We are seeking a Business Development Manager to join our Utility Growth Team and accelerate growth across EEI’s utility market, selling integrated consulting and technology solutions including ICF’s flagship program implementation platform, Sightline, as well as other digital, data, and AI‑enabled offerings.
ICF’s utility clients are navigating one of the most significant transformations in the energy industry—decarbonization, grid modernization, electrification, and customer program innovation. We combine deep domain expertise with scalable technology platforms, analytics, and AI‑enabled solutions to help utilities design, deliver, and expand impactful programs.
This role is ideal for a high‑energy, consultative seller who thrives in complex, relationship‑driven sales environments and can translate client challenges into multi‑solution growth opportunities across EEI’s utility portfolio.
What You’ll Do
Building and advancing a pipeline of utility opportunities across North America
Owning the full sales lifecycle, including qualifying, pursing and supporting the writing of the proposal in collaboration with delivery, technology, product, and leadership teams across the division.
Your focus will include selling:
Sightline and other technology platforms
Consulting‑led program delivery, analytics, data, and AI‑enabled solutions
Integrated offerings tailored to each utility’s strategy, maturity, and regulatory environment
First 30 Days
Develop a strong command of Sightline, ICF’s broader technology solutions, ICF’s energy efficiency offerings, and how they integrate with consulting services
Learn and apply ICF’s business development and capture processes
Build relationships with utility sales, delivery, and technology leaders across EEI
Begin developing a target account and contact strategy by solution area
Partner with delivery teams to identify expansion and cross‑sell opportunities within existing utility clients
First 6 Months
Build and maintain a qualified pipeline of $24M+ across utility growth priorities
Lead 10–15 concurrent pursuits across the full sales lifecycle
Develop win strategies, including competitive positioning and stakeholder mapping
Drive pursuit activities including pipeline reviews, forecasting, and gate reviews
Contribute as a proposal reviewer across multiple solutions and offerings
Identify and secure strategic partners, including negotiating teaming agreements
Maintain accurate pipeline tracking and reporting in CRM systems
12–18 Months
Close $8M+ in new sales across consulting and technology solutions
Contribute to utility market and account growth strategies
Partner with marketing to support thought leadership and targeted campaigns
Develop business cases, pricing strategies, and value propositions to expand into new utility segments or solution areas
Collaborate with senior leadership to translate EEI growth priorities into actionable sales plans
What You Bring
Minimum Qualifications:
12+ years in business development, sales, or capture management
Experience selling into the utility or energy sector
Proven success managing multiple complex pursuits and closing $5M+ annually
Experience selling software solutions (preferably SaaS), ideally alongside consulting or services
Proficiency managing the full sales lifecycle using CRM tools
Preferred Qualifications:
Experience selling technology‑enabled or AI‑supported solutions
Familiarity with tools such as Highspot, Outreach, Demandbase, or Introhive
Bachelor’s degree
Capture or proposal management certifications (APMP, Shipley, CPCM)
Key Competencies:
Strong consultative selling and discovery skills
Ability to orchestrate cross‑functional teams and influence without authority
Excellent communication, storytelling, and executive presence
Strategic thinker with strong sales judgment
Highly organized with a bias for action and accountability
Ability to build trust with technical, operational, and executive stakeholders
Working at ICF
ICF is a global advisory and technology services provider, but we’re not your typical consultants. We combine unmatched expertise with cutting-edge technology to help clients solve their most complex challenges, navigate change, and shape the future.We can only solve the world's toughest challenges by building a workplace that allows everyone to thrive. We are an equal opportunity employer. Together, our employees are empowered to share their expertise and collaborate with others to achieve personal and professional goals. For more information, please read our EEO policy.
We will consider for employment qualified applicants with arrest and conviction records.
Reasonable Accommodations are available, including, but not limited to, for disabled veterans, individuals with disabilities, and individuals with sincerely held religious beliefs, in all phases of the application and employment process. To request an accommodation, please email [email protected] and we will be happy to assist. All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodations.
Read more about workplace discrimination rights or our benefit offerings which are included in the Transparency in (Benefits) Coverage Act.
At ICF, we are committed to ensuring a fair interview process for all candidates based on their own skills and knowledge. As part of this commitment, the use of artificial intelligence (AI) tools to generate or assist with responses during interviews (whether in-person or virtual) is not permitted. This policy is in place to maintain the integrity and authenticity of the interview process.
However, we understand that some candidates may require accommodation that involves the use of AI. If such an accommodation is needed, candidates are instructed to contact us in advance at [email protected]. We are dedicated to providing the necessary support to ensure that all candidates have an equal opportunity to succeed.
Pay Range - There are multiple factors that are considered in determining final pay for a position, including, but not limited to, relevant work experience, skills, certifications and competencies that align to the specified role, geographic location, education and certifications as well as contract provisions regarding labor categories that are specific to the position.
The pay range for this position based on full-time employment is:
$131,256.00 - $223,134.00Nationwide Remote Office (US99)
What We Do
ICF is a leading global solutions and technology provider with approximately 9,000 employees in industries across the public and private sectors. We combine unmatched expertise with cutting-edge technology to help clients solve their most complex challenges, navigate change, and shape the future.
Why Work With Us
At ICF, we’ve built a culture rooted in expertise, innovation, and purpose—enabling us to build a more prosperous and resilient world for all. When our employees grow, our solutions thrive—regardless of your role, team, or location, you’ll have opportunities to make connections, build community, and take action to develop your career.
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