Strategic Industry Business Developer - PJM

Overview 

Generac Industrial Strategic Programs (GISP) is responsible for identifying, originating, and developing new markets for Generac Industrial Energy. This role plays a critical part in executing GISP’s newly formed strategic partnership with a major energy company across the PJM territory. 

The Strategic Industry Business Developer will drive growth across Battery Energy Storage Systems (BESS), generators, controls, and multi‑asset distributed energy solutions. Success in this role requires strong expertise in C&I sales, Distributed Energy Resources (DER), and a working knowledge of PJM Capacity and Demand Response markets. 

This is a high‑visibility, externally facing role that requires engaging senior‑level customer stakeholders, evaluating complex customer energy needs, and developing integrated energy solutions leveraging Generac, strategic partners, and the broader ecosystem. The role demands strong commercial and technical acumen, cross‑functional leadership, and the ability to build and manage a robust project pipeline to expand Generac’s presence in the assigned territory. 

We're hoping you can be based in either of these locations: MD, VA, NJ, PA, OH or NY

Responsibilities 

• Actively originate and develop new business by building and managing a pipeline of on‑site power and energy projects that expand Generac’s market presence 

• Identify, engage, and build relationships with key stakeholders across customer organizations, partners, and the broader DER ecosystem 

• Map current and emerging market players, business models, and opportunities, and identify how Generac’s solutions and strategic partnerships can create value 

• Partner closely with GISP deal structuring, technical, and product teams to deliver comprehensive on‑site power, energy storage, and energy management solutions 

• Develop a strong understanding of a broad technology mix—including engines, storage, PV, fuel cells, EV charging, and energy management systems—and articulate their value across different use cases 

• Collaborate with internal and external stakeholders to identify and close gaps in Generac’s product, solution, and commercial offerings 

• Serve as a thought leadership champion within the assigned industry to increase awareness of Generac’s capabilities and solutions 

• Manage strategic customer and partner accounts through all phases of the sales cycle, including complex solution development, proposal creation, and negotiations 

Minimum Qualifications

• Master’s degree or equivalent experience 

• 8 years of sales or business development experience selling directly into the assigned industry 

• Ability to travel up to 50% 

Preferred Qualifications 

• Demonstrated experience originating and developing Distributed Energy Resource (DER) projects 

• Understanding of the PJM territory and proven experience developing business in the area

• More than 5 years of sales experience in DER, microgrid, backup power, or energy markets 

• Proven success working within and scaling strategic partnerships 

• Established relationships within the assigned industry and territory 

• Experience developing behind‑the‑meter (BTM) C&I DER projects, including familiarity with financial models and project economics 

Great Reasons to work for Generac 

• Competitive Benefits: Health, Dental, Vision, 401k and many more 

• Make a positive impact. Generac has always been community-minded and dedicated to giving back. The company proudly offers a Volunteer Time Off program, inviting team members to participate in charitable volunteer opportunities on company time. 

• Build technology that matters: Be part of Generac’s transformation into an energy technology leader—designing cloud and data platforms that support cleaner, more sustainable power solutions at scale, including generators, battery storage (BESS), and microgrid systems. 

• Own meaningful architecture at scale: This role isn’t maintenance-only—you’ll lead re‑architecture efforts for high‑volume, industrial IoT and telematics data systems, shaping the future of Generac’s Industrial Cloud and Generac Link platforms. 

• Work with strong engineering talent in a collaborative culture: Join a team known for deep technical expertise, thoughtful design discussions, and a startup‑like mindset within a large, stable organization—where autonomy, curiosity, and collaboration are truly valued. 

• Grow your impact and influence: As the senior data architecture leader, you’ll mentor engineers, influence platform strategy, and expand your reach across product, ML, and engineering teams while helping define how data powers Generac’s next generation of services. 

Physical Demands: While performing the duties of this job, the employee is regularly required to talk and hear; and use hands to manipulate objects or controls.  The employee is regularly required to stand and walk.  On occasion, the incumbent may be required to stoop, bend, or reach above the shoulders.  The employee must occasionally lift up to 25 pounds. Specific conditions of this job are typical of frequent and continuous computer-based work requiring periods of sitting, close vision, and the ability to adjust focus.