Senior Business Development Manager

Role Overview

• 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
• Other pre-tax contribution plans
• Employee Stock Ownership Plan (ESOP)