Key skills
Business DevelopmentSales Lifecycle ManagementUtility Sector ExperienceEnergy Sector ExperienceSoftware Solutions SalesSaaS SalesCRM ToolsTechnology-enabled SolutionsAI-enabled SolutionsCapture ManagementProposal ManagementHighspotOutreachDemandbaseIntrohiveAPMP CertificationShipley CertificationCPCM CertificationConsultative SellingExecutive PresenceSales JudgmentCross-functional Team OrchestrationInfluence Without AuthorityTrust BuildingStrategic ThinkingAIAnalyticsSaaSCRMLeadershipCollaborationSales
About this role
ICF is a global advisory and technology services provider, and they are seeking a Business Development Manager to join their Utility Growth Team. The role focuses on accelerating growth in the utility market by selling integrated consulting and technology solutions, including ICF's flagship program implementation platform and other AI-enabled offerings.
Responsibilities:
- Building and advancing a pipeline of utility opportunities across North America
- Owning the full sales lifecycle, including qualifying, pursing and supporting the writing of the proposal in collaboration with delivery, technology, product, and leadership teams across the division
- Your focus will include selling:
- Sightline and other technology platforms
- Consulting‑led program delivery, analytics, data, and AI‑enabled solutions
- Integrated offerings tailored to each utility’s strategy, maturity, and regulatory environment
- Develop a strong command of Sightline, ICF’s broader technology solutions, ICF’s energy efficiency offerings, and how they integrate with consulting services
- Learn and apply ICF’s business development and capture processes
- Build relationships with utility sales, delivery, and technology leaders across EEI
- Begin developing a target account and contact strategy by solution area
- Partner with delivery teams to identify expansion and cross‑sell opportunities within existing utility clients
- Build and maintain a qualified pipeline of $24M+ across utility growth priorities
- Lead 10–15 concurrent pursuits across the full sales lifecycle
- Develop win strategies, including competitive positioning and stakeholder mapping
- Drive pursuit activities including pipeline reviews, forecasting, and gate reviews
- Contribute as a proposal reviewer across multiple solutions and offerings
- Identify and secure strategic partners, including negotiating teaming agreements
- Maintain accurate pipeline tracking and reporting in CRM systems
- Close $8M+ in new sales across consulting and technology solutions
- Contribute to utility market and account growth strategies
- Partner with marketing to support thought leadership and targeted campaigns
- Develop business cases, pricing strategies, and value propositions to expand into new utility segments or solution areas
- Collaborate with senior leadership to translate EEI growth priorities into actionable sales plans
Requirements:
- 12+ years in business development, sales, or capture management
- Experience selling into the utility or energy sector
- Proven success managing multiple complex pursuits and closing $5M+ annually
- Experience selling software solutions (preferably SaaS), ideally alongside consulting or services
- Proficiency managing the full sales lifecycle using CRM tools
- Experience selling technology‑enabled or AI‑supported solutions
- Familiarity with tools such as Highspot, Outreach, Demandbase, or Introhive
- Bachelor's degree
- Capture or proposal management certifications (APMP, Shipley, CPCM)