Business Development Manager: Technology

Description We are seeking a Business Development Manager to join our Utility Growth Team and accelerate growth across EEIu2019s utility market, selling integrated consulting and technology solutions including ICFu2019s flagship program implementation platform, Sightline, as well as other digital, data, and AIu2011enabled offerings. ICFu2019s utility clients are navigating one of the most significant transformations in the energy industryu2014decarbonization, grid modernization, electrification, and customer program innovation. We combine deep domain expertise with scalable technology platforms, analytics, and AIu2011enabled solutions to help utilities design, deliver, and expand impactful programs. This role is ideal for a highu2011energy, consultative seller who thrives in complex, relationshipu2011driven sales environments and can translate client challenges into multiu2011solution growth opportunities across EEIu2019s utility portfolio. What Youu2019ll Do + Building and advancing a pipeline of utility opportunities across North America + Owning the full sales lifecycle, including qualifying, pursing and supporting the writing of the proposal in collaboration with delivery, technology, product, and leadership teams across the division. + Your focus will include selling: + Sightline and other technology platforms + Consultingu2011led program delivery, analytics, data, and AIu2011enabled solutions + Integrated offerings tailored to each utilityu2019s strategy, maturity, and regulatory environment First 30 Days + Develop a strong command of Sightline, ICFu2019s broader technology solutions, ICFu2019s energy efficiency offerings, and how they integrate with consulting services + Learn and apply ICFu2019s business development and capture processes + Build relationships with utility sales, delivery, and technology leaders across EEI + Begin developing a target account and contact strategy by solution area + Partner with delivery teams to identify expansion and crossu2011sell opportunities within existing utility clients First 6 Months + Build and maintain a qualified pipeline of $24M+ across utility growth priorities + Lead 10u201315 concurrent pursuits across the full sales lifecycle + Develop win strategies, including competitive positioning and stakeholder mapping + Drive pursuit activities including pipeline reviews, forecasting, and gate reviews + Contribute as a proposal reviewer across multiple solutions and offerings + Identify and secure strategic partners, including negotiating teaming agreements + Maintain accurate pipeline tracking and reporting in CRM systems 12u201318 Months + Close $8M+ in new sales across consulting and technology solutions + Contribute to utility market and account growth strategies + Partner with marketing to support thought leadership and targeted campaigns + Develop business cases, pricing strategies, and value propositions to expand into new utility segments or solution areas + Collaborate with senior leadership to translate EEI growth priorities into actionable sales plans What You Bring Minimum Qualifications: + 12+ years in business development, sales, or capture management + Experience selling into the utility or energy sector + Proven success managing multiple complex pursuits and closing $5M+ annually + Experience selling software solutions (preferably SaaS), ideally alongside consulting or services + Proficiency managing the full sales lifecycle using CRM tools Preferred Qualifications: + Experience selling technologyu2011enabled or AIu2011supported solutions + Familiarity with tools such as Highspot, Outreach, Demandbase, or Introhive + Bacheloru2019s degree + Capture or proposal management certifications (APMP, Shipley, CPCM) Key Competencies: + Strong consultative selling and discovery skills + Ability to orchestrate crossu2011functional teams and influence without authority + Excellent communication, storytelling, and executive presence + Strategic thinker with strong sales judgment + Highly organized with a bias for action and accountability + Ability to build trust with technical, operational, and executive stakeholders Working at ICF ICF is a global advisory and technology services provider, but weu2019re not your typical consultants. We combine unmatched expertise with cutting-edge technology to help clients solve their most complex challenges, navigate change, and shape the future. We can only solve the world's toughest challenges by building a workplace that allows everyone to thrive. We are an equal opportunity employer. Together, our employees are empowered to share their expertise and collaborate with others to achieve personal and professional goals. For more information, please read ourEEO ( policy. We will consider for employment qualified applicants with arrest and conviction records. Reasonable Accommodations are available, including, but not limited to, for disabled veterans, individuals with disabilities, and individuals with sincerely held religious beliefs, in all phases of the application and employment process. To request an accommodation, please email and we will be happy to assist. All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodations. Read more about workplacediscriminationrigh t s or our benefit offerings which are included in the Transparency in (Benefits) Coverage Act. Candidate AI Usage Policy At ICF, we are committed to ensuring a fair interview process for all candidates based on their own skills and knowledge. As part of this commitment, the use of artificial intelligence (AI) tools to generate or assist with responses during interviews (whether in-person or virtual) is not permitted. This policy is in place to maintain the integrity and authenticity of the interview process. However, we understand that some candidates may require accommodation that involves the use of AI. If such an accommodation is needed, candidates are instructed to contact us in advance at . We are dedicated to providing the necessary support to ensure that all candidates have an equal opportunity to succeed. Pay Range - There are multiple factors that are considered in determining final pay for a position, including, but not limited to, relevant work experience, skills, certifications and competencies that align to the specified role, geographic location, education and certifications as well as contract provisions regarding labor categories that are specific to the position. The pay range for this position based on full-time employment is: $131,256.00 - $223,134.00 Nationwide Remote Office (US99)

Created: 2026-05-04