Responsable Senior des Ventes, Clients IPP (H/F)

Job Description

We are seeking a commercially sharp, fast-paced, and highly strategic Senior Manager of Sales for IPP Clients to lead our growth initiatives among Independent Power Producers and project developers across the UK and Ireland (UK & IE). In this role, you will be responsible for defining our IPP segment strategy, leading a talented team of sales managers, and driving transaction execution for some of the most dynamic energy storage projects in the region.

You will champion a Challenger Sales methodology tailored to the unique, rapid-fire nature of private developers and investors. Your primary focus will be on articulating how Fluence's battery energy storage systems (BESS) and digital asset-optimization software maximize the lifetime value, merchant performance, and bankability of assets to meet strict margin and order intake targets.

Key Responsibilities

Strategic Leadership & IPP Segment Strategy

• Define Segment Strategy: Develop and execute a targeted sales strategy for the UK & IE IPP and developer market, identifying high-value pipeline opportunities and positioning Fluence as the partner of choice for fast-track projects.
• IPP-Focused Challenger Sales: Lead the sales team in applying the Challenger Sales methodology specifically calibrated to disrupt transactional, CAPEX-first buying behaviors common among developers:
  • Teach for Differentiation: Reframe the client's focus from minimizing upfront CAPEX to maximizing lifetime Net Present Value (NPV) and project IRR. Educate IPPs on how operational metrics-such as superior Round-Trip Efficiency (RTE), optimized degradation curves, and advanced software-driven state-of-charge management-directly translate into higher merchant trading revenue and lower long-term OPEX.
  • Tailor for Resonance: Speak the distinct languages of both the entrepreneurial developer (focused on speed-to-market, grid connection security, and early-mover advantages) and their financial backers (focused on debt sizing, debt service coverage ratios, and meeting strict bankability criteria).
  • Take Control of the Dialogue: Steer commercial discussions toward standardization to compress project timelines. Confidently push back on highly customized, non-standard technical requests that delay deployment, demonstrating how standard Fluence configurations accelerate time-to-market and mitigate construction-phase risks.
• Market & Grid Analysis: Stay ahead of UK & IE market dynamics, including connection queues, regulatory updates (e.g., Grid Code requirements), and ancillary services evolution, to position Fluence as a strategic advisor.

Client Engagement & Commercial Execution

• Origination & Relationship Management: Cultivate deep, trust-based relationships with leading IPPs, private equity infrastructure funds, and joint-venture developers active in the UK & IE market.
• Project Finance & Bankability Navigation: Lead structured, complex negotiations with IPP sponsors and their debt lenders, ensuring Fluence's commercial contracts, performance guarantees, and warranties satisfy strict project-finance criteria.
• Optimizing the Revenue Stack: Partner with Fluence's digital/software teams to sell integrated hardware-and-software solutions, showing how our algorithmic trading software enables IPPs to capture maximum volatility in the Balancing Mechanism and wholesale markets.

Team Management & Sales Enablement

• Lead and Mentor: Manage, coach, and support a high-performing team of sales professionals dedicated to the IPP segment.
• Build Agility: Equip the team with the tools, financial models, and pricing strategies needed to produce rapid, accurate, and highly competitive bids in response to fast-moving developer timelines.
• Cross-Functional Collaboration: Coordinate closely with engineering, legal, structured finance, and operations to deliver seamless, bankable project proposals under tight schedules.

Required Qualifications & Experience

• 8+ years of B2B sales experience in the renewable energy, energy storage, or independent power generation sectors, with a proven history of closing utility-scale projects with IPPs or private developers.
• High proficiency in project finance structures, including debt-sizing, leverage constraints, equity IRR calculations, and structured revenue agreements.
• Mastery of the Challenger Sales model (or similar insight-led frameworks), specifically demonstrated in shifting transactional buyers toward long-term value and software-enabled solutions.
• Deep knowledge of the UK & Ireland energy storage market, grid connection dynamics, and key active IPP developers and infrastructure investors.
• Proven capability to lead, inspire, and develop a sales team within a fast-scaling, high-pressure business environment.
• Clear understanding of battery energy storage technology, battery chemistry degradation, and digital energy management/trading software.

Our Culture

At Fluence, our culture is the foundation that drives our ambitious growth strategy and fuels our mission to transform the future of energy. Our core cultural pillars empower us to innovate, collaborate, and lead with purpose, ensuring we continue to deliver unparalleled value to our customers and the world.

Unleash Voices

We believe every voice matters. We encourage openness, active listening, and decisive action to create a culture where everyone has the opportunity to contribute to our success. We foster an environment where diverse perspectives are heard and valued, driving innovation and progress.

Customer Fluent

Our customers are at the heart of everything we do. We're committed to delivering exceptional value that exceeds expectations by understanding our customers' needs and adapting swiftly to meet them. Our deep focus on customer satisfaction drives us to continuously improve and innovate.

Infinite Impact

We are committed to creating the impossible. We push boundaries to deliver sustainable, game-changing solutions that shape a brighter, more energy-efficient future for all. Our team is passionate about making a lasting impact that will resonate for generations to come.

All In

We are all in for growth. Our teams are relentlessly focused on identifying and seizing opportunities that propel us forward. We embrace an ownership mindset, pushing ourselves and each other to accelerate progress and create lasting success.