Cummins US & Canada

Job Information

Cummins Inc. Electrolyzer Partnership Manager in Indianapolis, Indiana

Electrolyzer Partnership Manager

Description

The Electrolyzer Partner Manager will be responsible for defining and executing a plan to develop new market access as well as capability building partnerships in the electrolyzer market. The focus will be in key lead markets of Europe and North America but also extend to Asia-Pacific, Middle East, and Latin America. Specifically:

  • Identify and prioritize prospective project sponsor and end customer partners across regions and applications based on market summaries

  • Manage and prioritize incoming inquiries from companies interested in electrolyzer strategic partnership approach (vs. commercial tendering)

  • Conduct prospective partner introductions and screens and connect with business leaders where needed to resolve open questions

  • Based on key capability gaps identified by the business and leadership, develop and execute capability development partnership plan

  • Define potential partnership models for prospective partners – strategic alliance, JV, or other – and work with legal, corporate development, business leaders, and others as needed to frame appropriate agreement

Qualifications

Skills

Market Analysis - Researches information using meaningful and valid sources and data to expand your knowledge of markets; analyzes findings by connecting dots and identifying trends to create a coherent image of the market; summarizes relevant insights by condensing, prioritizing, and translating how these impact our business.

Market Positioning - Compiles market overview and trends to build frameworks which provide market insights to the decision making process

Prioritizing Market Opportunities - Collaborates with business stakeholders to define criteria and framework for ranking and achieving consensus on market opportunities.

Sales Pipeline Management - Plans proactively for successful execution of account/territory-level sales strategies and plans based on current pipeline; evaluates pipeline health (size, contents, progress); adjusts sales strategy, plans, or high impact activities accordingly; as applicable coaches sellers in order to achieve sales objectives.

Education, Licenses, Certifications

College, university, or equivalent degree in sales, marketing, technical or a related subject required, or an acceptable combination of education and experience.

Experience

Significant level of relevant work experience required. Customer facing experience preferred. Electrolyzer sales are expected to play a significant role in NPBU’s growth over the next five years. With a market leading product portfolio, manufacturing capacity scale-up plans in process, experienced global business development and sales team, and Cummins’ well reputed brand, the business is well positioned to secure a strong position. An additional key success factor for the business will be establishing strategic partner relationships with key project sponsors and end customers to extend beyond transactional focus and facilitate sales short and long-term. For example, the team has established partnerships with Sinopec and Iberdrolawhich both accelerate and deepen NPBU’s market access in the respective regions. In addition, the electrolyzer business seeks a mix of customers upstream and/or downstream from electrolyzer systems (e.g. engineering,procurement, and construction or EPC companies) in the delivery in order to strengthen solution offering to customer.

Experience with hydrogen production markets and/or electrolyzer product technology will be essential for success in this role.

Ideally located in proximity to Indianapolis, Indiana or Oevel, Belgium

Job SALES

Primary Location United States-Indiana-Indianapolis-US, IN, Indianapolis, Cummins DBU Headquarters

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting Apr 25, 2022, 3:17:20 PM

Unposting Date Ongoing

Organization New Power Business

Req ID: 220002V6

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