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Director – Utility Business Development
Updated on 3/22/2023
Remote • Burnsville, NC, USA
Experience Level
Desired Skills
  • Demonstrated track record of empathy, individual initiative, a spirit of inquiry, and solutions-orientation
  • Experience with at least one of the following areas: enterprise-scale utility sales, writing RFP responses and formal proposals, analysis of energy policy, and/or contracting
  • Domain expertise through industry experience in one or several of the following areas: Electric mobility, Power systems, Public utility regulation, Residential energy assets
  • Attention to detail and ability to function effectively under time pressure
  • Ability to work with diverse teams and translate between various areas of expertise
  • Flexibility and willingness to take on a variety of tasks in response to immediate needs
  • Excellent written and oral communication skills
  • Strong interpersonal skills and excellent work ethic
  • Comfort with remote collaboration tools. Travel required, when appropriate in accordance with health guidelines
  • 7-10 years of full-time experience across the sales cycle
  • Successful track record of building partnerships with electric utilities OR selling enterprise software
  • BA/BS, or equivalent experience, required. Masters, or equivalent experience, preferred
  • Own key accounts for some of the largest utilities in the West with high priority projects and EV programs
  • Develop new leads for prospective clients among major utilities and inform regional priorities
  • Own and grow relationships with utility leaders, including executives and team leaders focused on electric vehicles, distributed energy strategy, grid planning, and operations teams
  • Exercise indirect influence to keep projects moving in a timely and efficient manner
  • Drive scoping discussions with utilities to balance stakeholder needs, internally and externally, and close deals that achieve both scale and rapid execution
  • Work closely with policy counterparts on regulatory engagement (e.g. filings to active dockets with a public utility commission) to develop the market in target states across the East and Midwest
  • Craft formal project proposals, presentation slides, and other tools to enhance your Sales activities
  • Negotiate term sheets and contracts through final signatures
  • Support project management to smoothly transition new contracts into implementation
  • Coordinate with fellow associates on sales process improvements, product development, regulatory and policy goals, and competitive landscape
  • Special projects and other duties as designated by your manager or assigned designee