Job Overview:

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.

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.

Key Responsibilities/Accountabilities:

Business Development & Market Growth

• 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.

Program Strategy & Energy Transition Innovation

• 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.

Program Management Collaboration

• 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.

Client Relationship & Industry Engagement

• 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.

Pursuits, Proposals & Market Intelligence

• 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.
• A wide degree of creativity and latitude is expected.
• Travel as necessary to perform duties, up to 50%.
• Commitment to fostering a collaborative work environment within the team and broader organization.
• All other duties as assigned.
• Ensuring compliance with all APTIM quality and safety policies as well as all OSHA regulations.

Basic Qualifications:

• 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).

Desired/Preferred Qualifications:

• 5+ years' experience in utility DSM program management preferred.

• PMP, MBA, CEM, BPI, or similar certifications.
• Experience with Microsoft Dynamics, and/or Power BI.