Senior Business Development Manager (Remote/Hybrid - US)

Job Description

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. They also guide proposal teams on pricing, budget strategy, and tradeoffs.

Energy Solutions operates as a predominantly remote workforce with offices in six different locations. Employees who reside within 40 miles of an office (except New York) will be assigned to that location, though in-office attendance requirements may vary by team.

Responsibilities include but are not limited to:

Solutions Strategy & Pipeline Development

• 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.

Proposal Development & Sales Support

• 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.

Cross-Functional Collaboration

• 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.

Solution Integrity & Handoff

• 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.

Minimum Qualifications:

• 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).

Preferred Qualifications:

• Master’s degree.
• Relevant energy/utility credentials (e.g., CEM, PMP, or similar) preferred
• 10 years of relevant work experience, demonstrating sustained impact across complex business development or consulting environments.
• Experience or knowledge of the energy efficiency field.
• Experience mentoring or coaching junior staff on proposal development, pricing/budget inputs, and business development processes (without formal supervisory responsibility).
• Deep understanding of utility/regulated market structures, procurement approaches (e.g., RFP/RFQ), and common program models in energy efficiency and demand-side management.
• Skilled cross‑functional influence and stakeholder alignment (Delivery, Product, Policy, Finance, and SMEs), including facilitation of decision points and tradeoff conversations.

The salary range for this role is $132,146 - $173,878, with a target compensation of $132,146 - $158,670 based on experience and qualifications.