SPAN

Director, Utility Business Development

SPAN

full-time

Posted on:

Origin:  • 🇺🇸 United States • California

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Salary

💰 $140,000 - $200,000 per year

Job Level

Lead

About the role

  • Grow SPAN’s business by originating and developing scaled SPAN programs through utility partnerships
  • Work with utilities, program implementers, energy service providers, and trade allies to raise awareness of SPAN’s product capabilities
  • Collaborate closely with internal teams to steer product priorities needed to deploy programs at scale
  • Drive revenue growth by developing utility partnerships and programs that create clear commercial value
  • Own deal execution from proposal through negotiation, contract signing, and delivery
  • Build scalable models for utility engagement, directly and through channel partners, to expand adoption of smart electrical panels and services
  • Develop and execute strategies to expand utility adoption and monetize grid services
  • Represent the company in regulatory, policy, and industry forums
  • Identify market trends, rate structures, and incentives to unlock commercial opportunities
  • Propose, design, and launch utility pilots and programs (electrification rebates, load flexibility initiatives, non-wires alternatives)
  • Build long-term strategic partnerships with utilities, municipalities, and program implementers
  • Negotiate agreements that balance customer, utility, and company goals
  • Partner with Sales, Product, Marketing, and Operations to build and deliver successful utility offerings
  • Translate utility and regulatory needs into product requirements, pricing models, and service offerings
  • Support internal forecasting, pipeline management, and revenue planning
  • Develop trusted relationships with utility executives, regulators, program implementers, and industry leaders
  • Maintain regular touchpoints to ensure program success and customer satisfaction
  • Manage or provide oversight for consultants supporting policy and utility engagement

Requirements

  • 10+ years of work experience, including partnerships or sales with utilities or energy service providers, or other policy/market development work in the utility/energy space
  • Deep understanding of utility operations, regulatory environments, and DER integration
  • Strong communication and negotiation skills, with the ability to engage stakeholders at all levels, as well as to synthesize complex and nuanced ideas
  • Entrepreneurial mindset—comfortable in a fast-paced, mission-driven environment
  • Passion for decarbonization, electrification, and grid modernization
  • Adept at collaborating cross functionally with a track record of execution on complex .partnerships and new products, programs and services
  • Experience negotiating and managing contracts
  • The ability to travel for work trips when in-person presence is important