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Vice President, Business Development & Origination (Clean Energy, North America)

Vice President, Business Development & Origination (Clean Energy, North America)

Title: Vice President, North American Origination

Location: Flexible

Job Type: Full Time / Permanent

Our client is a developer of Advanced Compressed Air Energy Storage (“A-CAES”) systems, a technology uniquely suited to enable the transition to a cleaner, more reliable electricity grid. A-CAES provides grid services that are not readily replicated by other storage technologies, giving it unique market potential.

It flexibly addresses bulk electricity system needs for dispatchable capacity, renewable integration and optimization, transmission deferral and ancillary services, and has applicability for some use in behind-the-meter or remote applications for large industrial operations (such as mines, data centres, etc.). This solution delivers low-cost, long duration bulk energy storage (hundreds of MWs, 6 - 24+ hours) that is synchronous and emission-free and can be located where required by the grid.

The firm is based in North America and is advancing projects in the U.S., Canada, Australia and the UK aggregating 1,200 MW/~10,000MWh. The Company also has an active pipeline of earlier stage projects, and recently raised US$250 million from Goldman Sachs that will allow it to build its first two projects and significantly expand its pipeline of development projects globally.

This is a fast-paced, results-driven organization entering a stage of high growth. As the company is ramping-up its team, it has established a set of core values, tied to its mission:

 

THE POSITION

As a result the firm is looking for a Vice President of North American Origination, who will be a key member of the Business Development team. This individual will represent the company in the North American market, and establish new opportunities as well as their business cases.

He or she will be responsible for managing existing relationships in key markets (e.g. West Coast, South East, North East/PJM), building new relationships in key markets to strategically open-up new opportunities, and for development of business models and revenue build-up to support new project opportunities.

 

RESPONSIBILITIES

  • Manage relationships with utilities, developers, mining/industrial companies and corporate off-takers to create opportunities and to maintain ongoing relationships with these organizations
  • Initial focus will be on the South-West markets (e.g. California, Nevada, Arizona, Colorado); South-East (e.g. Georgia, Alabama); North East (e.g. New York, New England) and others to be defined in the near term
  • Develop market entry strategy for new jurisdictions considering local power market conditions, customer base, political forces and other factors. Establish the necessary revenue models to enable financeable A-CAES projects across North America.
  • Work closely with the broader development team to advance opportunities in key markets, including analysis on prospective projects and the development of these opportunities
  • Work closely with regulatory team members to ensure alignment between origination work and regulatory stream (i.e. an understanding of regional grid dynamics from both a technical and regulatory perspective in order to formulate market thesis and revenue strategy)
  • Lead research and analysis on various topics, including local power market dynamics, macroeconomic trends related to power markets, and potential project opportunities
  • Build on and improve strategy for identification of corporate and industrial offtakers for the A-CAES product potentially in partnership with other IPPs / aggregators
  • Manage the outreach to new markets as discussed in conjunction with the Chief Commercial Officer, President and broader team.
  • Manage off-take contract processes and negotiations as required to transform relationships into real revenue opportunities (e.g. ESA, PPA, VPPA etc)
  • Develop new contract structures to serve evolving customer needs, including the combination of different renewable power and storage technologies to supply firm and dispatchable clean power
  • Preparation and negotiation of term sheets and definitive agreements with development partners and other counterparties
  • Manage the evaluation and submission of responses to RFPs, including the development of offer pricing and strategy, in close coordination with the broader commercial team
  • Assist during due diligence processes associated with onboarding new partners
  • Significant travel within the United States and to head office in Toronto required
  • Other responsibilities as required

THE CANDIDATE

The ideal candidate will be an energetic and motivated team player who enjoys working in a fast-paced, growth environment in a sales capacity. He/she will demonstrate a willingness to take initiative, be performance driven, and take accountability for areas under their responsibility. The candidate must have a “roll up the sleeves” mentality, coupled with strong strategic oversight and people management skills. Critical thinking and good judgment will be important. A good communicator, both written and oral, who listens well and can deal effectively with internal and external partners. The ability to understand the power markets will be essential as the role will require shaping the strategy for various opportunities in the United States and then executing on that strategy through successful origination.

The successful candidate will have a strong work ethic and be able to succeed in an environment with many concurrent projects and deadlines. Experience originating large-scale power project opportunities (ideally as conventional or large-scale renewables/storage) in the USA is required.

 

QUALIFICATIONS AND EXPERIENCE

  • Bachelor’s degree (business or engineering preferred)
  • Advanced degrees would be considered an asset (MBA preferred)
  • 10 years of business development and origination experience in the power markets or energy space, focused on large-scale project applications
  • Understanding of power markets (U.S. / Canada) is required
  • Strong sales network in at least one of South West; South East; North East/PJM is necessary
  • Proven experience with offtake agreements (PPAs, VPPAs, leases) for various offtakers
  • Prior project development experience an asset, particularly for conventional power infrastructure and/or energy storage.
  • Strong desire to be a part of a high growth company with an entrepreneurial spirit and a fast-paced, results-oriented culture
  • Excellent communication skills, written and oral
  • Critical thinker who takes initiative with little supervision and has strong work ethic
  • Ability to work as part of a team, in particular the project development and regulatory teams
  • Ability to prioritize tasks and manage multiple projects simultaneously and independently
  • Strong MS Office skills – mainly PowerPoint, Excel, Word