Lead - Group Captive & Enterprise Accounts

Job Description – Lead – GC & Enterprise Accounts (Backend Solutioning) (Referral)

Function: Rooftop Solar
Education: BE/B.Tech. (Electrical/Engineering) + MBA (Finance/Marketing) preferred
Location: Mumbai

Role Purpose

Lead the backend solutioning and commercial enablement for the Group Captive and Enterprise Accounts business, supporting the front-end sales team in converting customer opportunities into commercially and technically viable projects. The role will be responsible for solution design, project feasibility, commercial modelling, pricing, regulatory assessment, proposal development, transaction structuring and coordination with internal stakeholders, ensuring faster and effective closure of GC opportunities.

Key Responsibilities

• Provide end-to-end backend solutioning support to the GC & Enterprise Accounts business development team.
• Evaluate customer requirements and develop technically feasible and commercially viable GC / Open Access solutions.
• Conduct project-level feasibility assessment covering capacity, connectivity, open access, state regulations, project configuration and commercial viability.
• Develop commercial models, pricing structures, business cases and customer proposals in collaboration with Finance and Business teams.
• Support the sales team in structuring customer-specific solutions, including capacity allocation, tariff/price construct, project configuration and commercial terms.
• Analyse and validate project economics, customer consumption profiles, generation assumptions, savings, IRR/returns and overall transaction viability.
• Coordinate with Regulatory, Legal, Finance, Project, Engineering, Grid/Transmission and other internal teams for solution validation and opportunity closure.
• Support preparation, review and closure of PDA, term sheets, commercial proposals, contracts and other transaction documentation.
• Provide backend support for RPT clearances, Demand Note generation, connectivity/open access requirements and related customer/project documentation.
• Develop standardised solutioning templates, commercial models, pricing frameworks and business cases to improve turnaround time and consistency.
• Review customer requirements and identify risks, dependencies, regulatory constraints and commercial gaps before commitment to customers.
• Support the front-end team during customer negotiations and commercial discussions by providing data, analysis and solution alternatives.
• Track each opportunity from initial feasibility through commercial closure and handover to execution, ensuring timely resolution of backend dependencies.
• Work closely with project and execution teams to ensure that the solution committed to the customer is aligned with project delivery capabilities.
• Monitor state-wise regulatory and market developments across states, CTU and other identified markets and assess their impact on GC opportunities.
• Build and maintain a solutioning MIS/dashboard covering opportunity pipeline, feasibility status, commercial proposals, approvals, PDA status, risks and expected closures.
• Identify opportunities for standardisation, automation and process improvement in GC solutioning and transaction closure.
• Provide analytical inputs and recommendations to senior leadership on pipeline quality, project viability, pricing, risks and capacity monetisation.