Director of Market Strategy & Management

  • SunRun
  • San Francisco, California
  • Jun 11, 2021
Full time General Managers and Management Executives Sales and Marketing

Job Description

Sunrun is the nation's leading home solar, battery storage, and energy services company. Founded in 2007, Sunrun pioneered home solar service plans to make local clean energy more accessible to everyone for little to no upfront cost. Sunrun's innovative home battery solution, Brightbox, brings families affordable, resilient, and reliable energy. The company can also manage and share stored solar energy from the batteries to provide benefits to households, utilities, and the electric grid while reducing our reliance on polluting energy sources

Director of Market Strategy & Management

Requisition ID 23

Category Product & Pricing

Position Type Regular Full-Time

Location : Name CORPORATE - CA - 225 Bush Street


The Residential Solar industry is a highly localized industry with unique market level dynamics on numerous dimensions such as economics, competitive, policy and value proposition. Sunrun is the predominant market leader in this growing industry with presence in over 25 states across numerous channels. Market Strategy Leaders at Sunrun play a critical role in developing long term market strategy and driving market level commercial decisions across various channels that drive market share and Contribution Margin growth.

As the Director of Market Strategy & Management at Sunrun, you will drive enterprise strategy on a market level for the set of markets and collaborate with Product, Sales, Ops, Policy, Marketing, Finance to execute and test strategies. You will be the foremost expert in understanding local market trends including competitive offerings, competitive economic incentives, policy environment and customer insights. You will have the command of the market level P&L, understand incentives and motivations of various players in the industry. You will leverage these insights to maintain a shortlist of most impactful market level opportunities, evangelize these opportunities with various executive leaders across Sunrun and influence organizations to execute initiatives.

Great Market Leaders will embrace the General Manager and market ownership mindset in this role. Residential Solar industry is higher on the complexity spectrum and success in this role requires an appropriate balance between ability to dig deep into various business levers and ability to take a step back and assess opportunities in the context of larger market success. This role requires exceptional analytical skills, ability to collaborate with a highly diverse cross functional leadership stakeholder group, executive storytelling skills and ability to influence business leaders. In short, we are looking for an exceptional emerging leader who will be energized in this highly challenging and rewarding role.

  • Have full command of your market including market share, competitive offerings, customer value proposition, policy environment, economic incentives for partners/sales reps, market economics
  • Have command of local market P&L, key business metrics and key operational drivers for each of the metrics
  • Identify and maintain top priority opportunities in your market across all channels based on local market insights
  • Lead Quarterly Business Reviews with executive leadership team to tell the market story and influence executive leadership on top priority opportunities
  • Maintain scorecard of executed priority initiatives to drive visibility of performance, improve collective judgment on efficacy on initiatives and drive go-forward market strategy
  • Test big hypotheses in markets constantly to improve collective understanding of impact of various business levers and leverage learning from tests to adapt market strategy
  • Maintain relationship with various local market sales and operations leaders across our various channels and be their strategic partner to help identify opportunities and influence execution
  • Own market level pricing decisions [customer facing pricing, partner economics, sales rep comp] to maximize market share and value creation
  • Partner with product to improve our understanding of local market customer insights and identify market specific product opportunities
  • Collaborate with Policy counterparts and develop market level policy strategy to ensure long term market success and improve customer value
  • Exceptional Analytical skills: Can digest and analyze vast selection of data and build robust yet simple models that are outcome and impact oriented
  • Strategic Judgment: Has the judgment to understand what business levers will move the needle [based on impact and effort] and have an eye towards best execution approach for achieving most impact as soon as possible
  • GM Mindset/Outcome Orientation: Has command of the market, owns market outcomes and constantly explores high impact opportunities/ levers and the urgency to realize impact quickly
  • Communication & Storytelling: Can communicate concepts succinctly and effectively with the executive leadership team and influence meetings. Can develop succinct and impactful business case/ materials that drives quick and effective decisions
  • Collaboration/Organizational Influence: Collaborates effectively with and influences a wide range of cross functional leaders including sales leaders for each channel, product, policy, finance, marketing to drive alignment on strategy and gets full body alignment to execute initiatives
  • Curiosity and attention to detail: has the curiosity to understand the underlying drivers of each of the key business metric [such as conversion, realization, cost to install]
  • Adaptability : adjusts quickly to changing priorities and conditions; anticipates and copes effectively with the complexity of change


  • 10 years of experience in strategy, finance or related fields
  • Experience leading development and driving cross functional execution of strategies in large and complex organizations
  • Experience leading discussions with and driving decisions with C level executives
  • Experience in top tier management consulting firm preferred but not required
  • Experience in solar industry preferred but not required
  • Undergraduate degree in Business, Engineering, Economics, Science or other quantitative fields required; MBA preferred
Solar Careers For All

Sunrun is proud to be an equal opportunity employer that does not tolerate discrimination or harassment of any kind. Our commitment to Diversity, Inclusion & Belonging drives our ability to build diverse teams and develop inclusive work environments. At Sunrun, we believe that empowering people and valuing their differences will help us create a planet run by the sun for everyone.

We are committed to equal employment opportunity without consideration of race, color, religion, ethnicity, citizenship, political activity or affiliation, marital status, age, national origin, ancestry, disability, veteran status, sexual orientation, gender identity, gender expression, sex or gender, or any other basis protected by law. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. If you have a disability or special need that requires accommodation, please let us know.

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