Associate Director, Business Development & Strategic Partnerships

Own a prioritized portfolio of utility accounts and opportunities, advancing them from initial engagement through scoping, proposal, negotiation, and contract signature.

Develop new relationships with utility executives and leaders across transportation electrification, distribution, grid planning, demand-side management, innovation, and operations.

Lead consultative discovery to understand customer priorities, regulatory context, operational constraints, procurement pathways, budgets, and decision-making processes.

Develop and lead proposals, presentations, business cases, pricing strategies, bid defenses, and other materials required to win complex enterprise opportunities.

Navigate formal procurements, regulatory processes, pilots, and other pathways.

Source, qualify, and advance partnerships with automotive OEMs, EVSE manufacturers and network operators, battery and energy technology providers, aggregators, and other strategic ecosystem participants.

Build relationships with partner executives and working teams across product, engineering, energy services, marketing, and strategy.

Identify and prioritize opportunities to create shared value through technology integration, joint go-to-market efforts, utility program delivery, customer acquisition, or new revenue streams.

Develop partnership structures that clearly define shared value, commercial terms, responsibilities, technical dependencies, and paths to market.

Maintain ongoing ownership of priority partnerships after signature, working closely with Client Success, Product, and other internal teams to support successful launches, increase customer enrollment and participation, resolve partner-level barriers, identify expansion opportunities, and track partnership performance.

Drive clear internal alignment on priorities, decisions, responsibilities, timelines, risks, and next steps across assigned accounts and partnerships.

Shape compelling solutions and commercial approaches in partnership with Product, Client Success, Finance, and Policy, and Delivery teams.

Coordinate effectively across Product, Engineering, Marketing, Policy, Finance, Legal, RevOps, and executive leadership.

Develop concise decision memos, executive presentations, account plans, and recommendations that enable timely, well-informed decisions.

Maintain strong operating discipline through accurate pipeline stages, forecasts, relationship maps, account plans, and CRM data.

Translate customer, partner, and market insights into recommendations that inform product strategy, positioning, partnership priorities, and go-to-market planning.

You have 7–10 years of experience in enterprise business development, strategic partnerships, corporate development, consultative sales, or a related field.

You have personally originated, structured, negotiated, and closed complex B2B opportunities, ideally with electric utilities, automotive companies, EV charging providers, energy technology companies, or similarly complex enterprises.

You are a strong commercial thinker who can translate market dynamics, customer needs, financial analysis, regulatory context, and technical considerations into a credible business case.

You bring sound judgment to long and ambiguous deal cycles, including where to invest time, how to navigate competing stakeholders, when to escalate, and when to walk away.

You are comfortable operating independently in a fast-moving environment while remaining highly collaborative with colleagues.

Experience with electric utilities, transportation electrification, distributed energy resources, or enterprise energy software.

Professional fluency in one or more of the following areas: virtual power plants, DERMS, demand response, managed charging, vehicle-grid integration, energy storage, or grid planning.

Experience negotiating agreements that include both commercial and technical components.

Experience working with regulated customers or in markets shaped by public utility commissions and regulatory proceedings.

Existing relationships across the North American utility, automotive, EV charging, and distributed energy resource ecosystem.