Sales Manager — C&I; & Utility Battery Solutions

Location: [ Jaipur/Delhi] — with 40–50% regional travel

Experience: 7–12 years

Employment Type: Full-time, Permanent

Key Responsibilities

Revenue Ownership & Large Account Sales

●Own annual order-booking and revenue targets for the region/segment; develop quarterly execution plans and monitor pipeline weekly against targets

●Personally develop and close large, complex deals with IPPs, C&I; anchor accounts, utility companies (DISCOMs, state gencos), and government agencies (SECI, NTPC, state renewable energy corporations)

●Build and maintain senior-level relationships — VP/Director of Projects, Chief Engineers, Energy Managers, Procurement Heads — at strategic accounts; treat these as long-term relationships, not transactional contacts

●Structure and negotiate complex commercial contracts — supply agreements, MSAs, O&M; contracts, and BESS-as-a-service arrangements — in coordination with legal and finance teams

●Manage long sales cycles (3–12 months) across multiple stakeholders; develop account penetration plans for strategic accounts worth ₹5 Cr and above

Channel Strategy & Network Building

●Design and own the channel-to-market strategy for the C&I; segment: define ideal partner profiles, onboarding criteria, and margin/incentive structures for system integrators, electrical contractors, and energy consultants

●Personally sign up, train, and activate key channel partners in the region; set up partner agreements, joint business plans, and quarterly performance reviews

●Support Sales Executives in developing and managing their channel relationships; ensure Iconiq Energy has active, productive partners in every major C&I; cluster in the region

●Identify and work with EPCs, MEP contractors, and energy audit firms who influence BESS purchasing decisions; build Iconiq Energy into their standard recommendation set

Tenders, Government & Utility Segment

●Track and qualify BESS tenders issued by SECI, NTPC, state DISCOMs, and smart city projects; build Iconiq Energy's positioning in the public procurement pipeline

●Own the RFQ and tender response process for government and utility bids — coordinate internally with applications engineering, legal, finance, and supply chain to submit quality, timely proposals

●Maintain awareness of MNRE policies, state storage mandates, and RPO/ESO regulations that create demand; brief the leadership team on policy developments affecting sales strategy

Team Leadership & Sales Process

●Recruit, onboard, and manage a team of 2–4 Sales Executives in your region; set clear targets, coach them on technical selling, proposal quality, and deal progression

●Build a disciplined sales process: define pipeline stages, enforce CRM hygiene, run structured weekly reviews, and lead monthly forecasting exercises with accurate commentary

●Conduct win/loss reviews for significant deals; use findings to improve proposals, pricing, and competitive positioning

●Work with the applications engineering team to develop standard proposal templates, ROI calculators, and competitive battle cards that improve the team's win rate

Market Intelligence & Cross-functional Contribution

●Track BESS project pipeline databases (Mercom India,



Bridge to India, MNRE project lists) and position Iconiq Energy in early-stage project conversations before tenders are issued

●Attend and represent Iconiq Energy at key industry forums, conferences (Intersolar India, REI, Elecrama, ET EnergyWorld Summit), and policy consultations

●Provide structured, regular feedback to product and R&D; teams on customer requirements, product gaps, pricing sensitivity, and service expectations

●Contribute to pricing strategy, product positioning, and go-to-market decisions as a core member of the commercial leadership team

Experience — 7 to 12 Years in B2B Sales

We are looking for strong commercial leaders from the energy, power, and electrical equipment sectors. Backgrounds are listed in order of direct relevance, but all are considered:

●Energy storage / BESS / solar + storage systems — most directly transferable. Prior experience selling BESS solutions to C&I; customers, developers, or utilities in India is a significant advantage. Familiarity with Indian BESS market dynamics, key developers, and SECI / NTPC procurement processes is highly valued

●Solar energy and EPC project sales — strong understanding of project economics, PPA structures, and developer decision-making; particularly valuable for the utility and IPP segment

●Diesel generator sets (DG sets) — senior / regional sales roles — Cummins, Caterpillar, Kirloskar, Jakson, Sudhir; deep C&I; customer relationships, understanding of backup power economics, and experience managing large dealer/channel networks

