Business Development Lead - Management & Strategy, Senior Manager; Remote​/Hybrid

Business Development Lead - Growth Management & Strategy, Senior Manager (Remote/Hybrid - US)

Remote - US

Interested in joining a growing company where you will work with talented colleagues, enhance a supportive and energetic culture, and be part of the climate solution? At Energy Solutions, we focus on the big impacts. And we believe that market-based programs can be a powerful force to deliver large-scale energy, carbon, and water-use savings. Since 1995, we’ve harnessed that power to offer proven, performance-based solutions for our utility, government, and institutional customers.

The Business Development Lead works closely with VPs and Directors, across multiple Delivery Business Units (Energy Efficiency, Decarbonization, Distributed Energy Resources, Codes and Standards, and New Pilots and Emerging Technologies) to help grow and manage their business development pipelines. The Business Development Lead facilitates a consistent strategic vision, tactical execution, and rigorous compliance with company goals and standards across all phases of sales and opportunity development.

They leverage their considerable business development expertise, program design skills, and industry expertise and relationships to influence and inform successful development of business opportunities across all stages of development.

• Develop and manage, in collaboration with Delivery Business Units, 3-year business development plans to direct managed and intentional growth. Management includes supporting execution of tactics and quarterly updates to plans.
• Lead solution design to support growth priorities across Energy Solutions’ portfolio, including shaping opportunities prior to RFP release.
• Build, manage, and support the advancement of 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.
• Maintain and manage pipeline and forecasts for assigned business unit leveraging using Salesforce, ERP, and internal dashboards and reporting.

• Support proposal development for a high volume of assigned pursuits, to ensure that bids are competitive, compliant, and differentiated.
• Ensure that sales strategy and win themes developed in earlier stages of opportunity development are consistently voiced in the proposal.
• Leveraging direction from Business Unit leaders, subject matter experts, and service design standards, shape and coordinate program design, solution narratives, value propositions, tradeoff analyses, and pricing and budget strategies for proposals in collaboration with Business Development, Product, and Delivery teams.
• Validate that solution designs align with client objectives, regulatory requirements, delivery capabilities, and company financial targets for each Business Unit.
• Advise and coach delivery team 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.
• Lead pursuit timelines and milestones, including coordinating work streams 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 as won pursuits transition from sales into contracting and implementation.

• Minimum of 7 years of relevant work experience,…