical teams This role is essential in maintaining our operational excellence and supporting our team’s growth and success in Europe (primarily Germany, Italy & UK) and Asia (primarily Taiwan, Singapore & Japan).
Key Responsibilities:
Contract standardization & management
- Manage and maintain standard contract template: ensure current business, legal and compliance requirements in collaboration with the structured finance and legal team
- Customer detail validation: Ensure customer details (legal entity, contact info) are accurate and ensure alignment with contract terms, including pricing, terms and conditions
- Tailor contracts based on client requirements, including scope of work, service levels and deliverables
Contract creation & negotiation
- Prepare and integrate negotiated terms by the sales and legal team to the customer contract
- Ensure contract reviews through the internal approval workflow, facilitating reviews with internal stakeholders, including legal, finance and ELT
Proposal preparation & customization
- Develop tailored proposals in collaboration with the sales, engineering, pricing/structure finance and legal teams
- Customize proposals based on customer requirements and project plans, with specific Bloom solutions
- Ensure quality of formatting for customer executive level presentation, including graphics, charts, structured layouts
- Work with the structured finance team to develop pricing structure and payment terms that are aligned to customer requirements and PnL structure
Proposal review & submission
- Ensure proposal is reviewed across all functions and obtain approvals from all stakeholders (legal, engineering, finance)
- Manage Salesforce approval documentation. Get approval from the Bloom ELT before finalization
- Ensure timely delivery of the proposal by the responsible Account Executive or Bloom leadership
- Communicate acknowledgement of submission and track customer feedback or clarification
Cross-functional Team Coordination
- Facilitate seamless communication and workflow between sales, application engineering, structured finance, and leadership teams
- Manage project timelines, track interdepartmental deliverables, and proactively identify and resolve potential bottlenecks
- Organize and lead cross-functional meetings to ensure alignment on proposal strategies, pricing, and customer engagement approaches
Operational Process Optimization
- Continuously review and refine sales operations processes to enhance efficiency and effectiveness
- Develop and implement best practices for proposal creation, RFP response, and cross-functional collaboration
- Act as a subject matter expert on sales operations tools, methodologies, and industry benchmarks
Qualifications:
- Experience: 10-15+ years of experience in sales operations, preferably in technology or energy solutions.
- Technical Expertise: Strong knowledge of alternative energy solutions, especially fuel cell technology, microgrids, and renewable integration for behind-the meter applications and large-scale facilities.
- Sales Operations: Proven track record of supporting complex sales cycles and managing cross-functional teams
- Education: Bachelor’s degree in Engineering, Business, Energy Management, or related field; MBA or advanced technical degrees are a plus.
- Travel: Frequent travel may be required regionally and globally
Core Competencies:
- Organizational and project management skills: Ability to juggle multiple complex projects simultaneously, creating structured workflows that ensure timely and precise execution of critical sales support tasks.
- Excellent written and verbal communication skills: Communicates complex technical and commercial information with clarity, precision, and persuasiveness, bridging communication gaps between technical, sales, and finance teams.
- Analytical & Financial Acumen: Ability to develop business cases, calculate ROI, and conduct cost-benefit analyses to demonstrate value for potential clients.
- Ability to work effectively in a fast-paced, dynamic environment: Demonstrates resilience and adaptability, maintaining high performance and composure while rapidly shifting priorities and navigating the ever-changing energy landscape of commercial, industrial and utilities
Compensation & Benefits:
- Competitive base salary with performance-based commissions based on sales team performance.
- Comprehensive benefits package including health, dental, vision, retirement plans, and professional development opportunities.
This role at Bloom Energy is ideal for an experience sales operations professional with a passion for advancing sustainable energy solutions and helping commercial and industrial customers meet their critical needs for reliable and efficient power.
