The Business Development Lead shapes program design for key pursuits and helps grow the business development pipeline
They use their BD expertise, program design skills, and industry relationships to influence opportunities early—often before an RFP is released
Working closely with Delivery Directors across multiple business units (energy efficiency, DERs, Policy and Ratings), they turn client needs and market insights into revenue-generating opportunities in energy efficiency, demand management, and clean heating and electrification
Guide proposal teams on pricing, budget strategy, and tradeoffs
Lead solution design to support growth priorities across Energy Solutions’ portfolio, including shaping opportunities prior to RFP release
Build, manage, and advance 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
Lead and support proposal development for a high volume of assigned pursuits, ensuring solutions are competitive, compliant, and differentiated
Shape solution narratives, value propositions, and pricing and budget strategies in collaboration with Business Development, Product, and Delivery teams
Develop pricing recommendations and tradeoff analyses and secure alignment with Delivery leadership and Business Unit leadership prior to final approvals
Validate that solution design aligns with client objectives, regulatory requirements, delivery capabilities, and documented financial targets
Coach project management staff on proposal budgets and business development processes, including pursuit planning, development timelines, and quality standards
Support client discussions, presentations, and clarification responses throughout the solicitation process
Partner with Delivery teams to ensure solutions are executable, scalable, and positioned for successful implementation
Collaborate with Product and Policy teams to incorporate product evolution, regulatory context, and market rules into solution design
Coordinate subject matter experts and domain leaders to support a large volume of high value pursuits
Lead pursuit timelines and milestones, including coordinating workstreams across proposal, solution design, and pricing activities
Maintain solution integrity from early strategy through proposal submission and transition to delivery
Support clean handoffs to Delivery teams to finalize scope, assumptions, risks, pricing rationale, and implementation approach
Support consistency of financial targets, risk assumptions, and value propositions remain consistent throughout the sales lifecycle
Requirements
Bachelor’s degree required
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
Occasional travel (2
6 trips per year).
Benefits
Compensation is commensurate with experience
Generous retirement package
Excellent benefits package including medical, dental and vision insurance