Business Development Manager: Technology

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

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: