01Overview
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 segmentsBuild the FY27FY29 BESS order-book pipeline across standalone storage and the BESS scope of utility / IPP tendersIdentify 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 customersDevelop BESS solution sizing and dispatchable-storage propositions, including the BESS scope of FDRE / RTC / peak-power tendersDrive 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 levelAct as single point of contact for strategic BESS and storage customersDevelop 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 closureShape tariff-competitive, technically bankable BESS offers;
support negotiation of EPC, equipment supply, storage performance guarantees and offtake / tolling agreementsAssess commercial risk and align margins, contract terms and risk allocation to business objectivesCoordinate 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 tendersPartner with techno-commercial, engineering, projects, finance and legal for robust bids and smooth execution handoversTranslate customer requirements into clear internal scopes and configurations;
support resolution of commercial / contractual issuesDrive 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 positioningBuild, mentor and lead the BESS sales team;
set targets, cadence, CRM discipline, pipeline reviews and deal-approval governanceRepresent Suzlon as a BESS solutions provider at industry forums, conferences and strategic customer engagements
Success Measures
Order inflow: Order inflow against FY27FY29 BESS targets across standalone storage and the BESS scope of tendersPipeline: Qualified pipeline coverage and conversion;
healthy win-rate on priority tendersCross-sell: Wind-to-BESS cross-sell opportunities originated and convertedCommercial quality: Deals closed within margin, risk-allocation and bankability guardrailsMarket positioning: Suzlon established as a credible BESS solutions provider with reference wins in priority segmentsTeam & 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 salesRenewable-energy sales background with strong exposure to IPP, utility-scale or large C&I customers;
proven closure of large, complex power-sector dealsExperience in solution selling (not only product / equipment sales);
comfortable at CXO and board level with strong senior-team leadership presenceEstablished 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 powerDeep 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 incentivesStrong financial and contractual acumen tariff modelling, offtake / PPA structures, EPC and equipment-supply terms, and lender bankability requirementsExcellent commercial, negotiation and stakeholder-management skills across technical and non-technical teams
Education
Bachelor's degree in EngineeringMBA or .
