Business Development Manager: Demand Side Management Technology

Socket.dev; Reston (VA); On-site; USD 131,000 - 223,000; Full time

Job summary

ICF is seeking a Business Development Manager to accelerate growth in the utility market across EEI’s portfolio. You will lead the full sales lifecycle, build a strong North American pipeline, and collaborate with delivery, technology, and leadership teams to craft tailored, multi-solution offerings.

You will focus on Sightline, other technology platforms, and consulting-led services, embedding analytics and AI-enabled capabilities to meet each utility’s strategy and regulatory context.

Qualifications

• 12+ years in business development, sales, or capture management.
• Experience selling into the utility or energy sector.
• Proven success closing $5M+ annually.
• Experience selling software solutions (SaaS) alongside consulting/services.
• Proficiency managing the full sales lifecycle using CRM tools.

Responsibilities

• Build and advance a pipeline of utility opportunities across North America.
• Own the full sales lifecycle, including qualifying and pursuit with delivery/leadership teams.
• Sell Sightline, analytics, data, and AI-enabled solutions; integrate offerings per utility strategy.
• Develop win strategies and competitive positioning; map stakeholders.
• Maintain pipeline accuracy and CRM reporting across the division.

Skills

Business development

Utility sales

Complex pursuits

SaaS software sales

CRM proficiency

Education

Bachelor's degree

Tools

CRM tools

Job description

Description

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 theirexpertiseand 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 withsincerely heldreligious beliefs, in all phases of the application and employment process. To requestan accommodation,please email [e-mail] and we will be happy toassist. All information you provide will be kept confidential and will be used only to the extentrequiredto provide needed reasonable accommodations.

Read more about workplacediscriminationrights or our benefit offerings which are included in the Transparency in (Benefits) CoverageAct.

Candidate AI Usage Policy

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 orassistwith responses during interviews (whether in-person or virtual) is notpermitted. This policy is in place tomaintainthe integrity and authenticity of the interview process.

However, we understand that some candidates may require accommodationthat involves the use of AI. Ifsuch anaccommodation is needed, candidates are instructed to contact us in advance at [e-mail]. Weare dedicated to providingthe 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)