Solar Business Development Director

Montante Companies • Buffalo, NY

5d • $135,000 - $155,000 • Hybrid

About The Position

The Business Development Director is a senior growth leader responsible for expanding Montante Solar's customer and partner relationships, originating high-quality solar and energy storage opportunities, and strengthening the company's position as a leading distributed energy contractor and partner. New York will remain Montante Solar's primary market and the central focus of this role. The Director will also help expand the company's relationships and project pipeline in targeted growth markets, including Pennsylvania and Illinois, while identifying select opportunities in other attractive U.S. markets where Montante Solar's capabilities, relationships, and experience provide a competitive advantage. A particular focus will be developing and expanding long-term relationships with IPPs, developers, asset owners, and other strategic partners capable of generating repeat EPC, development, and O&M opportunities. The successful candidate will combine strong business development and relationship management skills with renewable energy industry experience, an established professional network, and the ability to develop new markets and strategic partnerships. Success will be measured not only by closed sales, but by the quality and depth of relationships developed, growth of the qualified opportunity pipeline, expansion of repeat business, successful entry into targeted markets, collaboration with internal teams, and the overall customer experience. The Business Development Director will play a key role in Montante Solar's next phase of growth by expanding our distributed solar and energy storage pipeline, strengthening relationships with existing customers and development partners, and establishing new strategic relationships. The Director will deepen Montante Solar's presence throughout New York while helping build a repeatable pipeline of opportunities in targeted growth markets such as Pennsylvania and Illinois. The Director will also help identify other markets where customer relationships, developer partnerships, market conditions, or Montante Solar's capabilities create a compelling opportunity for expansion.

Requirements

• Bachelor’s degree in business, marketing, communications, sustainability, environmental studies, engineering, construction management, real estate, or a related field.
• Minimum of 7 years of experience in B2B business development, sales, client relationship management, account management, project development, or a related field
• Experience in solar energy, energy storage, renewable energy, utilities, engineering, construction, infrastructure development, or a related industry.
• Knowledge of distributed generation markets, utility interconnection processes, incentive programs, and project economics.
• Experience developing commercial or public-sector client relationships.
• Understanding the renewable energy landscape
• Ability to build and maintain professional relationships across diverse stakeholder groups.
• Strong verbal, written, presentation, and negotiation skills.
• CRM and proposal writing experience
• Proficiency with Microsoft Office Suite.
• Valid driver's license and ability to travel regionally.

Nice To Haves

• Candidates local to NY preferred, including New York City; exceptional candidates located within Montante Solar's target markets will be considered
• Established relationships with IPPs, developers, asset owners, C&I customers and other renewable energy market participants.
• Demonstrated success originating or developing commercial solar, distributed generation, BESS or other energy infrastructure opportunities.
• Experience developing new geographic markets or expanding an organization's business into new territories.
• Existing renewable energy relationships in New York, Pennsylvania, Illinois and/or other target markets.
• Experience developing repeat business with institutional customers or development partners.

Responsibilities

• Develop and expand relationships with IPPs, solar and energy storage developers, asset owners, investors, and other strategic partners capable of generating repeat project opportunities.
• Position Montante Solar as a preferred EPC and long-term partner to developers and IPPs operating within New York and targeted growth markets.
• Expand Montante Solar's relationships and project pipeline throughout New York, which will remain the company's primary market
• Help develop and execute market-entry strategies for targeted growth markets, initially including Pennsylvania and Illinois
• Identify additional geographic markets where customer relationships, developer partnerships, project economics, or market conditions create attractive opportunities for Montante Solar.
• Develop relationships that create recurring EPC, development, and O&M opportunities rather than solely transactional, project-by-project sales.
• Provide market intelligence to company leadership regarding competitors, customers, developers, regulatory conditions, and emerging opportunities that may influence Montante Solar's growth strategy.
• Own and manage an active pipeline of qualified opportunities while maintaining accurate forecasting and next-step accountability.
• Develop and maintain relationships with commercial, industrial, municipal, educational, and institutional customers.
• Identify, qualify, and advance distributed solar and energy storage opportunities.
• Generate new business opportunities through networking, referrals, strategic outreach, industry associations, and marketing initiatives.
• Coordinate with Marketing on campaigns, trade shows, customer communications and thought leadership.
• Identify customer success stories and market insights that strengthen the Montante Solar brand.
• Represent Montante Solar at industry events, conferences, trade associations, and community organizations.
• Maintain a strong network of relationships with developers, property owners, brokers, consultants, engineers, utilities, and industry stakeholders.
• Ensure Sugar CRM serves as the central repository for all business development activities.
• Lead the BD pipeline review and forecasting process
• Ensure opportunities, contacts, next steps and forecasts remain current.
• Develop reports and dashboards that improve sales visibility and accountability.
• Coordinate internal resources across Development, Engineering, Marketing, Estimating and Construction to advance opportunities and ensure an exceptional customer experience.
• Lead prospect engagement from initial contact through contract execution.
• Facilitate customer discovery meetings and identify client objectives.
• Prepare and deliver sales presentations, proposals, and business development materials.
• Lead RFP responses and competitive procurement opportunities.
• Coordinate with Marketing to increase brand awareness and market visibility.
• Support negotiation of commercial agreements and project contracts.
• Evaluate prospective opportunities for technical and commercial feasibility.
• Collaborate with Engineering and Development teams during project evaluation and preconstruction efforts.
• Assist with project scoping, customer communications, and incentive evaluations.
• Support development activities related to utility interconnection, project economics, and incentive programs.
• Coordinate smooth project handoff to Development and Operations teams.
• Maintain knowledge of distributed solar, battery energy storage systems, utility regulations, incentive programs, and market trends.
• Develop a working understanding of NYSERDA programs, utility interconnection processes, and distributed generation markets.
• Monitor policy, regulatory, and market developments that may impact project opportunities.
• Participate in professional development, educational workshops, and industry associations.

Benefits

• medical insurance with employer contribution towards premium
• employer paid life insurance
• employer paid long term disability
• 401k Retirement plan with 4% employer match and immediate vesting
• Generous paid time off (starting at 15 days per calendar year)
• 8 paid holidays
• Financial insurance protection options which include short- and long-term disability, accidental death & dismemberment insurance, critical illness and accident insurance, legal and identity theft options, and pet insurance.
• Community and Employee engagement events and initiatives

What This Job Offers

• Job Type: Full-time
• Career Level: Senior