Business Development Manager: Demand Side Management Technology

Description

We are seeking a Business Development Manager to join our Utility Growth Team and accelerate growth across EEI’s utility market, selling integrated consulting and technology solutions including ICF’s flagship program implementation platform, Sightline, as well as other digital, data, and AI‑enabled offerings.

ICF’s utility clients are navigating one of the most significant transformations in the energy industry—decarbonization, grid modernization, electrification, and customer program innovation. We combine deep domain expertise with scalable technology platforms, analytics, and AI‑enabled solutions to help utilities design, deliver, and expand impactful programs.

This role is ideal for a high‑energy, consultative seller who thrives in complex, relationship‑driven sales environments and can translate client challenges into multi‑solution growth opportunities across EEI’s utility portfolio.

• 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

• 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)

• Strong consultative selling and discovery skills

• Ability to orchestrate cross‑functional teams and influence without authority

• Excellent communication, storytelling, and executive presence

• Strategic thinker with strong sales judgment

• Highly organized with a bias for action and accountability

• Ability to build trust with technical, operational, and executive stakeholders

ICF is a global advisory and technology services provider, but we’re not your typical consultants. We combine unmatched expertise with cutting-edge technology to help clients solve their most complex challenges, navigate change,…