[Remote] Sr. Director, VPP and Grid Service Solution Sales
Note: The job is a remote job and is open to candidates in USA. Qcells North America is a leading provider of solar photovoltaic products and solutions, seeking a strategic and results-driven Senior Director to lead the Virtual Power Plant (VPP) and Grid Services Solution Sales organization. This role involves spearheading commercial strategy and execution across software-defined grid services and utility engagement, targeting utility executives and large commercial customers.
Responsibilities
- Lead and execute the go-to-market strategy for VPP, DERMS, and grid-interactive software and service offerings
- Develop and own sales pipeline and forecast for grid services, targeting IOUs, municipals, co-ops, and aggregators
- Secure anchor customers through consultative, value-driven sales processes, working directly with utility executives, regulators, and large C&I customers
- Manage strategic partnerships with key platform customers, including hyperscalers and EPCs
- Define bundled offerings combining software, DER aggregation, demand response, and flexible grid services (e.g., frequency regulation, capacity bidding, NWA)
- Collaborate with product and engineering teams to translate market needs into differentiated software/service features
- Co-lead regulatory and utility program engagement to shape pilot and commercial programs in alignment with solution roadmap
- Lead commercial structuring of grid service contracts (e.g., revenue share, performance-based models, BTM/FTM hybrid approaches)
- Identify and prioritize target markets across ISO territories (e.g., CAISO, ERCOT, NYISO, PJM) and international regions
- Build relationships with utilities, grid operators, and regulators to open new service opportunities and influence program design
- Represent company in grid and DER working groups, policy forums, and consortia
- Sales bookings and revenue targets met or exceeded for VPP/Grid Service solutions
- Signed multi-year utility or C&I customer contracts for grid service aggregation or platform license
- Launch of co-designed utility programs or pilots incorporating company software and services
- Strategic partnerships initiated and matured with platform ecosystem partners
Skills
- 15+ years in energy or clean tech with 5+ years in grid services, DERMS/VPP, or software-defined energy services
- Proven track record of selling complex software or energy service solutions to utilities or large C&I customers
- Strong understanding of DER technologies (solar, storage, EVs), grid operations, and wholesale market participation
- Ability to translate technical product features into customer value propositions and commercial wins
- Excellent executive communication and stakeholder engagement skills
- Travel may be required up to 40%, depending on business needs
- Experience designing or operating demand response, VPP, or DER programs
- Deep relationships in the US utility and grid operator landscape
- Familiarity with regulatory frameworks governing DER participation, interconnection, and revenue stacking
- MBA, MS in Energy Systems, Engineering, or related field
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