Senior Business Development Director

View full description

Requirements:

• Minimum of 2+ years of experience successfully closing sales of solar PV, battery energy storage, and microgrid solutions in the utility, institutional, commercial, or industrial markets.
• Demonstrated track record of negotiating and closing complex sales agreements, including letters of intent, term sheets, power purchase agreements (PPAs), and energy savings agreements (ESAs), with a strong ability to structure and execute multi-million dollar deals.
• Proven success in selling to Fortune 500 clients, with a track record of identifying and developing key champions, navigating decision-making processes, and managing complex procurement cycles.
• Proven ability to sell across North America simultaneously, understanding regional market rules, regulations, and sources of value, with both breadth and depth of market expertise.
• Expertise in lead generation, quickly identifying and qualifying sales opportunities to build and maintain a healthy sales pipeline, ensuring consistent new business acquisition and revenue growth.
• Familiarity with the unique needs of end-use commercial & industrial energy consumers, particularly those in energy-intensive sectors, and a deep understanding of the operational challenges these clients face.
• Outstanding ability to communicate clearly and effectively, both orally and in writing, at the tactical and strategic levels. Capable of presenting executive-level summaries, recommendations, and insights to influence decision-making.
• Ability to clearly illustrate ROI for high-level decision-makers and effectively communicate value propositions to purchasing, operations, and other client stakeholders.
• Strong technical background in energy transition technologies, with an understanding of key solar, battery storage, and microgrid systems. Demonstrated willingness and aptitude to learn and apply new emerging technologies that align with Calibrant’s product suite.
• Ability to work autonomously with minimal supervision, demonstrating superior organizational skills, a keen eye for detail, and the ability to prioritize and manage multiple high-priority projects while meeting deadlines.
• Exceptional interpersonal skills, with the ability to build trust, deepen client relationships, and collaborate effectively with cross-functional teams from sales, engineering, and operations.
• A well-established network of key contacts within target markets, with a proven ability to cultivate and maintain strong relationships with prospective clients.
• Ability to travel as needed to engage with clients across North America, with expected travel being less than 25% of the time.

Responsibilities:

• Develop deep fluency in solar, energy storage, microgrid, and other emerging energy transition technologies - staying ahead of market trends, product innovations, and regulatory developments.
• Conduct detailed market segmentation and customer analysis to develop targeted outreach strategies that align with the overall sales objectives and growth goals.
• Identify and engage potential Fortune 500 clients through strategic prospecting efforts, targeting high-value opportunities for comprehensive energy management solutions.
• Lead national sales efforts for solar, energy storage, and microgrid solutions, identifying decision-makers, building strong relationships with C-suite executives, and mapping out long-term strategies for adoption.
• Own the entire sales cycle, from initial contact through to closing, by analyzing customer energy and facility data to understand their needs and crafting bespoke energy solutions.
• Collaborate cross-functionally with internal teams (engineering, operations, and project management) to develop integrated energy management strategies that align with the business objectives of Fortune 500 clients.
• Serve as a strategic consultant for clients by understanding their energy consumption patterns, proposing cost-saving initiatives, and educating on the benefits of solar and energy storage technologies.
• Build and maintain a robust sales pipeline by continuously identifying, qualifying, and advancing high-potential leads through consistent engagement and follow-ups.
• Establish a disciplined and effective sales rhythm to ensure consistent progress of opportunities through the sales pipeline, focusing on maximizing win rates and achieving growth targets.
• Lead contract negotiations and close high-value deals for solar, energy storage, and microgrid solutions, ensuring terms meet client expectations while delivering profitable growth for the business.
• Develop and execute tailored proposals, ensuring alignment with customer goals and maximizing project value while addressing all technical, financial, and operational considerations.
• Leverage Calibrant’s CRM system for real-time tracking of sales progress, client interactions, and pipeline management, ensuring accurate reporting and data-driven decision-making.
• Consistently exceed quarterly and annual sales goals, delivering growth that aligns with the company’s long-term objectives and market expansion plans.