Reports ToVice President, Sales - Public, Fleet & Auto
What You Will Be DoingThis role owns two connected functions: strategic account management for a portfolio of top-tier fleet accounts, and segment blueprint creation - structured, evidence-based playbooks for each priority fleet segment (enterprise/commercial fleet, last-mile delivery, transit fleet, government/municipal fleet) that capture customer economics, procurement behavior, technical requirements, and competitive dynamics. The blueprints are not a static reference document - they are the primary mechanism for feeding validated, field-tested segment intelligence into Product, Policy, R&D, and Marketing, so those functions build roadmap, positioning, and regulatory strategy around real account behavior rather than assumption. The person in this seat reports to the Vice President of Sales, North America and acts as the connective tissue between account-level reality and company-level decisions.
What You Will Bring to ChargePointSegment Blueprint Creation- Build and own segment-specific blueprints (enterprise/commercial fleet, last-mile delivery, transit fleet, government/municipal fleet) that document customer economics, procurement patterns, technical/product requirements (depot charging, duty cycles, vehicle mix), and competitive positioning within each segment
- Translate blueprint findings into structured inputs for four functions: Product (feature and roadmap priorities), Policy (regulatory and incentive positioning), R&D (technical requirements), and Marketing (positioning and messaging). Own this as a standing feedback loop with defined cadence, not a one-time handoff
- Maintain and refresh blueprints against market, competitive, and policy shifts; define and track KPIs that indicate segment traction and blueprint accuracy
Strategic Account Management- Own relationships for a portfolio of top-tier fleet accounts; be the primary point of accountability for account health, growth, and retention
- Lead negotiation and contract structuring for major, complex, multi-year agreements
- Drive footprint expansion within key fleet accounts, deepening existing relationships to secure large, repeat business as customers electrify additional depots and routes
- Coordinate cross-functional pursuit teams (sales, marketing, legal, finance, product) on major RFPs and large bids, using blueprint data to sharpen proposal strategy
Cross-Functional Enablement- Act as the primary conduit from account and field intelligence into Product, Policy, R&D, and Marketing - accountable for ensuring blueprint insight measurably changes what gets built, priced, and messaged, not just that it gets reported
- Provide business case analysis, financial modeling, and ROI assessments to support major pursuits and investment decisions
- Track performance of segment strategies against plan; adjust blueprints and account plans as the market evolves
Requirements- Bachelor's degree in Business, Economics, Engineering, or a related field; MBA a plus
- 10-15 years of progressive experience in business development, strategic account management, or strategic planning - ideally within the EV, energy, or technology sectors - with direct commercial fleet electrification exposure strongly preferred
- Demonstrated track record of owning and growing a portfolio of enterprise-scale accounts, consistently meeting or exceeding revenue and expansion targets
- Strong analytical and financial modeling skills; ability to synthesize complex data into clear executive-level presentations and business cases
- Fluency with modern productivity and AI tools to accelerate research, analysis, and content development
- Track record of building and managing top-tier commercial relationships and translating account-level insight into cross-functional influence with Product, Policy, R&D, and Marketing
- Ability to think strategically and act operationally - converting market research and high-level goals into segment blueprints and account plans that other functions can act on directly
- In-depth understanding of fleet electrification economics, depot charging infrastructure, duty-cycle planning, and the broader e-mobility and energy market landscape strongly
- Willingness to travel up to 25-30% for customer visits, industry events, and cross-functional collaboration across office locations
LocationAtlanta, Los Angeles, Campbell, Phoenix
