[Remote] Sr. Director, VPP and Grid Service Solution Sales

Note: The job is a remote job and is open to candidates in USA. Qcells North America is a leading provider of solar photovoltaic products and solutions, seeking a strategic and results-driven Senior Director to lead the Virtual Power Plant (VPP) and Grid Services Solution Sales organization. This role involves spearheading commercial strategy and execution across software-defined grid services and utility engagement, targeting utility executives and large commercial customers.

Responsibilities

• 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
• 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)
• 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
• 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

Skills

• 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
• 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

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