Lead – Sales (BESS)

Job Purpose

The Lead– Sales (BESS) leads Suzlon's India sales and business development for Battery Energy Storage System (BESS) solutions — standalone Suzlon-make BESS as well as the storage scope supplied into utility, IPP and C&I projects, including peak-power, capacity-firming and round-the-clock applications.

This is a commercial leadership role responsible for originating, structuring, negotiating and closing large, complex BESS deals with IPPs, utilities and large corporates. The role is the commercial owner of Suzlon's BESS offering, working with BESS techno-commercial, engineering, finance, projects and regulatory teams to deliver bankable, competitive offerings.

Key Responsibility

Business Development & Market Leadership

• Define and execute Suzlon's BESS sales strategy across IPP, utility and C&I segments
• Build the FY27–FY29 BESS order-book pipeline across standalone storage and the BESS scope of utility / IPP tenders
• Identify new BESS market opportunities and use cases — energy shifting, peak management, capacity firming and ancillary / grid services — aligned with SECI, state-utility and corporate decarbonisation demand

Standalone BESS & Cross-Sell

• Lead standalone Suzlon-make BESS business development and sales to Indian customers
• Develop BESS solution sizing and dispatchable-storage propositions, including the BESS scope of FDRE / RTC / peak-power tenders
• Drive Wind-to-BESS cross-selling across Suzlon's installed base and customer relationships

Strategic Account Management

• Own relationships with key IPPs, utilities and corporate buyers at CXO / board level
• Act as single point of contact for strategic BESS and storage customers
• Develop long-term partnerships to drive repeat business and portfolio-level engagements

Deal Structuring & Negotiation

• Lead end-to-end sales cycles — solution structuring, commercial negotiation and contract closure
• Shape tariff-competitive, technically bankable BESS offers; support negotiation of EPC, equipment supply, storage performance guarantees and offtake / tolling agreements
• Assess commercial risk and align margins, contract terms and risk allocation to business objectives
• Coordinate lender and Independent Engineer due-diligence support to secure project bankability and financial close

Tenders & Cross-Functional Delivery

• Initiate EPC tender participation and lead pursuit of SECI, state and corporate tenders
• Partner with techno-commercial, engineering, projects, finance and legal for robust bids and smooth execution handovers
• Translate customer requirements into clear internal scopes and configurations; support resolution of commercial / contractual issues
• Drive bid-governance discipline — qualification, pricing approvals and submission readiness within tender timelines

Market Intelligence, Team & Brand

• Track policy, regulatory and market developments and competitor pricing / business models; feed leadership on positioning
• Build, mentor and lead the BESS sales team; set targets, cadence, CRM discipline, pipeline reviews and deal-approval governance
• Represent Suzlon as a BESS solutions provider at industry forums, conferences and strategic customer engagements

Success Measures

• Order inflow: Order inflow against FY27–FY29 BESS targets across standalone storage and the BESS scope of tenders
• Pipeline: Qualified pipeline coverage and conversion; healthy win-rate on priority tenders
• Cross-sell: Wind-to-BESS cross-sell opportunities originated and converted
• Commercial quality: Deals closed within margin, risk-allocation and bankability guardrails
• Market positioning: Suzlon established as a credible BESS solutions provider with reference wins in priority segments
• Team & cadence: Sales team built and running a disciplined CRM, pipeline-review and deal-approval cadence

Experience & Background

• 10-12 years overall, with at least 3 years in BESS / energy-storage / solar EPC / power-sector sales
• Renewable-energy sales background with strong exposure to IPP, utility-scale or large C&I customers; proven closure of large, complex power-sector deals
• Experience in solution selling (not only product / equipment sales); comfortable at CXO and board level with strong senior-team leadership presence
• Established CXO / board-level relationships across IPPs, utilities and large corporates, with a network that accelerates origination

Domain Expertise

• Strong understanding of BESS applications and the role of storage in dispatchable / round-the-clock power
• Deep familiarity with India's storage policy and tariff landscape — SECI / NTPC / state-DISCOM storage tenders, the BESS scope of RTC / FDRE bidding frameworks and storage-linked incentives
• Strong financial and contractual acumen — tariff modelling, offtake / PPA structures, EPC and equipment-supply terms, and lender bankability requirements
• Excellent commercial, negotiation and stakeholder-management skills across technical and non-technical teams

Education

• Bachelor's degree in Engineering
• MBA or equivalent business qualification preferred