Director, Energy Sales

Director, Energy Sales

Status: Full-time, salaried – individual contributor role

Department: Energy Sales

Reports to: Vice President, Global Energy Sales

Location: Rio de Janeiro, Brazil (preferred). Remote candidates based elsewhere in South America will be considered for an exceptional profile.

Territory: South America

Travel: Approximately 25-50%

Position Summary

Plug is building a global leadership position in green hydrogen, supplying PEM electrolyzer systems and the equipment, services and infrastructure that surround them. The Director, Energy Sales – South America is a senior, quota-carrying individual contributor responsible for originating, developing and closing electrolyzer opportunities across the region. Working directly with developers, industrial off-takers, utilities, energy majors and EPC contractors, the Director will own the full sales cycle from first engagement through feasibility, proposal, commercial negotiation and contract signature, and will act as Plug’s senior commercial face in the South American market.

South America combines world-class renewable resources with fast-maturing hydrogen policy, including Brazil’s low-carbon hydrogen legal framework and incentive programs and Chile’s national green hydrogen strategy. Export hubs and industrial clusters are moving toward investment decisions for green ammonia, methanol, e-fuels, steel and refining applications. This role is expected to position Plug as the preferred electrolyzer technology partner for those projects.

Core Duties and Responsibilities

• Identify, qualify and develop new electrolyzer opportunities, from multi-MW industrial projects to 100 MW+ export-scale developments, and build a robust, well-documented pipeline in Salesforce.
• Lead opportunities end to end, including customer needs assessment, budgetary and firm proposals, pre-FEED/FEED support, pricing strategy, term sheet and contract negotiation (supply agreements, LTSAs, performance guarantees) and hand-off to project execution.
• Deliver against annual bookings, margin and pipeline targets, and provide accurate monthly and quarterly forecasts to the VP, Global Energy Sales.
• Build trusted, C-level relationships with project developers, industrial off-takers, energy and oil & gas companies, utilities, EPCs and port authorities across the region.
• Shape offers that support project bankability, working with customers, lenders and advisors on topics such as scope of supply, Incoterms, warranties, availability guarantees, LTSAs and independent engineer reviews.
• Coordinate Plug’s application engineering, proposals, product management, legal, finance and project execution teams to deliver competitive, technically sound and profitable proposals – without direct reports.
• Develop relationships with EPCs, local integrators, renewable developers, development banks and export credit agencies (e.g., BNDES, IDB Invest) and other financing partners that can accelerate project development.
• Track policy, incentives, certification schemes, tenders and competitor activity in the region, and share structured market and competitive insight with leadership to inform strategy, pricing and product roadmap.
• Represent Plug at industry conferences, government and industry association forums, and customer events in South America.
• Maintain complete and accurate opportunity, account and activity data in CRM (Salesforce) and follow Plug’s deal review, approval and risk management processes.

Education and Experience

• Bachelor’s degree in Engineering, Business, or a related field; MBA or Master’s degree preferred.
• Ten (10) or more years of B2B sales and business development experience selling complex capital equipment, integrated solutions, or large-scale projects within the energy, oil & gas, chemicals, power, industrial gases, or related sectors.
• Proven track record of originating, negotiating, and closing multi-million-dollar (USD) capital equipment, technology, or EPC-type contracts characterized by long sales cycles and complex stakeholder environments.
• Direct experience in hydrogen, electrolysis, renewable energy, fuel cells, industrial gases, ammonia, methanol, or related energy transition value chains strongly preferred.
• Established network of senior decision-makers across South American project developers, industrial companies, energy majors, EPC contractors, financial institutions, and relevant government stakeholders.
• Strong understanding of project development, structured contracting, and project finance, including commercial agreements, guarantees, risk allocation, bankability requirements, and investment decision processes.
• Demonstrated consultative and solution-oriented selling approach, with sufficient technical aptitude to discuss electrolyzer systems, balance of plant, renewable power integration, and related technology solutions.
• Proven ability to negotiate complex commercial agreements, manage pricing and margin considerations, and exercise sound commercial judgment in high-value transactions.
• Experience influencing and coordinating cross-functional, multicultural, and geographically dispersed teams without direct authority.
• Excellent communication, presentation, and stakeholder management skills, with the ability to engage credibly with executives, engineers, financiers, government representatives, and strategic partners.
• Strong familiarity with the regulatory frameworks, procurement practices, and business cultures across South American markets.
• Proficiency in Salesforce (or similar CRM platforms) and Microsoft 365 applications, including Word, PowerPoint, Excel, Outlook, and Teams.
• Fluency in Portuguese, Spanish, and English, both written and spoken.
• Authorization to work in Brazil or the candidate’s South American country of residence (for remote-based candidates).
• Willingness and ability to travel extensively within South America and internationally, including to company facilities in the United States and Europe.
• Demonstrated commitment to the highest standards of professionalism, integrity, business ethics, and compliance with applicable anti-corruption, trade, and regulatory requirements.
• Self-motivated and effective as a senior individual contributor, capable of operating independently in a remote or small-office environment while remaining highly connected to a global organization.

Plug Power is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.