New York Power Authority Director of Strategic Partnership & Deal Structuring in White Plains, New York
Director of Strategic Partnership & Deal Structuring
The Director Strategic Partnerships & Deal Structuring, designs and builds relationships inside and outside NYPA with the primary objectives of structuring NYPA’s offers to customers by building external partnerships with other service or software providers, and increasing sales velocity by managing the proposal development, deal structuring, and financial analysis of all energy efficiency and renewable energy projects. This position liaises with NYPA’s Business Development, Finance, Legal, and Energy Efficiency Implementation teams to structure and commercialize offers, accelerate revenue growth, and build NYPA’s leadership position in the Clean Energy Business.
Create strategic partnerships with vendors who deliver services, products, or software that NYPA can leverage for its customer base, particularly around Distributed Energy Resources (DER). Manage the development of the partnership terms, get buy-in from key NYPA stakeholders to finalize the partnership, and manage the relationship to generate revenue.
Develop new pricing models for DER and service-based offers that appropriately account for the risk and value sharing potential for new deals.
Manage the development of proposals for new products or offers that have not been widely adopted by the NYPA Customer base. This includes structuring the deal, generating proposal content, and getting buy-in from Legal, Risk, Implementation, and Finance teams within NYPA.
Manage the development of contracts for energy efficiency projects with key accounts. This includes running profit and loss on a project by project basis, developing proposals, and packaging contracts for customers.
Manage proposal team which liaises with various stakeholders to assess new opportunities and determine if NYPA should bid. Manage the bidding process from beginning to end to ensure a high quality submission.
Educate the Business Development and Marketing teams on financing structures for new offers particularly for renewable energy solutions.
Liaise with Marketing and Business Development to identify trends in the market and establish strategic partnerships with vendors to enhance our offerings and expand our customer base. Manage the development of the partnership from establishing the terms of the agreement to leveraging the partnership to drive more revenue.
Analyze deal structures and terms for new offer types and replicate the structure for use by the Business Development team with their accounts.
Manage employees including performance management, salary administration, succession planning and workload balancing. Identify and recommend solutions to modify staff to meet NYPA needs; coach and develop personnel to ensure organizational and personal goals are achieved.
Ability to adapt to shifting priorities, demands and timelines
Excellent customer relations skills, communication skills and presentation skills
Must be an effective team leader and clearly communicate programs and offerings to internal and external stakeholders
Strong knowledge of the lending and credit markets is critical
Working knowledge of contracts, energy services, renewables, and energy financing.
Advanced proficiency in Microsoft Office including Word, Excel and PowerPoint
Ability to effectively balance the needs of the Customer and the Authority.
Capacity to partner with financial community, legal community and other stakeholders.
Ability to think creatively and clearly present fully developed ideas and programs in a simplified manner.
Able to think and work independently and to disseminate information, evaluate facts, determine alternative solutions to problems, and reach sound management and business decisions.
Experience in strategy consulting.
Advanced degree in MBA or a related field is preferred.
Minimum of 10 years working experience in in finance or sales structuring complex deals tailored to individual customer needs
Familiarity with the NYS regulatory market and changing Distributed Energy Resources landscape
Experience coaching and leading a team of experienced managers.
The New York Power Authority is an Equal Opportunity Employer.
White Plains, New York, United States