Array Tech, Inc.
Utility Scale Solar
SoftwareBusinessDevelopmentManager-UtilityScaleSolar!
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“Software Business Development Manager - Utility Scale Solar! at Array Tech, Inc.. Skills: Software Sales, Business Development, SaaS Solutions, Solar Market. Drive revenue growth by positioning and selling software solutions. Identify and develop new software revenue opportunities”
What You'll Achieve.
Software revenue contribution; Growth and quality of software sales pipeline; Attachment rate of software to new tracker sales; Impact on win rates for deals incorporating software solutions; Successful integration of software into commercial proposals; Conversion of installed base customers to recurring software subscriptions; Expansion revenue from existing accounts; Customer adoption, engagement, and retention of software offerings; Volume and effectiveness of customer presentations and demonstrations; Contribution to product roadmap; Effectiveness in enabling sales teams; Participation in go-to-market strategy, pricing, and packaging development; Identification of new market opportunities; Support in shaping future software initiatives
Industry & Context.
What They're Looking For.
Must Have
5+ years of experience in business development, sales, or account management, experience with software or SaaS-based solutions, Demonstrated ability to sell value-based solutions, experience supporting complex, multi-stakeholder sales cycles, Proven ability to work cross-functionally with product, engineering, and commercial teams, Self-starter capable of operating effectively in a hybrid, evolving role
Nice to Have
Experience in utility-scale solar, renewable energy, or related energy infrastructure industries, Experience selling software, SaaS platforms, analytics, or monitoring/control systems, Familiarity with solar plant performance, asset management, or SCADA systems, Experience working with developers, EPCs, IPPs, or asset owners/operators, Understanding of project economics, PPAs, and lifecycle service models
What You'll Do.
Drive revenue growth by positioning and selling software solutions
Identify and develop new software revenue opportunities
Build and manage a pipeline of software and SaaS opportunities
Partner closely with Account Managers to integrate software
Support deal strategy by articulating software value
Collaborate on customer engagement strategies
Engage with owners and operators post-installation
Identify expansion opportunities within existing accounts
Develop long-term customer relationships
Lead product demonstrations and value-based discussions
Translate complex software capabilities into business outcomes
Gather customer feedback and market insights
Act as a key liaison between teams
Provide input on software packaging
Support product launches and sales enablement efforts
Maintain understanding of utility-scale solar market
Identify industry shifts and customer needs
Contribute to defining future software focus areas
How You'll Work.
Team & Collaboration
Partner closely with Account Managers; Collaborate on customer engagement strategies; Act as a key liaison between Product Management, Sales, Engineering, and Marketing teams
Communication Scope
communication and presentation skills; ability to translate technical concepts into customer value
Full Job Description
**Job Description:** **Software Business Development Manager** **Job Summary:** We are seeking a Software Business Development Manager to drive the growth and adoption of our software portfolio, focused on maximizing energy yield and enhancing site performance across a range of operating conditions. This role will be instrumental in helping customers unlock greater value from their solar assets through solutions that improve performance, increase resilience, and support long-term operational success. As we continue to expand its digital capabilities, this position will play a key role in bringing new software solutions to market that further optimize asset performance, enhance operational effectiveness, and integrate seamlessly within the broader energy technology ecosystem. This role is ideal for a commercially driven professional who can bridge technical product value with customer business outcomes. You will play a critical role in shaping how software is positioned, sold, and integrated into both new and existing solar projects, supporting the transition toward recurring, software-driven revenue streams. **Key Job Responsibilities:** Software Sales & Market Development * Drive revenue growth by positioning and selling ARRAY’s software solutions, including current and future offerings focused on energy yield optimization and extreme weather protection. * Identify and develop new software revenue opportunities across both existing customers and new prospects. * Build and manage a pipeline of software and SaaS opportunities, including recurring revenue streams. Deal Strategy & Account Collaboration * Partner closely with Account Managers to integrate software into tracker and hardware sales opportunities. * Support deal strategy by articulating the value of software in improving project economics, performance, and long-term asset management. * Collaborate on customer engagement strategies across developers, EPCs, IPPs, and asset owners. Post-Sale Software Expansi
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