Director, Federal Programs

Company: Carrier
Location: Fairfax
Posted on: April 1, 2025

Job Description:

Country:
United States of America
Location:
CAV17: NOR Fairfax 2750 Prosperity Avenue Suite 130, Fairfax, VA, 22031 USA
Exciting Things are happening at NORESCO

NORESCO, a part of Carrier Global Corporation, helps clients adapt to and mitigate the impacts of climate change by decarbonizing, modernizing and electrifying aging infrastructure to be more sustainable and resilient. By deploying innovative distributed energy, storage and renewable energy solutions, NORESCO improves the health and efficiency of existing campuses, buildings and communities. To date, NORESCO has guaranteed more than $5 billion in energy and operating cost savings at more than 10,000 facilities while reducing customer CO2 emissions by more than 25 million metric tons - the equivalent to planting 1.4 million acres of forest. For more information, visit www.noresco.com

As one of the largest energy services companies in the U.S., NORESCO utilizes design-build and performance-based contracting vehicles to deliver energy and maintenance savings and significant infrastructure upgrades to existing facilities. NORESCO also provides build, own, operate, and maintain services for central heating, cooling, and power-generation systems.

What makes NORESCO unique is our ability to engineer and implement turnkey energy solutions that meet each customer's individual needs. At NORESCO, we pride ourselves on the excellent relationships we maintain with our customers. We earn their trust and respect through listening and timely response to their needs and concerns. These relationships, along with pursuing and hiring the best people, are truly why NORESCO is a leader in the energy industry.

About the role

The Director, Federal Programs will engage key strategic Federal and utility leaders, influencers, and decision makers to build relationships. This individual will identify key long-term requirements and emerging opportunities that align with NORESCO capabilities, and work to secure the contract vehicles to capitalize on those opportunities. The Director will develop market strategies for existing utility partners, identify and pursue new utility partners, support tactical and strategic market development and sales execution.

This position will work throughout the United States, reporting to the Senior Vice President for NORESCO's Federal business. Occasional international travel may be required.

Key Responsibilities:

• Establishing, developing and maintaining high quality, executive-level relationships with Federal agencies and utilities nationwide in order to identify specific prospective targets and opportunities.
• Monitor Federal legislation, policy developments and funding opportunities that impact the Federal energy services market
• Leverage relationships, Federal policy, funding availability, and individual Federal Agency initiatives to uncover emerging opportunities.
• Collaborate with executive leadership within NORESCO, Agencies, and utility partners to identify innovative approaches and business models to address decarbonization mandates, electrification initiatives and energy resilience requirements for Federal facilities. Develop and execute medium-term (three to five years) market penetration strategies in close collaboration with internal and external stakeholders, including utility partners.
• Assist with application processes, proposals and approvals to secure contract vehicles required to execute the strategies. Examples include GSA Multiple Award Schedules, Enhanced Use Lease, Utility Monitoring and Control System Contract, and Other Transaction Authority contracts.
• Manage existing utility partner relationships and work with new utility partners to develop utility-specific market plans to target offerings, customer opportunities, and pursuit strategies.
• Understand Federal agency specific procurement processes of ESPC and UESC. Understand specific Federal agency deliverables, Agency challenges and how NORESCO can mitigate those challenges.
• Work with Federal Account Executives in preparing Agency- or utility- specific presentations and proposals that reflect compelling value propositions.
• Work as a strategist to assist proposal development efforts, provide analysis of solicitations and competition, and critically review NORESCO proposals to identify improvement opportunities prior to submission.
• Maintain a database listing Federal Agencies, contacts, and status of NORESCO Agency engagements to identify Agency coverage gaps. Assist with developing strategy for Agency coverage to promote NORESCO's value proposition, and to support activities and approvals to advance projects in development phase to contract execution.
• Attend industry-specific tradeshows and events such as Energy Exchange, FUPWG, and NAESCO. Actively participate in associations and networks such as SAME which will assist in building the corporate brand and identity.
• Assist with maintaining and growing a network of small and large business partners to bolster NORESCO's capability
• Monitor and assist with responding to government Contractor Performance Assessment Reporting System (CPARS) performance evaluations.
• Host internal agency leadership calls and bi-weekly agency calls for a cross-functional NORESCO audience.
  
  Required Qualifications:
  
  • Bachelor's Degree
  • 12+ years of professional experience conducting business with the Federal Government, or an advanced degree and a minimum of 10 years of professional experience conducting business with the Federal Government
  • 7+ years' experience with Federal ESPC, UESC, EUL, OTA
  • Ability to travel 25% domestically
    
    Preferred Qualifications:
    
    • Ability to communicate and conduct briefings with internal and Federal Government executive leadership, including senior military officers, regarding mission assurance, energy resilience and related matters of strategic importance
    • Comprehensive knowledge of the Federal energy services market ecosystem complemented by a broad, verifiable network of associated relationships
    • Strong knowledge of UESC and the investor owned, municipal, and rural utilities markets
    • Ability to work independently, regularly, and dependably
    • Ability to meet short- and long-term deadlines
    • Demonstrated ability to cope with stress and maintain a pleasant and cooperative temperament with internal and external customers
    • Commitment to operate with the highest level of ethics and integrity with colleagues and clients
    • Exceptional public speaking, presentation, and writing skills
      
      #LI-Remote
      
      RSRCAR
      
      Pay Range:
      $136,950 - $191,938 Annually
      
      Carrier is An Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age or any other federally protected class.
      
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