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
Company Overview
Qcells is a renowned complete energy solutions provider in solar cell and module, energy storage, downstream project business and energy retail. It was founded in undefined, and is headquartered in Irvine, California, US, with a workforce of 501-1000 employees. Its website is http://www.qcells.com/us.