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Head Of Business Development

Amazon Web Services, Inc - Sydney, NSW

Any Industry
Source: uWorkin


Added - a day ago Head of Business Development - ANZ Full Time Related Lightsource Labs Vacancies Software Quality Assurance Engineer London View all vacancies in this category

Lightsource Labs was founded in 2016 to take advantage of Lightsource bp’s unique market position in solar PV development and help accelerate the transition to a sustainable, decentralised, digitalised energy system.

The growing penetration of renewables combined with the electrification of heat and transport presents unique challenges for the energy industry. We develop innovative solutions which unlock flexibility at the grid edge to help balance supply and demand of electricity and accelerate the transition to a net-zero world.

We have experience delivering both turnkey digital energy solutions and specific technology components required to commercialise market-leading offerings. In this context, we work with partners including energy suppliers, distributors and equipment manufacturers to bring our solutions to a wide audience.

Lightsource Labs is active in several markets around the world and continues to grow the technology stack and value proposition to end users. We are continuously looking to strengthen our team with outstanding talent in order to capture emerging opportunities in energy markets and beyond at an international level.

What You’ll do
(the role)


The Head of Business Development ANZ will be accountable for building and executing the go-to-market strategy, in order to deliver the sales budget with a focus on the Energy Retailer channel in Australia.

The position will need to identify and build strategic partnerships within the Energy Retailer channel to grow the distribution of Lightsource Labs’ smart energy management solution – Tribe – in Australia.

Duties and Responsibilities

  • Build and execute the go-to-market strategy for Lightsource Labs in Australia, with an initial focus on the Energy Retailer channel
  • Develop, test and iterate business models and propositions in the Energy Retailer channel, which can be used to scale the distribution of Tribe across Australia
  • Identify, negotiate and win $50k - $1m+ sales contracts for Tribe in Australia through the Energy Retailer channel
  • Build long-term relationships with strategic partners to ensure continued growth of Tribe in Australia
  • Work closely with the Business Development Manager ANZ to identify and pursue other channel and new partnership opportunities to accelerate the distribution of Tribe in Australia
  • Work with the Business Development and Marketing teams to deliver a marketing plan, which establishes Lightsource Labs and Tribe’s position in the Australian market, and generates inbound interest from resellers and other stakeholders
  • Work with the Marketing team to exploit PR opportunities and manage all external communications to help raise the profile of Tribe in Australia
  • Work with the Marketing and global BD teams to continuously refine the value proposition, and sales and marketing strategy, for Tribe
  • Work with the Marketing and Technical teams to continue developing the proposition, and to help define the product development pipeline and roadmap
  • Represent Lightsource Labs and Tribe at trade exhibitions and events
  • Record and communicate market and competitor intelligence to the wider team, which can be used to direct product development and marketing campaigns
  • Work closely with the Head of International Business Development to track – via CRM systems – progress against budgets and targets on a weekly basis
  • Work closely with the Technical and Operations teams to help manage customer expectations surrounding product availability and timeframes for new product features and functionality

Knowledge & Experience

  • Good understanding and knowledge of electricity markets and the Energy Retailer channel
  • Knowledge of relevant sales methodology and negotiation techniques
  • Experience at an equipment manufacturer selling into the cleantech industry is beneficial
  • 5 – 10 years’ B2B(2C) technical sales experience
  • Proven track record in enabling and driving sales in a nascent technology market, with significant levels of lead generation and yearly growth in deals and sales volume
  • Experience hiring, managing and growing high-performing teams
  • Experience working with distributed teams across multiple time zones and in fast moving environments
  • Effective use of CRM systems to manage pipeline from initial campaign through to fully installed customers

A commitment to meeting the challenge of climate change and the transition to a distributed, low-carbon energy system

Who we’re looking for


  • Educated to degree level or equivalent
  • Technical sales background preferred

Why you’ll make a great member of the team

General Skills & Attributes

  • Ability to meet targets selling an early-stage product while working under typical lean ‘start-up’ constraints and pressures
  • Successful track record of selling an early-stage product where the market is nascent
  • Gravitas necessary to build strategic relationships at senior level in large organisations such as Energy Retailers, grid operators and technology companies
  • Communications skills necessary to represent and speak on behalf of Lightsource Labs or Tribe at industry conferences and events
  • Ambition to meet and exceed sales targets and an ability to work to tight deadlines
  • Highly effective customer communications and strong appreciation of customer needs
  • Highly self-motivated, tenacious and confident, with an entrepreneurial and proactive mindset
  • Ability to operate in a dynamic, fast-paced and at times fast-changing environment
  • Strong understanding of a multi-disciplined approach to sales
  • Intellectually flexible, honest, and straightforward
  • Ability to learn from mistakes and seek opportunities for constant improvement
  • Willing and able to travel across Australia and on occasion to Lightsource Labs or Lightsource BP offices around the world

Why you’ll want to work for us

Our company is a place where you can be yourself and grow; a place where your ideas and opinions matter.

Be you

We pride ourselves on being an inclusive community, where every individual is valued and treated with respect.

Be responsible

Our culture is driven by our core values. From operating safely to ensuring our solar projects are responsible and promote biodiversity.

Be recognized

Alongside a competitive salary, we offer a variety of benefits including annual bonus, retention bank, health insurance, pension and other local benefits.

Be inspired

Beyond your day-to-day working life at Lightsource bp, there’s a variety of initiatives that will contribute to your own personal development. Initiatives to get involved with including our charitable causes, supporting our solar honey project or our sustainability initiatives.

Our Core Values

Lightsource bp and Lightsource Labs truly cares about creating a sustainable future through safe, responsible and meaningful low carbon energy projects. Our core values of Safety, Integrity, Respect, Sustainability and Drive are the guiding principles for everything we do.