Business Development Director – Grid & Energy Services
Qcells North America, San Francisco, CA, United States
The Director of Grid & Energy Service Development will drive Qcells’ strategy for expanding into new utility markets, focusing on regions where the company can identify potential growth of VPP, grid services, and grid‑edge DERMS programs or infrastructure along with pilot programs. This role will set up an effective go‑to‑market strategy for capturing the grid & energy service business opportunity, identify partners such as utilities, ISO/RTOs, municipalities, energy retailers, co‑ops, and CCAs, and design the business model/program to fulfill their capacity needs in target states. Location: San Francisco, Atlanta, Chicago, Denver, or the Tri‑State region (NY/NJ/MA).
Responsibilities
Develop and execute a comprehensive go‑to‑market strategy for expanding the business opportunity for grid & energy services.
Create and bring access to key utilities for Qcells to present the capabilities as the long‑term energy service partner.
Engage utilities, CCAs, municipalities, and co‑ops to identify unmet needs, design tailored energy programs, and position Qcells as the first mover in new markets.
Drive large deal pursuits, including identification, shaping, and closure of transformational opportunities with utilities.
Drive the adoption of Qcells’ products and services, including DERMS, VPP, and grid services, while integrating solutions that address utilities’ operational and regulatory challenges.
Define software and platform requirements for DERMS, VPP, and grid services programs, including data and telemetry expectations, performance requirements, and measurement and verification needs.
Forge strong relationships with grid owners, state public service commissions, and government agencies to influence policy and drive program adoption.
Ensure excellence in forecasting, pipeline management, and reporting.
Collaborate with ecosystem partners to develop mutually beneficial value propositions that drive customer acquisition and increase deal win rates.
Collaborate with internal teams and external consulting partners to build scalable platforms and software solutions that meet the specific needs of utilities.
Interpret internal and external business challenges and recommend best practices to improve products, processes or services.
Represent Qcells at conferences, industry events, and in discussions with industry stakeholders, including utility executives, policy leaders, and regulatory authorities.
Stay ahead of evolving energy policies, regulations, and market trends to proactively shape Qcells’ business strategies.
Lead efforts to navigate complex regulatory processes and establish Qcells as a trusted partner for utilities seeking grid modernization and demand response solutions.
Manage high‑level partnerships and negotiations to ensure Qcells is positioned as a “Complete Energy Solution Provider.”
Required Qualifications
15+ years of experience in utility business development, grid services, or energy program leadership, with a proven record of success in the utility sector.
Bachelor’s degree in business, engineering, energy management, or a related field required; Master’s degree highly preferred.
Extensive network across the US utility market, including relationships with utility executives, state regulators, public & utility commissioners, and key energy policy stakeholders in target states.
Proven track record of closing large, multi‑stakeholder software and services deals.
Demonstrated experience with DERMS, VPP, and grid services programs, including program design, utility integration requirements, and program operations such as dispatch, measurement and verification, and reporting.
Experience responding to utility RFPs and non‑RFP utility approaches, including shaping requirements, developing proposals, and supporting negotiation and award.
Deep understanding of demand response, energy storage, and VPP, with a proven ability to sell utility‑friendly solutions.
Strong background in navigating regulatory frameworks and building strategic relationships with government bodies and regulatory agencies.
Ability to lead and influence high‑level decision‑makers with utility organizations and regulatory bodies.
Proven experience in designing and executing business strategies that drive market share growth in competitive energy markets.
Excellent leadership, communication, and relationship‑building skills, with experience managing high‑stakes negotiations and complex partnerships.
Preferred Qualifications/Characteristics
Experience in leading customer discovery workshops to define technical requirements and co‑create customized solution roadmaps.
Passion for innovation and digital technologies that drive grid modernization and new business models with customers.
Comfort with ambiguity and complexity, and ability to lead through change.
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Responsibilities
Develop and execute a comprehensive go‑to‑market strategy for expanding the business opportunity for grid & energy services.
Create and bring access to key utilities for Qcells to present the capabilities as the long‑term energy service partner.
Engage utilities, CCAs, municipalities, and co‑ops to identify unmet needs, design tailored energy programs, and position Qcells as the first mover in new markets.
Drive large deal pursuits, including identification, shaping, and closure of transformational opportunities with utilities.
Drive the adoption of Qcells’ products and services, including DERMS, VPP, and grid services, while integrating solutions that address utilities’ operational and regulatory challenges.
Define software and platform requirements for DERMS, VPP, and grid services programs, including data and telemetry expectations, performance requirements, and measurement and verification needs.
Forge strong relationships with grid owners, state public service commissions, and government agencies to influence policy and drive program adoption.
Ensure excellence in forecasting, pipeline management, and reporting.
Collaborate with ecosystem partners to develop mutually beneficial value propositions that drive customer acquisition and increase deal win rates.
Collaborate with internal teams and external consulting partners to build scalable platforms and software solutions that meet the specific needs of utilities.
Interpret internal and external business challenges and recommend best practices to improve products, processes or services.
Represent Qcells at conferences, industry events, and in discussions with industry stakeholders, including utility executives, policy leaders, and regulatory authorities.
Stay ahead of evolving energy policies, regulations, and market trends to proactively shape Qcells’ business strategies.
Lead efforts to navigate complex regulatory processes and establish Qcells as a trusted partner for utilities seeking grid modernization and demand response solutions.
Manage high‑level partnerships and negotiations to ensure Qcells is positioned as a “Complete Energy Solution Provider.”
Required Qualifications
15+ years of experience in utility business development, grid services, or energy program leadership, with a proven record of success in the utility sector.
Bachelor’s degree in business, engineering, energy management, or a related field required; Master’s degree highly preferred.
Extensive network across the US utility market, including relationships with utility executives, state regulators, public & utility commissioners, and key energy policy stakeholders in target states.
Proven track record of closing large, multi‑stakeholder software and services deals.
Demonstrated experience with DERMS, VPP, and grid services programs, including program design, utility integration requirements, and program operations such as dispatch, measurement and verification, and reporting.
Experience responding to utility RFPs and non‑RFP utility approaches, including shaping requirements, developing proposals, and supporting negotiation and award.
Deep understanding of demand response, energy storage, and VPP, with a proven ability to sell utility‑friendly solutions.
Strong background in navigating regulatory frameworks and building strategic relationships with government bodies and regulatory agencies.
Ability to lead and influence high‑level decision‑makers with utility organizations and regulatory bodies.
Proven experience in designing and executing business strategies that drive market share growth in competitive energy markets.
Excellent leadership, communication, and relationship‑building skills, with experience managing high‑stakes negotiations and complex partnerships.
Preferred Qualifications/Characteristics
Experience in leading customer discovery workshops to define technical requirements and co‑create customized solution roadmaps.
Passion for innovation and digital technologies that drive grid modernization and new business models with customers.
Comfort with ambiguity and complexity, and ability to lead through change.
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