Job Description:

Software Business Development Manager

Job Summary:

We are seeking a Software Business Development Manager to drive the growth and adoption of our software portfolio, focused on maximizing energy yield and enhancing site performance across a range of operating conditions. This role will be instrumental in helping customers unlock greater value from their solar assets through solutions that improve performance, increase resilience, and support long-term operational success.

As we continue to expand its digital capabilities, this position will play a key role in bringing new software solutions to market that further optimize asset performance, enhance operational effectiveness, and integrate seamlessly within the broader energy technology ecosystem.

This role is ideal for a commercially driven professional who can bridge technical product value with customer business outcomes. You will play a critical role in shaping how software is positioned, sold, and integrated into both new and existing solar projects, supporting the transition toward recurring, software-driven revenue streams.

Key Job Responsibilities:

Software Sales & Market Development

• Drive revenue growth by positioning and selling ARRAY's software solutions, including current and future offerings focused on energy yield optimization and extreme weather protection.
• Identify and develop new software revenue opportunities across both existing customers and new prospects.
• Build and manage a pipeline of software and SaaS opportunities, including recurring revenue streams.

Deal Strategy & Account Collaboration

• Partner closely with Account Managers to integrate software into tracker and hardware sales opportunities.
• Support deal strategy by articulating the value of software in improving project economics, performance, and long-term asset management.
• Collaborate on customer engagement strategies across developers, EPCs, IPPs, and asset owners.

Post-Sale Software Expansion

• Engage with owners and operators post-installation to drive adoption of software products and recurring services.
• Identify expansion opportunities within existing accounts, including analytics, monitoring, and performance optimization solutions.
• Develop long-term customer relationships focused on lifecycle value and continuous improvement.

Product Value Demonstration & Customer Engagement

• Lead product demonstrations and value-based discussions with both technical and commercial stakeholders.
• Translate complex software capabilities into clear business outcomes such as increased energy yield, reduced downtime, and improved resilience.
• Gather customer feedback and market insights to inform product roadmap and future software development priorities.

Cross-Functional Alignment

• Act as a key liaison between Product Management, Sales, Engineering, and Marketing teams.
• Provide input on software packaging, pricing strategies, and go-to-market approaches.
• Support product launches, customer-facing materials, and sales enablement efforts.

Market Intelligence & Strategy

• Maintain a strong understanding of the utility-scale solar market, competitive landscape, and emerging software trends.
• Identify industry shifts and customer needs that inform software strategy and positioning.
• Contribute to defining future software focus areas and strategic initiatives.

Qualifications:

• 5+ years of experience in business development, sales, or account management, including experience with software or SaaS-based solutions.
• Demonstrated ability to sell value-based solutions, including recurring revenue or service-based offerings.
• Experience supporting complex, multi-stakeholder sales cycles.
• Strong communication and presentation skills, with the ability to translate technical concepts into customer value.
• Proven ability to work cross-functionally with product, engineering, and commercial teams.
• Self-starter capable of operating effectively in a hybrid, evolving role.

Preferred qualifications:

• Experience in utility-scale solar, renewable energy, or related energy infrastructure industries.
• Experience selling software, SaaS platforms, analytics, or monitoring/control systems.
• Familiarity with solar plant performance, asset management, or SCADA systems.
• Experience working with developers, EPCs, IPPs, or asset owners/operators.
• Understanding of project economics, PPAs, and lifecycle service models.

Bachelor's degree in business, engineering, esor a related field

KPIs / Success Metrics:

Revenue & Pipeline

• Software revenue contribution, including recurring SaaS revenue.
• Growth and quality of software sales pipeline.
• Attachment rate of software to new tracker sales.

Deal Influence & Conversion

• Impact on win rates for deals incorporating software solutions.
• Successful integration of software into commercial proposals.
• Conversion of installed base customers to recurring software subscriptions.

Customer Growth & Retention

• Expansion revenue from existing accounts (upsell and cross-sell).
• Customer adoption, engagement, and retention of software offerings.
• Volume and effectiveness of customer presentations and demonstrations.

Cross-Functional Impact

• Contribution to product roadmap through customer and market feedback.
• Effectiveness in enabling sales teams on software positioning and value.
• Participation in go-to-market strategy, pricing, and packaging development.

Strategic Contribution

• Identification of new market opportunities and software use cases.
• Support in shaping future software initiatives and product direction.