Fluence (Nasdaq: FLNC) is a global market leader delivering intelligent energy storage and optimization software for renewables and storage. Our solutions and operational services are helping to create a more resilient grid and unlock the full potential of renewable portfolios. With gigawatts of successful implementations across nearly 50 markets, we are transforming the way we power our world for a more sustainable future. For more information, please visit fluenceenergy.com.
Job Description:
Role Purpose
You will play a pivotal role in leading the commercial engagement with key customers across the EMEA region. As Senior Account Manager, you will own strategic customer relationships end to end, from opportunity origination through negotiation and contract execution, to long-term relationship growth and account expansion.
This is a senior individual contributor role with accountability for complex and high-value deals. You will operate with significant autonomy, influencing customer strategy, shaping winning proposals, and orchestrating cross-functional teams to deliver customer success. You will play a vital role in achieving Fluence’s commercial goals and advancing the company’s mission to transform the way we power our world.
Key outcomes
· Deliver regional order intake, revenue, and margin targets across assigned strategic accounts.
· Build long-term, trusted partnerships that result in repeat business and multi-project relationships.
· Lead complex deal development and negotiation to secure executable, profitable contracts.
· Ensure excellence in account management and customer experience throughout project and service lifecycles.
· Provide thought leadership and market insight to influence Fluence’s commercial and product strategies.
Responsibilities
Customer Relationship Management
· Act as the primary relationship owner for strategic and complex customer accounts, serving as Fluence’s key commercial point of contact.
· Build and sustain multi-level relationships with key decision-makers, technical stakeholders, and executives within customer organisations.
· Develop a deep understanding of each customer’s business model, strategy, and procurement approach to anticipate needs and position Fluence proactively.
· Lead account planning and executive business reviews, ensuring clear objectives, shared roadmaps, and mutual growth opportunities.
· Represent Fluence as a trusted advisor in the market, participating in key industry events, conferences, and stakeholder forums.
Sales
· Own the full sales lifecycle for assigned accounts — from origination to closure — ensuring alignment with regional growth targets.
· Lead opportunity development and bid strategy, working closely with Proposal Management, Finance, Legal, and Delivery teams to create competitive and executable offers.
· Shape commercial and technical solutions to customer requirements, balancing competitiveness, profitability, and risk.
· Collaborate with the Lead Negotiator to structure and finalise complex EPC, equipment supply, and service contracts.
· Maintain accurate pipeline and opportunity data within Salesforce, ensuring forecast transparency and accountability.
· Influence internal governance processes by presenting and defending deal strategy, pricing, and risk positions.
Ongoing Account Management
· Manage customer relationships beyond contract signature, ensuring continuity of engagement during project delivery and service phases.
· Conduct regular business reviews to assess performance, identify improvement areas, and uncover new opportunities.
· Collaborate with Service, Delivery, and Product teams to ensure customer satisfaction, issue resolution, and alignment with long-term goals.
· Identify and pursue upsell and cross-sell opportunities for Fluence’s digital, software, and services portfolio.
· Capture lessons learned and customer feedback to inform internal process and product improvements.
Cross-Functional Collaboration
· Coordinate multidisciplinary deal teams (Engineering, Legal, Finance, Delivery, and Product) to ensure seamless alignment and efficient execution.
· Partner with Commercial Finance and Legal to manage commercial risk, ensure deal compliance, and support financial planning accuracy.
· Provide market and competitive insights to inform pricing strategy, market positioning, and business development priorities.
Success Measures
· Achievement of sales targets and profitable order intake.
· Growth in strategic account revenue and customer retention.
· High forecast accuracy and CRM data integrity.
· Strong internal collaboration scores and positive customer satisfaction feedback.
· Contribution to the continuous improvement of commercial processes and sales tools.
Qualifications, Skills & Experience
· Bachelor’s degree in Business, Engineering, or related field.
· 8–12 years of experience in sales, account management, or commercial roles within energy, renewables, or infrastructure sectors.
· Proven track record of winning and managing complex, high-value deals in B2B environments.
· Strong commercial acumen and experience with EPC, equipment supply, or service contracts.
· Excellent interpersonal, negotiation, and communication skills, capable of engaging at both strategic and technical levels.
· Demonstrated ability to lead virtual deal teams and influence cross-functional decision-making.
· High degree of ownership, self-direction, and customer orientation.
Preferred:
· Experience with energy storage or renewable energy projects.
· Familiarity with FIDIC or similar contract frameworks.
· Strong understanding of regional market and regulatory dynamics.
Competencies
· Critical: Strategic thinking, customer focus, commercial acumen, influence and persuasion, resilience.
· Important: Negotiation, relationship building, adaptability, and collaboration.
· Supporting: Analytical thinking, initiative, and time management.
Resources & Support
You will have access to Fluence’s commercial enablement systems (Salesforce, proposal tools, pricing systems), market intelligence resources, and collaborative support from Legal, Finance, Engineering, and Delivery functions. You will also receive mentoring and coaching from senior sales leadership to support your ongoing professional growth.
Growth & Development
This role provides development toward M6 commercial leadership, with opportunities to lead strategic accounts, mentor junior account managers, and contribute to regional sales strategy. You will gain exposure to executive-level customer management and commercial governance at scale.
Our Culture
At Fluence, our culture is the foundation that drives our ambitious growth strategy and fuels our mission to transform the future of energy. Our core cultural pillars empower us to innovate, collaborate, and lead with purpose, ensuring we continue to deliver unparalleled value to our customers and the world.
Unleash Voices
We believe every voice matters. We encourage openness, active listening, and decisive action to create a culture where everyone has the opportunity to contribute to our success. We foster an environment where diverse perspectives are heard and valued, driving innovation and progress.
Customer Fluent
Our customers are at the heart of everything we do. We’re committed to delivering exceptional value that exceeds expectations by understanding our customers' needs and adapting swiftly to meet them. Our deep focus on customer satisfaction drives us to continuously improve and innovate.
Infinite Impact
We are committed to creating the impossible. We push boundaries to deliver sustainable, game-changing solutions that shape a brighter, more energy-efficient future for all. Our team is passionate about making a lasting impact that will resonate for generations to come.
All In
We are all in for growth. Our teams are relentlessly focused on identifying and seizing opportunities that propel us forward. We embrace an ownership mindset, pushing ourselves and each other to accelerate progress and create lasting success.