Senior Director, VPP and Grid Service Solution Sales

Description

POSITION DESCRIPTION:

We are seeking a strategic and results-driven Senior Director to lead the Virtual Power Plant (VPP) and Grid Services Solution Sales organization. This role is responsible for spearheading commercial strategy and execution across software-defined grid services, utility engagement, and distributed energy programs. The ideal candidate will bring deep experience in utility and C&I energy markets, with proven success in software and service solution sales, DERMS/VPP deployment, and program design in coordination with utilities, grid operators, and ESCOs.

This position is based in US, Remote.

RESPONSIBILITIES

Sales Leadership and Execution

- 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

Solution & Program Design

- 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)

Market & Business Development

- 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

Measurements of Success:

- 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

REQUIRED QUALIFICATIONS

- 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.

PREFERRED QUALIFICATIONS

- 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

Hanwha Q CELLS America Inc. (“HQCA”) is a Qcells company, one of the world’s largest manufacturers and providers of solar photovoltaic (PV) products and solutions. Headquartered in Irvine, California, HQCA has been rapidly expanding its business in North America through the expansion of products and solutions, including distributed energy solutions, direct-to-homeowner solar sales and financing, and EPC services. We provide an opportunity to be part of an exciting and growing world-class global business in an interesting and expanding industry of the future.

PHYSICAL, MENTAL & ENVIRONMENTAL DEMANDS:

To comply with the Rehabilitation Act of 1973 the essential physical, mental and environmental requirements for this job are listed below. These are requirements normally expected to perform regular job duties. Incumbent must be able to successfully perform all of the functions of the job with or without reasonable accommodation.

Mobility

Standing

20% of time

Sitting

70% of time

Walking

10% of time

Strength

Pulling

up to 10 Pounds

Pushing

up to 10 Pounds

Carrying

up to 10 Pounds

Lifting

up to 10 Pounds

Dexterity (F = Frequently, O = Occasionally, N = Never)

Typing

F

Handling

F

Reaching

F

Agility (F = Frequently, O = Occasionally, N = Never)

Turning

F

Twisting

F

Bending

O

Crouching

O

Balancing

N

Climbing

N

Crawling

N

Kneeling

N

The salary range is required by the California Pay Transparency Act and may differ depending on the location of those candidates hired nationwide. Actual compensation is influenced by a wide array of factors including but not limited to, skill set, education, licenses and certifications, essential job duties and requirements, and the necessary experience relative to the job’s minimum qualifications.

- This target salary range is for CA positions only and should not be interpreted as an offer of compensation.

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