Key Account Manager - Power Generation for Utilities
Are you an experienced Key Account Manager with a passion for building strategic partnerships with utilities, independent power producers, and energy sector stakeholders while driving growth across power generation and energy transition solutions?
Do you enjoy leading complex commercial pursuits, influencing utility investment decisions, and collaborating with cross-functional teams to deliver reliable, efficient, and sustainable power generation solutions that support grid reliability and future energy needs?
Partnering with the best
Baker Hughes is a global energy technology company serving customers in more than 120 countries. We design, manufacture, and deliver industry-leading solutions that support energy extraction, production, and processing. Our commitment to innovation and operational excellence drives safer, cleaner, and more efficient energy solutions worldwide.
Fueling Your Passion
The Key Account Manager (KAM) for Utilities is responsible for developing and managing strategic relationships with electric utilities, independent power producers (IPPs), transmission operators, and public-sector power entities. The role is accountable for driving growth across the company's power generation portfolio, including gas turbines, power plant solutions, upgrades, digital services, maintenance agreements, and energy transition technologies.
The successful candidate will serve as a trusted advisor to utility customers, understanding their generation planning, grid reliability, decarbonization objectives, and capital investment programs. The KAM will lead complex commercial pursuits, coordinate cross-functional resources, and develop long-term strategies to maximize customer value and business growth.
As a Key Account Manager - Power Generation for Utilities, you will be responsible for:
Strategic Account Management
- Developing and executing comprehensive account plans for utility customers and strategic power generation accounts.
- Establishing trusted relationships with executive, operational, engineering, procurement, and commercial decision-makers.
- Identifying customer needs, investment plans, fleet strategies, and future generation requirements.
- Driving customer retention, account growth, and long-term partnership development.
Business Development & Opportunity Identification
- Developing a pipeline of opportunities across new power generation projects, plant expansions, modernization programs, and service agreements.
- Identifying opportunities for gas turbines, combined-cycle plants, peaking power solutions, upgrades, emissions reduction technologies, and digital solutions.
- Engaging with utility planners and stakeholders early in project development cycles to influence specifications and technology selection.
- Supporting growth initiatives related to grid reliability, energy security, and generation adequacy requirements.
Sales Leadership
- Leading complex sales pursuits from opportunity identification through contract award and project handover.
- Coordinating proposal development, cost estimation, commercial approvals, and contract negotiations.
- Developing winning strategies for competitive tenders and negotiated opportunities.
- Achieving annual orders, revenue, profitability, and market growth objectives.
Cross-Functional Collaboration
- Collaborating with engineering, product management, project execution, service, legal, finance, and commercial operations teams.
- Coordinating resources to develop technically and commercially optimized customer solutions.
- Supporting project execution teams during customer transitions and key project milestones.
Market Intelligence
- Monitoring utility investment plans, capacity expansion programs, regulatory developments, and competitive activity.
- Analyzing generation trends, fuel markets, grid reliability requirements, and emerging technologies.
- Providing strategic market insights to support regional and global growth initiatives.
To be successful in this role you will:
Education
- Have a Bachelor’s degree in engineering, Energy Systems, Business, Economics, or a related discipline.
- Have MBA or advanced business qualification preferred.
Experience
- Have 5+ years of experience in sales, account management, business development, or commercial leadership within the power generation, utility, or energy sectors.
- Have proven experience managing strategic utility or power generation accounts.
- Have demonstrated success in securing large-scale capital equipment or service contracts.
- Have experience working with major investor-owned utilities, public utilities, national power companies, or independent power producers, power developers, transmission operators, or generation asset owners.
Technical Knowledge
- Have strong understanding of utility-scale power generation technologies, including gas turbines, combined cycle power plants, simple cycle plants, renewable integration, and energy storage.
- Have knowledge of power system operations, grid reliability, capacity planning, and generation dispatch.
- Have familiarity with utility procurement processes, energy markets, and regulatory environments.
- Have ability to communicate technical and commercial concepts to diverse stakeholder groups.
Commercial Skills
- Have strong strategic selling and relationship management capabilities.
- Have experience leading complex negotiations and long-term commercial agreements.
- Have financial acumen including project economics, ROI, LCOE, and total cost of ownership analysis.
- Have excellent communication, presentation, and stakeholder management skills.
Key Competencies
- Strategic Account Management
- Utility Industry Expertise
- Business Development
- Commercial Negotiation
- Executive Relationship Management
- Energy Market Knowledge
- Financial Acumen
- Customer Focus
- Cross-Functional Leadership
- Influencing and Communication
- Problem Solving
- Results Orientation
Success Measures
- Achievement of annual orders, revenue, and profitability targets.
- Growth and retention of strategic utility accounts.
- Conversion of qualified opportunities into awarded projects.
- Expansion of service agreement and lifecycle revenue.
- Increased market share within the utility generation sector.
- Strength of executive customer relationships.
- Successful development of opportunities supporting utility reliability, capacity growth, and energy transition objectives
Work in a way that works for you
We recognize that everyone is different and that the way in which people want to work and deliver at their best is different for everyone too.
Working with us
Our people are at the heart of what we do at Baker Hughes. We know we are stronger when our people are developed, engaged, and empowered to bring their authentic selves to work. We invest in wellbeing, capability development, and leadership growth across all levels.
Working for you
Our innovations have transformed the energy industry for over a century. To continue progressing, we look for individuals who embrace change and contribute to building the future.
What You Can Expect
- Contemporary work-life balance policies and wellbeing activities
- Comprehensive private medical care options
- Safety net of life insurance and disability programs
- Tailored financial programs
- Education assistance
- Generous parental leave
- Mental health resources
- Dependent care support
- Additional elected or voluntary benefits
This position requires valid work authorization in the country of employment. The employer is unable to sponsor work authorization for this role at any time.
You will be eligible to participate in Company-sponsored benefit programs, including health & welfare programs and the Thrift Plan (401k). You will have a choice of coverage options that best suit your needs. Coverage options and contribution amounts are related to your benefit elections, base salary level, and specific requirements of each of these plans.
This position is eligible for our comprehensive and competitive benefits package, which can be found here, and is further eligible for additional forms of compensation such as bonuses subject to the terms of the applicable benefit plans or policies.
The Baker Hughes internal title for this role is: Sales Senior Manager - Account Management
