Manager, O and M Business Development

Job DescriptionJob Description

Summary: The O&M Development Manager/Director is responsible for expanding Strata’s Operations & Maintenance (O&M) service portfolio by identifying, developing, and securing new O&M contracts for utility-scale solar, battery energy storage systems (BESS), and hybrid renewable projects.

This role drives business growth by cultivating long-term client relationships, leading proposal and contract negotiations, and positioning Strata as a premier provider of high-quality, performance-driven O&M solutions.

Essential Duties and Responsibilities:

Business Growth & Market Development

• Identify and secure new third-party O&M contracts for solar, BESS, and hybrid assets across the U.S.
• Build and maintain strong relationships with project developers, asset owners, IPPs, and investors to understand their O&M needs and offer tailored solutions.
• Develop and execute a strategic growth plan for Strata’s O&M service portfolio, including expansion into new geographies and technologies.
• Manage the full O&M deal cycle from lead and qualification through contract execution.
• Represent Strata at conferences, trade shows, and client meetings to increase brand visibility and expand market presence.

Proposal, Pricing & Contract Development

• Lead proposal and bid responses for O&M opportunities, coordinating with Engineering, Estimating, Field Operations, and Legal.
• Collaborate with Operations and Performance Engineering to define technical scope, service levels, and performance guarantees.
• Develop and present proposals, capability statements, and technical/commercial offers that demonstrate Strata’s operational excellence and value differentiation.
• Manage contract negotiations, ensuring favorable commercial terms while mitigating operational risk.
• Track and report on bid pipeline, hit rate, and forecast accuracy to leadership.

Client Relationship Management

• Serve as a trusted advisor and primary point of contact for prospective and existing O&M clients.
• Oversee account management for key clients, ensuring satisfaction, retention, and potential for portfolio expansion.
• Partner with internal Operations teams to ensure smooth onboarding and handover from signed contract to active O&M engagement.
• Solicit client feedback to drive continuous improvement and inform service offerings.

Cross-Functional Collaboration

• Partner with Construction and EPC teams to identify and pursue O&M opportunities during project development and build phases.
• Work closely with the Remote Operations Center (ROC), Performance Analytics, and Field Operations to ensure proposals align with actual capabilities and performance metrics.
• Provide market intelligence to leadership on pricing trends, competitive positioning, and emerging customer needs.
• Collaborate with Marketing on promotional content, case studies, and client engagement campaigns that highlight Strata’s O&M successes.

Strategic Market & Product Development

• Identify new business segments, such as data center infrastructure O&M, hybrid asset management, or performance optimization services.
• Evaluate partnerships or subcontracts that enhance service offerings or geographic reach.
• Support the development of new pricing models, service tiers, and performance-based contracting options.
• Maintain awareness of evolving warranty structures, OEM service transitions, and regulatory impacts on O&M operations.

Supervisory Responsibilities:

• May oversee a team of Business Development Associates, Proposal Managers, or Regional Sales Leads depending on scope and portfolio size.
• Provide leadership, mentorship, and performance feedback to ensure individual and team success.
• Lead cross-functional proposal teams to ensure timely, high-quality bid submissions.
• Promote a culture of collaboration, client focus, and accountability within the O&M business development function.

Education and/or Work Experience Requirements:

Education & Experience

• Bachelor’s degree in Engineering, Business, or related field (MBA or technical degree ).
• Manager level: 5–8 years of experience in renewable energy or industrial services business development.
• 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.
• Proven track record of winning and managing third-party O&M contracts in the utility-scale solar or energy storage sectors.
• Understanding of power plant operations, CMMS systems, performance analytics, and service-level agreements.

Technical & Commercial Skills

• Strong understanding of O&M contract structures, cost drivers, and key performance indicators (availability, PR, uptime).
• Ability to interpret technical data, performance metrics, and maintenance requirements for solar and BESS systems.
• Experience developing and negotiating service agreements, warranties, and performance guarantees.
• Proficiency with CRM systems and proposal management tools.
• Excellent negotiation, presentation, and relationship-building skills.

Other Requirements

• Willingness to travel up to 40–50% for client meetings, conferences, and site visits.
• Strong organizational, analytical, and strategic planning capabilities.
• Ability to thrive in a fast-paced, growth-oriented environment and balance multiple priorities.