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Manager, O and M Business Development
Manager, O and M Business DevelopmentStrata Solar LLC • Durham, NC, US
Manager, O and M Business Development

Manager, O and M Business Development

Strata Solar LLC • Durham, NC, US
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Job Description

Job Description

Summary : The 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 : 5–8 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 3–5 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 40–50% 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.
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