●Industrial UPS and power backup systems — APC/Schneider Electric, Eaton, Emerson, Luminous commercial, Numeric; strong C&I; buying cycle knowledge and parallel value proposition to BESS

●Industrial inverters, VFDs, and power electronics — ABB, Siemens, Danfoss, Yaskawa; capital equipment selling to industrial buyers

●Distribution transformers and switchgear — Siemens, ABB, Schneider, CG Power, TBEA; utility and EPC relationships at senior levels

●Channel / distribution network leadership — experience designing and scaling a multi-tier channel (dealers, distributors, system integrators) for electrical or power equipment. Candidates who have built channel networks from scratch, designed incentive programs, and driven sell-through at scale have a material advantage

●EPC project management or sales leadership — experience coordinating multi-stakeholder project bids and managing large EPC relationships

Technical & Commercial Skills

●Demonstrated track record of closing deals above ₹2 Cr in ticket size; experience with ₹10 Cr+ deals in the energy or infrastructure sector is a strong plus

●Ability to read and discuss technical documents — single-line diagrams, system specifications, IEC standards — at a level that builds confidence with Chief Engineers and technical decision-makers





●Commercial structuring skills: ability to model ROI, payback periods, and cost of energy for BESS solutions; comfortable preparing and defending business cases for large capital expenditure decisions

●Experience with government and PSU procurement processes — tender submissions, EMD/PBG management, L1 negotiation dynamics — is a strong advantage for the utility segment

●Proficiency with CRM tools (Salesforce, HubSpot, or equivalent); experience building and enforcing pipeline discipline in a small team

Leadership & Personal Attributes

●Proven experience managing and developing a B2B sales team; able to set ambitious targets, coach underperformers, and retain top performers

●High personal accountability — you own the number and drive the outcome, not just the activity

●Strong executive communication skills — comfortable presenting to C-suite decision-makers at large corporates and senior government officials

●Willingness to travel 40–50% within the region and occasionally nationally for key accounts or industry events

●Network of relationships with decision-makers in the renewable energy, industrial, or power infrastructure sector is a material advantage — not a prerequisite

Experience — 7 to 12 Years in B2B Sales

We are looking for strong commercial leaders from the energy, power, and electrical equipment sectors. Backgrounds are listed in order of direct relevance, but all are considered:

● Energy storage / BESS / solar + storage systems — most directly transferable. Prior experience selling BESS solutions to C&I; customers, developers, or utilities in India is a significant advantage. Familiarity with Indian BESS market dynamics, key developers, and SECI / NTPC procurement processes is highly valued

● Solar energy and EPC project sales — strong understanding of project economics, PPA structures, and developer decision-making; particularly valuable for the utility and IPP segment

● Diesel generator sets (DG sets) — senior / regional sales roles — Cummins, Caterpillar, Kirloskar, Jakson, Sudhir; deep C&I; customer relationships, understanding of backup power economics, and experience managing large dealer/channel networks

● Industrial UPS and power backup systems — APC/Schneider Electric, Eaton, Emerson, Luminous commercial, Numeric; robust C&I; buying cycle knowledge and parallel value proposition to BESS

● Industrial inverters, VFDs, and power electronics — ABB, Siemens, Danfoss, Yaskawa; capital equipment selling to industrial buyers

● Distribution transformers and switchgear — Siemens, ABB, Schneider, CG Power, TBEA; utility and EPC relationships at senior levels

● Channel / distribution network leadership — experience designing and scaling a multi-tier channel (dealers, distributors, system integrators) for electrical or power equipment. Candidates who have built channel networks from scratch, designed incentive programs, and driven sell-through at scale have a material advantage

● EPC project management or sales leadership — experience coordinating multi-stakeholder project bids and managing large EPC relationships

Pay: ₹30,000.00 - ₹55,000.00 per month

Work Location: In person

📌 Sales Manager — C&I & Utility Battery Solutions (Jaipur)
🏢 client of solution Box
📍 Jaipur