Business Development Director - Grid & Energy Services

Business Development Director – Grid & Energy Services

Location: San Francisco, CA, United States Location Type: Remote Salary Range: 170000 - 220000 USD Annually

The Director of Grid & Energy Service Development will drive Qcells' strategy for expanding into new utility markets, focusing on regions where we can identify the potential growth of VPP, grid services, and grid-edge DERMS programs or infrastructure along with the pilot program. This position will be responsible for setting up an effective go-to-market strategy for capturing the grid & energy service business opportunity, identifying the partners such as utilities, ISO/RTOs, municipalities, energy retailers, co-ops, CCAs and designing the business model/program to fulfill their capacity needs in target states. This role requires strong entrepreneurship to create new revenue streams and a high level of expertise in creating access to the key grid stakeholders, identifying utility needs, designing customized energy programs or business models, and positioning Qcells as a leader in the sector.

Responsibilities

• Develop and execute a comprehensive go-to-market strategy for expanding the business opportunity for grid & energy services.
• Create and bring access to the key utilities for Qcells to have an opportunity to present the capabilities as the long-term energy service partner.
• Engage utilities, CCA's, municipalities and co-ops to identify unmet needs, design tailored energy programs, and position Qcells as the 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.
• Interprets internal and external business challenges and recommends best practices to improve products, processes or services. Utilizes 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."

Required Qualifications

• 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 government bodies and regulatory agencies.
• Ability to lead and influence high-level decision-makers with utility organizations and regulatory bodies.
• Proven experience in designing and executing business strategies that drive market share growth in competitive energy markets.
• Excellent leadership, communication, and relationship-building skills, with experience managing high-stakes negotiations and complex partnerships.

Preferred Qualifications/Characteristics

• Experience in leading customer discovery workshops to define technical requirements and co-create customized solution roadmaps.
• Passion for innovation and digital technologies that drive grid modernization and new business models with customers.
• Comfort with ambiguity and complexity, and ability to lead through change.

Hanwha Q CELLS America Inc. ("HQCA") is headquartered in Irvine, CA, and handles sales for the North American region. It is a subsidiary of Hanwha Q CELLS Co., Ltd., one of the world´s largest and most recognized photovoltaic manufacturers for its high-performance, high-quality solar cells and modules. It is headquartered in Seoul, South Korea (Global Executive HQ) and Thalheim, Germany (Technology & Innovation HQ). Through its growing global business network spanning Europe, North America, Asia, South America, Africa, and the Middle East, the company provides excellent services and long-term partnerships to its customers in the utility, commercial, government, and residential markets. Hanwha Q CELLS is a flagship company of Hanwha Group, a FORTUNE Global 500 firm, and a Top 8 business enterprise in South Korea. HQCA recently acquired Geli, a leading developer of Energy Management System software for energy storage, solar, and other renewable resources.

Physical, Mental & Environmental Demands: To comply with the Rehabilitation Act of 1973 the essential physical, mental and environmental requirements for this job are listed below. These are requirements normally expected to perform regular job duties. Incumbent must be able to successfully perform all of the functions of the job with or without reasonable accommodation.

Mobility Standing 20% of time Sitting 70% of time Walking 10% of time Strength Pulling up to 10 Pounds Pushing up to 10 Pounds Carrying up to 10 Pounds Lifting up to 10 Pounds Dexterity (F = Frequently, O = Occasionally, N = Never) Typing F Handling F Reaching F - Mobility - Standing - 20% of time - Sitting - 70% of time - Walking - 10% of time - Strength - Pulling - up to 10 Pounds - Pushing - up to 10 Pounds - Carrying - up to 10 Pounds - Lifting - up to 10 Pounds - Dexterity (F = Frequently, O = Occasionally, N = Never) - Typing - F - Handling - F - Reaching - F - Agility (F = Frequently, O = Occasionally, N = Never) Turning F Twisting F Bending O Crouching O Balancing N Climbing N Crawling N Kneeling N - Agility (F = Frequently, O = Occasionally, N = Never) - Turning - F - Twisting - F - Bending - O - Crouching - O - Balancing - N - Climbing - N - Crawling - N - Kneeling - N

The salary range is required by the California Pay Transparency Act and may differ depending on the location of those candidates hired nationwide. Actual compensation is influenced by a wide array of factors including but not limited to, skill set, education, licenses and certifications, essential job duties and requirements, and the necessary experience relative to the job's minimum qualifications.

*This target salary range is for CA positions only and should not be interpreted as an offer of compensation.