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Qcells Europe · 4 months ago

Senior Director, VPP and Grid Service Solution Sales

United States

Full-time

Onsite

Senior Level, Lead/Staff, Director/Executive

15+ years exp

Qcells is one of the world’s largest manufacturers and providers of solar photovoltaic products and solutions, rapidly expanding its business in North America. They are seeking a strategic and results-driven Senior Director to lead the Virtual Power Plant (VPP) and Grid Services Solution Sales organization, responsible for spearheading commercial strategy and execution across software-defined grid services and utility engagement.

ElectronicsEnergyEnergy StorageIndustrial EngineeringIndustrial ManufacturingManufacturingRenewable EnergySolar

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

Qualification

Grid services experienceDERMS/VPP deploymentSoftware solution salesUtility engagementDemand response designRegulatory framework familiarityExecutive communicationStakeholder engagementMarket developmentRelationship building

Required

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

Preferred

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

Company

Qcells Europe

Glassdoor3.2

Qcells is a renowned complete energy solutions provider in solar cells and modules, energy storage solutions, downstream project business, and distributed energy solutions business.

Founded in 1999

Wolfen, Sachsen-Anhalt, DEU

1001-5000 employees