Director, ES&O Strategic Market Development

Lead strategic market development in Emeryville, CA. Develop regional go-to-market strategy, identify market opportunities, and drive growth. Requires 5-10 yrs. experience in energy and power markets, strong communication skills, and project management.

Emeryville, CA, United States  UTC-08:00   On-site   Full Time   10000+   USD 200k–240k   More than 3 months ago

Wärtsilä Energy Storage & Optimization (ES&O) is the leading global energy storage optimizer. Our mission is to deliver integrated energy solutions that build a resilient, intelligent, and flexible energy infrastructure - unlocking the way to an optimized renewable future. By integrating renewables, energy management technology, and storage with traditional energy resources, we reinvent clean energy production from the largest and most complex grids to the most remote and essential microgrids. We play a key role in Wärtsilä’s vision towards a 100% renewable energy future through flexibility, reliability, and integration for a more sustainable world for us all.

We are looking for a Strategic Market Development Director to join our exciting and dynamic team of highly skilled and professional co-workers in Wärtsilä, reporting to the Director of Sales Management, Energy Storage and Optimization.

What will you be doing?

As a Strategic Market Development Director, you will play a key role in leading the team developing the regional go to market strategy by identifying the fundamental market requirements and opportunities for us to develop creative business models for our solutions. The Strategic Market Development Director will develop region plans for growth, working with sales and marketing to gather market needs and requirements (Policy changes, key drivers, competition etc). Build plans to ensure market share is retained and grown and support commercial goals and objectives including partnerships and key stakeholder engagement.

The ideal candidate will have 5-10 yrs. of industry Business or Market Development experience, with strong external, customer focus and communication skills. Comprehensive knowledge of Global Energy and Power markets is a must along with utility-scale renewable experience including energy storage. Strong project and process management skills with experience managing multiple teams on simultaneous projects is required.


  • The successful candidate will lead the definition of key market requirements.
  • Will understand the competitive landscape for energy storage, and energy storage EMS and wholesale market bid optimisation software.
  • Conduct or procure market research as required, as well as conduct voice of the customer interviews to inform the business strategy and product direction.
  • Build market intel into structured information and feedback to the business.
  • Build market requirement documents, business/marketing plans for new products, new modules, and new services.
  • Lead development of regional market strategy and plan including cost structure benchmarking, pricing strategy, and development of regional plan KPI’s.
  • In collaboration with the Solution Development Director and other stakeholders, establish the global and regional GTM strategies based on key drivers (aka: domestic content, policy, logistics, barriers to entry implementation, local partnerships etc.)
  • Will have proven renewable and energy storage project development and transaction experience, strong communication skills and financial acumen.
  • Has and maintains expertise in battery energy storage technologies and revenue sources and revenue stacking and optimization strategies including development of modelling/analytical tools.
  • Monitors regulatory and market rule changes that could affect battery energy storage revenues or customer need or interest in energy storage projects and develops strategies to find opportunities from these changes or to mitigate impacts from undesirable changes.
  • He or she will partner with the regional sales team to expand the company’s market share through effective industry partnerships.
  • Mentor and support his/her team, lead by example, and enable collaboration across organisations.
  • Assists in preparation of customer presentations and leads team training and knowledge development programs.


  • 5-10 yrs. of industry Business or Market Development experience, with strong external, customer focus and communication skills.
  • Comprehensive knowledge of global energy and power markets is a must along with utility-scale renewable experience including energy storage.
  • Strong project and process management skills with experience managing multiple teams on simultaneous projects.
  • Excellent interpersonal, leadership and collaboration skills.
  • Demonstrated ability to deliver results in a matrix environment and coordinating activities/priorities with diverse teams.
  • Ability to juggle multiple tasks across multiple time zones.
  • Willingness to take ownership of key initiatives and produce results.
  • Ability to travel to domestic and international meetings (Approx. 10 - 30%).
  • Proficient in the MS Office Suite.
  • Bachelor’s degree required; MBA is a strong plus.

Why you and us

You will be a part of a global organization with local presence and work in an exciting and dynamic working environment with highly motivated and skilled co-workers. We offer interesting and challenging work tasks, as well as personal and professional development in a great team. If you feel excited by being a part of this working environment and think your personal skills and qualities match the job requirements, we look forward to receiving your job application.

Successful applicant must be authorized to work in the USA without sponsorship. We look forward to hearing from you. Qualified candidates must apply online:

Individuals hired for positions that require on-site customer interactions and/or in-person travel may be required to be fully vaccinated against COVID-19 or other country-specific vaccinations, unless otherwise prohibited by law. Wärtsilä North America values our employees. We offer a competitive salary and comprehensive benefits package. Wärtsilä North America is an EOE/AA employer.

For applicants that reside in California, the salary range/hourly wage range is $200,000 - $240,000.

The amounts listed are the base pay range; additional compensation may be available for this role, such as shift differentials, standby/on-call, overtime, premiums, extra shift incentives, or bonus opportunities. Eligibility to participate in: the discretionary incentive plan assigned to the level of position upon offer of employment; medical, dental and vision coverage, 401(k) plan and flexible spending accounts, subject to plan terms; Company-paid benefits such as life insurance, short- and long-term disability, subject to applicable waiting periods. Paid time off (PTO) is accrued on a per-pay period basis in accordance with tenure in the Company; a new hire can expect 17 days per year. Twelve (12) Company-paid holidays.

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About the role

Dec 07, 2023

Full Time


Jun 05, 2024


USD 200k–240k

Emeryville, CA, United States

5-10 yrs. of industry Business or Market Development experience


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