Business Development Director - Utilities
AtwellRemote
Full Time
Posted October 26, 2026
$175k - $225k
Energy Management
Remote
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Listing evidence and provenance
- Source
- Greenhouse View original listing
- Freshness
- Open in the current public read path; this is not an employer guarantee.Last observed October 27, 2026
- Classification
- Modern power-system classification not yet published for this listing.Legacy source industry field: Energy Management
- Pay provenance
- Employer-provided pay
Job Description
Work Environment: Office, remote, client, conference, and project-site settings as required.
Key Responsibilities
- The Business Development Director - Utilities is responsible for opening and developing priority utility relationships that create sustainable growth for the Power & Energy business. The role is primarily a new-logo and early-stage relationship-development position: building access to targeted investor-owned utilities, municipal utilities, and electric cooperatives; understanding how each client buys; identifying the right entry point; and creating qualified opportunities that can grow into long-term strategic accounts.
- This role works as part of a coordinated commercial team. The Business Development Director leads relationship creation and early opportunity development, while Strategic Account Management focuses on expanding established strategic accounts. Seller-doers, technical leaders, executive sponsors, estimating, and Sales Operations are brought into pursuits at the right time. Success requires disciplined prioritization - focusing resources on the utility accounts where Atwell and NEI have an attractive market opportunity, a credible right to win, and a clear path to meaningful work.
- Salary Range: $175,000-$225,000 / year
- The salary range above is based upon the Denver, Colorado labor market. NEI bases salaries on the Denver, Colorado labor market for both local and remote team members.
- Meet or exceed assigned order intake targets while supporting appropriate profitability and pursuit discipline.
- Build meaningful relationships and executive access within a defined portfolio of priority utility targets rather than broadly pursuing every available opportunity.
- Create and execute account-entry plans for assigned targets, including relationship maps, buying centers, procurement pathways, incumbent providers, likely entry points, and clear 30/60/90-day actions.
- Identify the most credible initial opportunity to open a relationship, then coordinate the appropriate technical and commercial resources to pursue it.
- Develop relationships across multiple levels of the client organization, including business leaders, engineering, project/program leadership, procurement, and other key influencers.
- Use existing Atwell and NEI relationships, referrals, executive sponsors, seller-doers, industry contacts, and market networks to accelerate access to target accounts.
- Qualify opportunities before significant pursuit resources are committed, considering strategic fit, relationship strength, client need, funding, timing, competitive position, delivery capacity, profitability, and probability of win.
- Coordinate with Strategic Account Managers when a developing relationship reaches the point where the primary growth motion shifts from market entry to systematic account expansion.
- Partner with utility technical leaders and seller-doers to establish technical credibility and translate client needs into solutions across transmission, substations, distribution, system studies, field services, land, environmental, permitting, and other relevant Atwell capabilities.
- Identify opportunities to bring multiple Atwell capabilities to the client while maintaining one coordinated client experience.
- Maintain an accurate, current view of assigned accounts, relationships, opportunities, next actions, and expected timing in the CRM.
- Provide realistic pipeline and order intake forecasts and proactively communicate changes, risks, and resource needs.
- Capture market intelligence including capital programs, procurement cycles, MSAs and vendor qualification requirements, competitive dynamics, client priorities, and emerging utility needs.
- Represent the organization at targeted industry events and client meetings where participation directly supports priority-account development.
- Work with Sales Operations, estimating, pursuit support, and marketing to ensure opportunities move through a consistent commercial process from qualification through proposal and handoff.
Requirements
- Demonstrated success developing business with electric utilities, preferably investor-owned utilities, municipal utilities, and/or electric cooperatives.
- Established utility-industry relationships and the ability to create credible access to senior decision-makers are strongly preferred.
- Working knowledge of how utilities plan, procure, qualify vendors, establish MSAs, fund capital programs, and award engineering or construction-related work.
- Ability to understand client needs and credibly coordinate technical discussions involving transmission, substations, distribution, interconnection, system studies, grid modernization, and related infrastructure.
- Strong commercial judgment with the discipline to prioritize the right accounts and opportunities rather than simply maximize bid volume.
- Ability to build trust across commercial and technical teams and work effectively in a seller-doer culture.
- Excellent communication, relationship-building, facilitation, and executive-presence skills.
- Self-motivated, organized, accountable, and comfortable operating in a fast-paced professional-services environment.
- Coachable, curious, and committed to continuous improvement.
- Proficiency with CRM systems and willingness to maintain timely, accurate account and opportunity information.
- Ability to travel regularly for priority client development, industry events, and internal coordination.
- Experience: 8+ years of business development, strategic account, utility, engineering, construction, or related industry experience; direct utility-market experience strongly preferred.
- Education: Bachelor’s degree from an accredited institution preferred. Relevant utility-industry experience and relationships may be considered in lieu of a specific degree discipline.
- Industry knowledge: Commercial understanding of engineering, construction, and power infrastructure markets.
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