Director, Utility Business Development Energy Transition Programs

APTIM•Madison, WI

2d•$180,000 - $250,000•Remote

About The Position

APTIM’s Energy Transition team is seeking an experienced Director, Utility Business Development Energy Transition Programs to drive strategic growth, client engagement, and innovation across a national portfolio of utility programs. This role is responsible for business development, program strategy, and market expansion across demand-side management (DSM), distributed energy resources (DERs), demand response (DR), grid flexibility, and emerging energy technologies. The Director will play a critical role in identifying and shaping opportunities that align utility needs with scalable, technology-enabled program solutions. Building upon APTIM’s strong foundation in program delivery and client relationships, this role integrates business development leadership with program design insight, ensuring solutions are not only won—but successfully launched, delivered, and scaled. The ideal candidate will combine a hunter mindset with deep program knowledge, enabling them to translate market signals, policy drivers, and utility pain points into innovative, high-impact program offerings. They should come with existing utility relationships, a comprehensive understanding of how utilities are organized and an ability to articulate our value proposition across utility silos. APTIM’s Energy Transition team is a recognized leader in the marketplace. Our technical experts deliver highly innovative projects and complex client solutions providing the full breadth of energy solutions including energy management, carbon management, smart energy infrastructure, distributed energy resources (DER), and carbon-free mobility solutions. Our consultants proactively collaborate with clients to define and implement strategies and campaigns around key business drivers, with the primary focus of finding and delivering high-impact projects exceeding expectations and meeting the unique needs for our commercial and retail clients. The Director, Utility Business Development Energy Transition Programs serves as a resource for the leadership team and cross-functional team members to ensure commitments to stakeholders are delivered. This role will involve direct engagement with utilities (regulated and non-regulated), municipalities, cooperatives, government agencies, and cross-selling established APTIM customers across the enterprise. You will also be working with others who are enthusiastic about clean energy, energy efficiency and making a positive impact on the industry. This role requires a critical thinker focused on finding solutions that strike a balance between stakeholder demands and program needs.

Requirements

Bachelor’s degree from an accredited four-year college or university or equivalent work experience.
10+ years’ sales experience related to utility energy program management/implementation, utility innovation, grid modernization and resiliency.
Strong understanding of DSM programs, beneficial electrification, emobility, DER, and utility operations and emerging trends in the industry.
Proven ability to build client relationships and translate market needs into scalable program offerings.
Excellent written, verbal, and presentation skills.
Strong organizational skills with the ability to manage competing priorities and deadlines.
Experience launching new utility programs, pilots, or innovative offerings.
Experience selling and delivering programs for utilities, government agencies, or cooperatives.
Working knowledge of the policy and regulatory influences on energy efficiency and utility operations.
Proven experience developing and maintaining relationships with internal colleagues and external stakeholders.
Must be a self-starter, organized and have an ability to manage competing priorities with established deadlines.
Ability to work independently and within a team environment while interacting with individuals at all levels of the organization.
High level of emotional intelligence and ability to work effectively with diverse teams and stakeholders.
Strategic thinker with a practical, solution-oriented approach to problem-solving.
Ability to maintain confidentiality and handle sensitive information with integrity.
Commitment to fostering a collaborative work environment within the team and broader organization.
Strong leadership presence and the ability to influence others with or without direct authority.
Proficiency in Salesforce and Microsoft Office (Excel, Word, PowerPoint, Outlook, SharePoint).

Nice To Haves

5+ years’ experience in utility DSM program management preferred.
PMP, MBA, CEM, BPI, or similar certifications.
Experience with Microsoft Dynamics, and/or Power BI.

Responsibilities

Lead business development efforts targeting Utilities of all types including Investor owned, cooperative and municipal, expanding APTIM’s presence across energy transition programs.
Develop and execute targeting strategies and pipeline management focused on DERs, demand side management, demand response, electrification, and grid modernization initiatives.
Identify and secure new opportunities tied to grid flexibility, non-wires alternatives (NWAs), virtual power plants (VPPs), and distributed resource aggregation.
Grow revenue aligned with DSM, grid innovation, and resiliency objectives.
Translate market trends, regulatory drivers, and utility priorities into scalable program offerings and pilots.
Lead development of programs incorporating: Demand response and load flexibility strategies, DER integration (solar, storage, EVs, heat pumps), Grid-interactive efficient buildings (GEBs), Electrification and beneficial load shaping programs.
Support utilities in demand side management, advancing grid modernization, and resilience strategies.
Provide subject matter expertise in energy transition technologies and program design.
Partner with delivery and operations teams to ensure successful transition from sales to implementation, including scope, schedule, and performance alignment.
Advise clients on program structure, KPIs, cost-effectiveness frameworks, and regulatory compliance.
Support development of measurement & verification (M&V), performance tracking, and reporting strategies for innovative programs.
Ensure alignment between customer experience, technology integration, and program outcomes.
Develop and maintain relationships with key utility stakeholders, including program leaders, regulatory teams, and innovation groups.
Serve as a trusted advisor to clients, identifying solutions to complex technical, regulatory, and operational challenges.
Represent APTIM at industry conferences, regulatory forums, and innovation collaboratives.
Build partnerships with technology providers, aggregators, OEMs, and implementation partners.
Lead pursuit strategy, including win themes, solution differentiation, and proposal development.
Monitor market trends, policies, and competitor activity to refine go-to-market strategies.
Develop compelling narratives connecting technology, customer value, and grid benefits.
Maintain opportunity tracking and reporting in Salesforce and related systems.
Develop targeting strategies, manage a national pipeline, and close new business opportunities.
Monitor market trends, policy developments, and competitor activity to inform product and sales strategy.
Collaborate with operations, marketing, legal, IT, HR, and finance teams to ensure successful delivery and growth.
Maintain accurate opportunity, client, and program data in Salesforce, SharePoint, and related systems.
Anticipate and interpret customer needs to identify solutions.
Travel as necessary to perform duties, up to 50%.
Commitment to fostering a collaborative work environment within the team and broader organization.
Ensuring compliance with all APTIM quality and safety policies as well as all OSHA regulations.