Business Development Director – Grid & Energy Services

Overview

Description The Director of Grid & Energy Service Development will drive Qcells' strategy for expanding into new utility markets, focusing on regions where there is potential growth in VPP, grid services, and grid-edge DERMS programs or infrastructure, including pilot programs. This role is responsible for setting up an effective go-to-market strategy to capture grid & energy service business opportunities, identifying partners such as utilities, ISO/RTOs, municipalities, energy retailers, co-ops, CCAs, and designing the business model/program to fulfill capacity needs in target states.

This position is based in one of the following locations:
San Francisco, Atlanta, Chicago, Denver, or the Tri-State Region (NY/NJ/MA).

• Develop and execute a comprehensive go-to-market strategy for expanding the business opportunity for grid & energy services.
• Create access to key utilities for Qcells to present 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 a 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. Utilize understanding of industry trends to inform decision making process.
• Represent Qcells at conferences, industry events, and in discussions with industry stakeholders, including utility executives, policy leaders, and regulatory authorities, to advance the Company’s market position.
• 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.”

• 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 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…