Manager, O and M Business Development

Manager, O And M Business DevelopmentThe O&M Development Manager/Director is responsible for expanding Strata's Operations & Maintenance (O&M) service portfolio by identifying, developing, and securing new O&M contracts for utility-scale solar, battery energy storage systems (BESS), and hybrid renewable projects.This role drives business growth by cultivating long-term client relationships, leading proposal and contract negotiations, and positioning Strata as a premier provider of high-quality, performance-driven O&M solutions.Essential Duties and Responsibilities:Business Growth & Market Development:Identify and secure new third-party O&M contracts for solar, BESS, and hybrid assets across the U.S.Build and maintain strong relationships with project developers, asset owners, IPPs, and investors to understand their O&M needs and offer tailored solutions.Develop and execute a strategic growth plan for Strata's O&M service portfolio, including expansion into new geographies and technologies.Manage the full O&M deal cycle from lead generation and qualification through contract execution.Represent Strata at conferences, trade shows, and client meetings to increase brand visibility and expand market presence.Proposal, Pricing & Contract Development:Lead proposal and bid responses for O&M opportunities, coordinating with Engineering, Estimating, Field Operations, and Legal.Collaborate with Operations and Performance Engineering to define technical scope, service levels, and performance guarantees.Develop and present proposals, capability statements, and technical/commercial offers that demonstrate Strata's operational excellence and value differentiation.Manage contract negotiations, ensuring favorable commercial terms while mitigating operational risk.Track and report on bid pipeline, hit rate, and forecast accuracy to leadership.Client Relationship Management:Serve as a trusted advisor and primary point of contact for prospective and existing O&M clients.Oversee account management for key clients, ensuring satisfaction, retention, and potential for portfolio expansion.Partner with internal Operations teams to ensure smooth onboarding and handover from signed contract to active O&M engagement.Solicit client feedback to drive continuous improvement and inform service offerings.Cross-Functional Collaboration:Partner with Construction and EPC teams to identify and pursue O&M opportunities during project development and build phases.Work closely with the Remote Operations Center (ROC), Performance Analytics, and Field Operations to ensure proposals align with actual capabilities and performance metrics.Provide market intelligence to leadership on pricing trends, competitive positioning, and emerging customer needs.Collaborate with Marketing on promotional content, case studies, and client engagement campaigns that highlight Strata's O&M successes.Strategic Market & Product Development:Identify new business segments, such as data center infrastructure O&M, hybrid asset management, or performance optimization services.Evaluate partnerships or subcontracts that enhance service offerings or geographic reach.Support the development of new pricing models, service tiers, and performance-based contracting options.Maintain awareness of evolving warranty structures, OEM service transitions, and regulatory impacts on O&M operations.Supervisory Responsibilities:May oversee a team of Business Development Associates, Proposal Managers, or Regional Sales Leads depending on scope and portfolio size.Provide leadership, mentorship, and performance feedback to ensure individual and team success.Lead cross-functional proposal teams to ensure timely, high-quality bid submissions.Promote a culture of collaboration, client focus, and accountability within the O&M business development function.Education and/or Work Experience Requirements:Education & Experience:Bachelor's degree in Engineering, Business, or related field (MBA or technical degree preferred).Manager level: 58 years of experience in renewable energy or industrial services business development.Director level: 10+ years of progressive experience in O&M or service sales, including 35 years leading client acquisition efforts for large-scale assets.Proven track record of winning and managing third-party O&M contracts in the utility-scale solar or energy storage sectors.Understanding of power plant operations, CMMS systems, performance analytics, and service-level agreements.Technical & Commercial Skills:Strong understanding of O&M contract structures, cost drivers, and key performance indicators (availability, PR, uptime).Ability to interpret technical data, performance metrics, and maintenance requirements for solar and BESS systems.Experience developing and negotiating service agreements, warranties, and performance guarantees.Proficiency with CRM systems and proposal management tools.Excellent negotiation, presentation, and relationship-building skills.Other Requirements:Willingness to travel up to 4050% for client meetings, conferences, and site visits.Strong organizational, analytical, and strategic planning capabilities.Ability to thrive in a fast-paced, growth-oriented environment and balance multiple priorities.