Strategic Account Manager
Turno
Sales & Business Development
Bengaluru, Karnataka, India
INR 5,000k+ / year
Posted on Jun 8, 2026
Job Summary:
The Strategic Accounts Manager will own the end-to-end go-to-market (GTM) motion for high-value customer segments in the Second Life Battery (SLB) business. This is a senior individual-contributor-plus-influence role that sits at the intersection of energy storage, clean-tech policy, and complex enterprise sales. The incumbent will be the primary
relationship owner for Multinational Corporations (MNCs), large-scale open-access renewable energy developers, and government/public-sector bodies segments that collectively represent the highest lifetime value for the SLB portfolio.
Second life batteries retired EV battery packs repurposed for stationary energy storage present one of the fastest- growing segments of the circular economy. This role demands a rare blend of techno-commercial acumen, policy savvy, and the ability to navigate long, multi-stakeholder enterprise sales cycles with gravitas and persistence.
Key Responsibilities
1. Strategic Account GTM & Revenue Ownership
- Own and deliver annual revenue, order booking, and gross-margin targets for the strategic accounts segment (MNCs, open-access, government).
- Develop and execute account-specific GTM plans aligned with the company's SLB product roadmap, pricing strategy, and capacity pipeline.
- Lead multi-quarter deal pursuits from first contact through commercial close, managing complex RFP/tender processes end-to-end.
- Identify, size, and prioritize greenfield opportunities within designated verticalsC&I (commercial & industrial), renewable IPPs, PSUs, and ULBs.
2. MNC & Corporate Client Engagement
- Build executive-level relationships with sustainability heads, energy procurement leaders, CFOs, and facility managers at MNC accounts.
- Position SLB as a cost-effective, ESG-aligned alternative to new-build BESS for on-site storage, peak-shaving, and backup applications.
- Structure and negotiate customised Supply, Lease, or Battery-as-a-Service (BaaS) agreements with tailored SLAs, warranty terms, and performance guarantees.
- Collaborate with legal and finance teams to design bankable commercial structures (PPAs, energy supply agreements, capex/opex hybrids).
3. Open Access & Renewable Energy Projects
- Engage IPPs, renewable energy developers, and project finance teams pursuing large-scale solar/wind+storage projects under open-access frameworks.
- Work with project development and engineering teams to design SLB-based BESS solutions that meet grid interconnection, DoD cycling, and round-trip efficiency requirements.
- Support financial modelling for energy arbitrage, demand-charge reduction, and ancillary revenue stacking use cases.
- Track SERC/CERC regulatory developments, ISTS charges, RPO obligations, and state-level incentives relevant to open-access storage.
4. Government & Public Sector Business Development
- Map and pursue Central Government bodies (MoP, MNRE, NTPC, SECI, BEE), State DISCOMs, ULBs, defence establishments, and PSU accounts.
- Lead responses to government tenders, GeM registrations, QCBS proposals, and Expression-of-Interest (EoI) processes.
- Build relationships with key decision-makers and influencers IAS officers, technical directors, CMD/MD office sand maintain a high-touch engagement cadence.
- Monitor and act on policy signals: PM-KUSUM, FAME, National Mission on Transformative Mobility, State EV/storage policies, and PLI schemes.
5. Solution Structuring & Pre-Sales
- Translate customer energy requirements (load profiles, tariff structures, backup duration) into technically viable and commercially attractive SLB proposals.
- Work closely with product, engineering, and SoH-analytics teams to ensure solution configurations meet state- of-health (SoH), cycle-life, and warranty commitments.
- Co-develop customer business cases quantifying TCO savings, payback periods, IRR, and ESG impact versus alternatives (new Li-ion, DG sets, grid tariff).
- Conduct competitor benchmarking (new BESS OEMs, lead-acid alternatives, other SLB players) and sharpen differentiation messaging.
6. Partnerships & Ecosystem Development
- Identify and onboard channel partners, EPC contractors, system integrators, and energy consultants that extend reach into target verticals.
- Engage with sustainability consultants, ESG advisory firms, and carbon-credit platforms to amplify the circular- economy narrative of SLB.
- Coordinate with OEM partners (automotive OEMs supplying end-of-first-life packs) on pack specifications, SOH data, and supply commitments relevant to client deliveries.
7. CRM, Forecasting & Market Intelligence
- Maintain accurate pipeline hygiene in CRM (Salesforce/HubSpot); provide weekly funnel updates, monthly rolling forecasts, and quarterly business reviews.
- Conduct structured win/loss analysis and feed insights into product, pricing, and GTM strategy.
- Track market sizing, competitor moves, tariff changes, and technology trends; publish periodic market intelligence briefs for internal stakeholders.
Qualifications & Experience
- 3-6 years of B2B sales experience, with at least 4 years in energy, cleantech, or infrastructure sectors.
- Proven track record of closing high-value, complex deals (>₹5 Cr ticket size) with MNCs, large industrials, or government bodies.
- Deep understanding of India's power sector: tariff structures, open-access regulations, DISCOM operations, RPO/REC mechanisms.
- Hands-on experience responding to government tenders, DPR processes, or GeM procurement.
- Strong financial acumen: ability to read and build project financial models (NPV, IRR, payback, LCOE/LCOS).
- Excellent executive presence and communication skills comfortable presenting at C-suite, government ministry, and board levels.