Director Renewables & Infrastructure

Director Renewables & Infrastructure

Be part of a growing, successful company in an exciting and challenging field. Border States is 100% employee-owned, which means you're empowered to make decisions, find solutions and receive rewards for your hard work. This position will be located in Maple Grove, MN. This position is 100% remote and any major city or hub can be a potential home base, some preference to Minneapolis due to proximity to customers.

The Director of Renewables & Infrastructure Strategic Accounts leads the development and execution of sales strategies that drive revenue growth and strengthen market presence in utility-scale renewable energy and infrastructure sectors. This role oversees a high-performing sales team, manages EPC contractor relationships, and drives the full sales cycle for solar, battery storage, and other clean energy solutions. The Director also defines and executes the EPC strategy for key utility alliance partners in partnership with the alliance team, delivering customized, large-scale transmission, substation, and distribution solutions in collaboration with internal teams and stakeholders.

Essential Functions:

• Develops and leads the national EPC strategy for utility-scale renewable energy and major transmission/substation projects.
• Evaluates and optimizes EPC partner relationships, material and services structures, and pricing models to support competitive sales offerings.
• Ensures EPC solutions are scalable, cost-effective, and aligned with company technical standards and customer expectations.
• Partners with internal company teams to ensure cross-functional alignment on deliverables and risk mitigation.
• Works closely with strategic manufacturing partners to facilitate close working relationships with regional and local sales and operations teams.
• Cultivates and maintains strong, long-term relationships with key decision-makers at EPC contractor companies, utility contractors, utility alliance teams, and other pertinent sector clients.
• Builds, leads, coaches, and motivates a high-performing sales team, setting targets, providing training, and implementing performance metrics to ensure goal achievement.
• Monitors utility and EPC market trends, regulatory developments, and competitor strategies to inform internal planning.
• Approves incentive compensation, base pay and quota levels to ensure total compensation is in line with forecast results.
• Encourages, supports and ensures Account Manager skill development by leveraging training elements found in the Account Manager Journey Map.
• Fosters the use of TCCM documentation and the use of formal Customer Business Reviews so these tools become prevalent.
• Supports the training and tools found in Integrity Coaching and Selling and collaborates with peers and sales leadership to bring new tools online.
• Identifies, documents and broadly communicates best practices across the company.

Non-essential Functions:

• Represents the company at industry events, conferences, and customer engagements as a thought leader in utility-scale renewables and EPC strategy.
• Defines and supports sales training programs allowing staff to achieve their full potential and support company objectives.
• Performs other duties as assigned by supervisor or designate.

• Bachelor's degree in engineering, management, technical or business degree or equivalent in work experience required.
• 5+ years of prior management experience required.
• 10+ years of prior customer service, quotation, or sales experience with strong knowledge of electrical products and utility systems required.
• Proven experience leading and communicating vision to virtual teams in a collaborative environment.
• Technical ability to understand electrical systems and product applications with prior electrical distribution experience.
• Technical ability to read specifications and drawings.
• Comprehensive knowledge of product lines and applications, alternate product substitutes, and supplier pricing policies preferred.
• Strong working knowledge of PC Windows and Microsoft Office (Word, Excel, and Power Point) internet, email, and SAP software.

• Strong…