Responsibilities

Develop and execute the business development and go-to-market strategy for distributed energy, virtual power plants (VPPs), battery storage, demand response, and grid services, including target markets, customer segments, channel strategies, and growth plans.
Own commercial performance, including pipeline generation, bookings, revenue, gross margin, forecasting, and achievement of annual and multi-year growth objectives.
Lead complex, consultative sales cycles with utilities, hyperscalers, data center operators, independent power producers, energy retailers, commercial and industrial customers, and strategic partners.
Build and maintain executive-level relationships with customers, utilities, energy market participants, channel partners, technology providers, OEMs, developers, and capital providers.
Develop and execute account strategies that drive opportunity qualification, solution development, proposal creation, contract negotiation, and deal closure.
Identify, structure, and commercialize new opportunities involving energy storage, demand response, distributed energy resources, EV charging, flexible load management, backup power, and other grid flexibility solutions.
Evaluate and develop revenue opportunities across utility programs, capacity markets, energy markets, ancillary services, demand response, resilience solutions, and emerging energy flexibility products.
Develop business cases, pricing strategies, revenue-sharing structures, commercial agreements, and partnership models that support scalable growth and long-term profitability.
Establish and manage strategic partnerships that expand market participation, customer access, resource availability, product capabilities, and revenue opportunities.
Create and execute customer pilots, demonstrations, and market validation initiatives that prove value and support long-term commercial adoption.
Recruit, develop, and lead a high-performing business development and sales organization, establishing clear performance expectations, processes, and accountability.
Build and maintain disciplined sales operations, including CRM management, pipeline visibility, forecasting, qualification standards, sales collateral, proposals, financial models, and executive business cases.

Qualification

Bachelor's degree in BusinessDemonstrated success originatingWorking knowledge of UStrong executive presenceAnalytical and commercially minded

Required

Bachelor's degree in Business, Engineering, Economics, Energy, or a related field required; MBA or relevant advanced degree preferred.
Typically 10+ years of progressive experience in business development, enterprise sales, energy commercialization, market development, strategic partnerships, or related leadership roles within the energy industry.
Demonstrated success originating, developing, and closing complex commercial opportunities, negotiating strategic agreements, and consistently achieving revenue, growth, or margin targets.
Experience in one or more relevant sectors, including Virtual Power Plants (VPPs), distributed energy resources (DERs), battery energy storage systems (BESS), solar, demand response, DERMS, energy management software, utilities, retail electricity, wholesale energy markets, grid services, or energy services.
Proven ability to develop executive-level customer and partner relationships and manage complex sales cycles involving technical, financial, operational, regulatory, procurement, and executive stakeholders.
Strong understanding of distributed energy, grid flexibility, demand response, battery storage, VPP business models, and the value streams available across capacity, energy, ancillary services, demand response, utility programs, and other grid services.
Working knowledge of U.S. electricity markets, utility programs, ISO/RTO structures (e.g., PJM, CAISO, ERCOT, NYISO, ISO-NE), and relevant market participation or regulatory frameworks.
Experience evaluating customer economics, pricing strategies, commercial structures, project returns, revenue models, contract terms, and business risks to support profitable growth.
Demonstrated success developing new markets, strategic partnerships, channel relationships, pilot programs, and scalable go-to-market strategies.
Strong executive presence, communication, presentation, negotiation, and consultative selling skills, with the ability to effectively engage customers, partners, investors, and senior leadership.
Proven ability to lead cross-functional initiatives and influence stakeholders across product, engineering, operations, regulatory, legal, finance, and commercial organizations.
Analytical and commercially minded, with the ability to translate technical capabilities into compelling customer value propositions, business cases, and growth strategies.

Vice President, Sales & Business Development - VPP Business at Transgrid Energy · LumiJobs

Vice President, Sales & Business Development - VPP Business

Responsibilities

Qualification

Required

Company

Transgrid Energy

More roles at Transgrid Energy