Marco Garcia

Chief Commercial Officer

Even when projects frustrate you sometimes, at the end of the day, it is interesting to figure out that challenge and persevere and close things out.”

Marco Garcia
Chief Commercial Officer

Marco Garcia has over 25 years of sales management and international business development experience. He has developed and closed scores of landmark PV projects in the U.S. and Europe, including some of the world’s largest solar power plants. His tenure in the solar industry includes sales leadership positions at PowerLight, SunPower, Suntech, and Suniva. As Suniva CCO, he spearheaded the shift in their sales approach from high efficiency cells to Suniva-branded high efficiency modules. Marco Garcia holds a BS in Electrical Engineering and a BS in Economics from Brown University.

Hear Marco on a Latin America Caribbean Solar Alliance (LACSA) panel at the 2015 Intersolar North America conference discuss his outlook on solar.

Marco Garcia’s NEXTracker Story

The best thing you can do for your sales team is give it a product that is truly different from and significantly better than what the competition offers. Marco Garcia learned that lesson the hard way in the early 1990s when he was selling telecom products and services in Latin America. The only way to succeed when everybody sells basically the same thing, is to have better relationships with your potential buyers than the others. And a little passion for what you do goes a long way, too.

Nobody who has ever met Marco Garcia would say he is lacking in passion. “I am just very passionate,” says Garcia, smiling. “I love my projects, I love my products, I love my customers. Even when projects frustrate you sometimes, at the end of the day, it is interesting to figure out that challenge and persevere and close things out.”

Without perseverance he would have gone nowhere. Born as the youngest of eight children to a Spanish mother and a Mexican father in East St. Louis, Illinois, Garcia proudly says today: “I’m from the hood.”

But he made it to an Ivy League school, worked around the world, at a semiconductor company, an investment bank, in the telecom industry. Until, one day, he found himself asking a college friend whether this solar company in his neighbourhood, PowerLight, was hiring. “What do you know about solar?” asked his friend — to which Garcia gave an answer only a true salesman can. “I love the sun. I go outside and look at it every day.”

He got the job — and was soon selling solar tracker projects all over California. Limited by the one megawatt cap at that time in the state, he branched out to Europe, winning a 10 MW contract in 2004 for the, at that time, biggest solar tracker power plant in the world to be build in Bavaria, Germany. And on he went until PowerLight got acquired by SunPower.

Fast-forward to 2013, when NEXTracker was just spun out of Solaria, and Garcia had traveled to Madrid, Spain, going with SunEdison design engineers through plans for a project in Chile. “I was literally counting piers with them, explaining each individual tracker row in painful detail. And just on the number of piers alone that they would save with our technology, they started to lean our way,” recalls Garcia. The supply agreement with SunEdison became a milestone for the young company, setting the tone for the rapid growth that followed.

Now it’s off to new markets: Australia, India, China… The countries may be new, but Garcia’s principles have stayed the same. Once his plane touches down, he starts to tune in with what’s going on. Talks to a cab driver, reads the newspaper, learns what’s happening with the weather, in politics, in sports. Starts a meeting with chit-chat, and is truly interested in the person he is talking to. Then Garcia can do business, count piers, make sure his customer understands this truly unique product. Combine that with his passion for what everyone does and you have a recipe for success.   

Learn more about Marco’s professional history by listening to Nico Johnson’s Suncast podcast called, “An Anatomy of a Winning Market Entry Strategy.”        

 

 

 

Even when projects frustrate you sometimes, at the end of the day, it is interesting to figure out that challenge and persevere and close things out.”

Marco Garcia
Chief Commercial Officer

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