Manager, EPC Business Development

Overview

Originating and securing utility‑scale EPC contracts for solar, BESS and hybrid projects.

Key Responsibilities

• proposal management
• technical feasibility
• cost modeling
• contract structuring
• market analysis
• pipeline forecasting

Tasks

-Collaborate with Development, O&M, and Asset Management groups to identify synergy opportunities across the project lifecycle -Coordinate internal review of RFPs, bid documents, and scope requirements to ensure alignment with Strata’s commercial strategy and risk appetite -Continue to strengthen and improve customer relationships and track progress monthly. Develop and maintain KPIs related to outreach, market segments, success rates, and feedback from customers to drive strategy. -Effectively communicate business development plans and financial forecast with executive committees -Work closely with Engineering, Procurement, and Construction teams to ensure technical feasibility and cost competitiveness of proposed solutions -Develop and execute a strategic sales plan to expand Strata’s EPC footprint in priority geographies and markets -Provide market feedback to inform pricing strategies, risk assessment, and technology trends -Build and maintain strong relationships with project developers, utilities, IPPs, and strategic partners -Lead early-stage discussions with prospective clients to qualify opportunities and align technical and commercial scope with Strata’s capabilities -Coordinate with the Contracting leads and Legal to understand key terms in support of customer evaluations and expectation management -Provide budgeting assistance to customers as required and utilize a fail-fast approach to project screening and indicative bids -Identify strategic partnerships, joint ventures, or alliances that strengthen Strata’s market positioning -Develop and deliver professional presentations, proposals, and client materials articulating Strata’s technical and financial value proposition -Partner with Legal, Finance, and Operations teams to structure EPC contracts that balance competitiveness with risk mitigation and profitability -Maintain awareness of supply-chain trends, key vendor relationships, and technology shifts in PV, BESS, and hybrid systems -Lead the proposal process from opportunity qualification through contract execution, collaborating closely with Estimating, Engineering, Procurement, and Finance -Coordinate workloads and priorities across proposal, estimating, and engineering teams during peak bid cycles -May oversee a team of Business Development Associates, Proposal Managers, or Regional Sales Leads depending on scope and portfolio size -Serve as the primary commercial point of contact during client negotiations -Negotiate key business terms including scope of work, milestones, payment schedules, performance guarantees, and liquidated damages -Support continuous improvement of proposal templates, cost models, and customer engagement processes -Identify, pursue, and secure new EPC opportunities across solar, BESS, and hybrid clean-energy markets -Perform and manage research to identify and prioritize potential customers, addressable markets, and determination of quality products -Represent Strata at industry conferences, trade shows, and client events to enhance visibility and market presence -Provide leadership, mentorship, and performance feedback to ensure individual and team success -Monitor policy, regulatory, and competitive developments in the U.S. energy market affecting EPC demand and pricing -Foster a culture of accountability, collaboration, and excellence in customer engagement -Maintain a disciplined pipeline tracking process and ensure accurate forecasting of EPC opportunities

Requirements

• epc
• crm
• project finance
• negotiation
• leadership
• bachelor's

What You Bring

-Proven record of closing utility-scale EPC deals (50+ MW) for solar, BESS, or hybrid systems. -Strong presentation, negotiation, and interpersonal communication skills. -Proficiency with CRM systems, proposal management tools, and pipeline reporting. -Ability to interpret technical specifications, bid drawings, and commercial terms. -Willingness to travel up to 40–50% for client meetings, conferences, and site visits. -Strong understanding of EPC contracting models, project finance fundamentals, and risk allocation principles. -Strong organizational, time management, and executive communication skills. -Manager level: 5–8 years of experience in EPC or large-scale renewable energy business development. -Financial acumen to analyze margins, cost drivers, and ROI scenarios. -Established network within the renewable energy development community, utilities, or corporate offtakers. -Director level: 10+ years of experience in clean-energy or infrastructure EPC sales, including 5+ years in a leadership role. -Understand the critical nature of changes in the EPC market including competitor news, market developments, and policy changes. -Ability to thrive in a fast-paced, high-growth environment with multiple priorities. -Bachelor's degree in engineering, business, or related field (MBA or advanced technical degree preferred). -Deep understanding of EPC project lifecycle — from design and permitting to construction and commissioning.

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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