EnergySolutions

Senior Business Development Manager

EnergySolutions

full-time

Posted on:

Location Type: Remote

Location: United States

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Salary

💰 $132,146 - $173,878 per year

Job Level

Senior

About the role

  • 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
  • Guide proposal teams on pricing, budget strategy, and tradeoffs
  • 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
  • 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
  • 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
  • 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

Requirements

  • 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).
Benefits
  • Compensation is commensurate with experience
  • Generous retirement package
  • Excellent benefits package including medical, dental and vision insurance
  • Other pre-tax contribution plans
  • Employee Stock Ownership Plan (ESOP)
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
solution strategypricing strategy developmentbudget tradeoff analysisfinancial analysisproposal developmentmarket cultivationpursuit planningenergy efficiency programsutility procurement processesrisk evaluation
Soft Skills
influence capabilitycross-functional collaborationcoachingcommunicationstrategic thinkingrelationship buildingproblem-solvingleadershippresentation skillsnegotiation
Certifications
Bachelor's degree