Develop and manage, in collaboration with Delivery Business Units, 3-year business development plans to direct managed and intentional growth
Lead solution design to support growth priorities across Energy Solutions’ portfolio, including shaping opportunities prior to RFP release
Build, manage, and support the advancement of a pipeline of new and expansion opportunities through market cultivation and industry relationships
Identify and summarize market opportunities, emerging client needs, and solution gaps to inform pursuit planning and go-to-market strategies
Partner with cross functional teams to gather input and align solution components early—before RFP release—where possible
Maintain and manage pipeline and forecasts for assigned business unit leveraging using Salesforce, ERP, and internal dashboards and reporting
Support proposal development for a high volume of assigned pursuits, to ensure that bids are competitive, compliant, and differentiated
Ensure that sales strategy and win themes developed in earlier stages of opportunity development are consistently voiced in the proposal
Validate that solution designs align with client objectives, regulatory requirements, delivery capabilities, and company financial targets for each Business Unit
Advise and coach delivery team staff on proposal budgets and business development processes, including pursuit planning, development timelines, and quality standards

Bachelor’s degree required
Minimum of 7 years of relevant work experience, demonstrating sustained impact across complex business development or consulting environments
Advanced experience leading solution strategy and/or supporting complex sales efforts in regulated or utility‑focused markets, including pre‑RFP opportunity shaping and pursuit leadership
Advanced experience working cross‑functionally with Product, Policy, Engineering, Marketing, IT, and Delivery teams to align solution design, pricing strategy, and execution feasibility
Advanced capability in leading solution strategies or supporting a large volume of sales efforts in regulated or utility‑focused markets, including shaping offerings and influencing pursuit direction
In‑depth functional knowledge of energy efficiency programs, utility procurement processes, and market dynamics, with the ability to apply this knowledge to complex, high‑impact opportunities
Demonstrated influence capability to shape pipeline development and pursuit strategy through analysis, recommendations, and cross‑functional alignment (without final decision authority)
Advanced financial and strategic thinking skills, including pricing strategy development, budget tradeoff analysis, and evaluation of risk, value, and delivery considerations
Demonstrated experience building and maintaining industry and client relationships that contribute to pipeline growth and repeat/expansion work.

Business Development Lead – Growth Management, Strategy, Senior Manager

Key skills