Manager, O and M Business Development

Overview

Drive growth by securing utility-scale solar and storage O&M contracts.

Key Responsibilities

• proposal development
• bid management
• contract negotiation
• performance analytics
• remote operations
• client relationships

Tasks

-Develop and present proposals, capability statements, and technical/commercial offers that demonstrate Strata’s operational excellence and value differentiation. -Maintain awareness of evolving warranty structures, OEM service transitions, and regulatory impacts on O&M operations. -Partner with internal Operations teams to ensure smooth onboarding and handover from signed contract to active O&M engagement. -Lead cross-functional proposal teams to ensure timely, high-quality bid submissions. -Work closely with the Remote Operations Center (ROC), Performance Analytics, and Field Operations to ensure proposals align with actual capabilities and performance metrics. -Identify and secure new third-party O&M contracts for solar, BESS, and hybrid assets across the U.S. -Manage contract negotiations, ensuring favorable commercial terms while mitigating operational risk. -Lead proposal and bid responses for O&M opportunities, coordinating with Engineering, Estimating, Field Operations, and Legal. -May oversee a team of Business Development Associates, Proposal Managers, or Regional Sales Leads depending on scope and portfolio size. -Build and maintain strong relationships with project developers, asset owners, IPPs, and investors to understand their O&M needs and offer tailored solutions. -Collaborate with Marketing on promotional content, case studies, and client engagement campaigns that highlight Strata’s O&M successes. -Manage the full O&M deal cycle from lead generation and qualification through contract execution. -Oversee account management for key clients, ensuring satisfaction, retention, and potential for portfolio expansion. -Collaborate with Operations and Performance Engineering to define technical scope, service levels, and performance guarantees. -Provide leadership, mentorship, and performance feedback to ensure individual and team success. -Promote a culture of collaboration, client focus, and accountability within the O&M business development function. -Develop and execute a strategic growth plan for Strata’s O&M service portfolio, including expansion into new geographies and technologies. -Evaluate partnerships or subcontracts that enhance service offerings or geographic reach. -Solicit client feedback to drive continuous improvement and inform service offerings. -Identify new business segments, such as data center infrastructure O&M, hybrid asset management, or performance optimization services. -Partner with Construction and EPC teams to identify and pursue O&M opportunities during project development and build phases. -Track and report on bid pipeline, hit rate, and forecast accuracy to leadership. -Provide market intelligence to leadership on pricing trends, competitive positioning, and emerging customer needs. -Support the development of new pricing models, service tiers, and performance-based contracting options. -Represent Strata at conferences, trade shows, and client meetings to increase brand visibility and expand market presence. -Serve as a trusted advisor and primary point of contact for prospective and existing O&M clients.

Requirements

• mba
• crm
• 10+ years
• o&m
• cmms
• negotiation

What You Bring

-Experience developing and negotiating service agreements, warranties, and performance guarantees. -Bachelor’s degree in Engineering, Business, or related field (MBA or technical degree preferred). -Proficiency with CRM systems and proposal management tools. -Excellent negotiation, presentation, and relationship-building skills. -Director level: 10+ years of progressive experience in O&M or service sales, including 3–5 years leading client acquisition efforts for large-scale assets. -Strong understanding of O&M contract structures, cost drivers, and key performance indicators (availability, PR, uptime). -Proven track record of winning and managing third-party O&M contracts in the utility-scale solar or energy storage sectors. -Willingness to travel up to 40–50% for client meetings, conferences, and site visits. -Manager level: 5–8 years of experience in renewable energy or industrial services business development. -Ability to interpret technical data, performance metrics, and maintenance requirements for solar and BESS systems. -Understanding of power plant operations, CMMS systems, performance analytics, and service-level agreements. -Ability to thrive in a fast-paced, growth-oriented environment and balance multiple priorities. -Strong organizational, analytical, and strategic planning capabilities.

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About Strata Clean Energy

-Founded in 2008 as a rooftop solar installer, it evolved into a utility‑scale clean energy powerhouse. -Privately held and family‑owned, it focuses on long‑term performance with ownership of projects. -Built standout projects like the Saticoy battery and Scatter Wash storage complex. -Acquired Crossover Energy Partners to enhance customer origination, offtake structuring, and green hydrogen capabilities. -Operates end‑to‑end across development, financing, EPC, and O&M, delivering turnkey utility‑scale renewable energy.

Sector Specialisms