Qcells North America ยท 3 weeks ago
Senior Director, VPP and Grid Service Solution Sales
United States
Full-time
Onsite
Director/Executive
$150K/yr - $200K/yr
15+ years expQcells North America is seeking a strategic and results-driven Senior Director to lead the Virtual Power Plant (VPP) and Grid Services Solution Sales organization. This role is responsible for spearheading commercial strategy and execution across software-defined grid services, utility engagement, and distributed energy programs.
Renewables & Environment
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
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 North America
Qcells is a renowned complete energy solutions provider in solar cell and module, energy storage, downstream project business and energy retail.
501-1000 employees
Funding
Current Stage
Late StageLeadership Team
Danielle Merfeld
EVP and Global Chief Technology Officer
Taerim Kim
HR Generalist (Global CTO Org)
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