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Role Description

We are looking for a Client Engagement Lead to join our Business Development Utility Growth Team and help drive coordinated, client-centered growth across ICF’s utility markets. This role requires an energetic, strategic, and disciplined sales leader who can lead teams, own complex pursuits, and build trusted relationships with utility decision-makers across North America.

The Client Engagement Lead plays a pivotal role in leading sales execution, managing and mentoring Business Development Managers, and ensuring a robust, high-quality pipeline of opportunities from early identification through contract close.

• Team Leadership and Development
  • Lead, manage, and mentor Business Development Managers through regular meetings, coaching, performance management, and feedback.
  • Reinforce consistent application of ICF’s preferred sales, capture, and pursuit methodologies.
  • Drive accountability for sales goals, pipeline quality, conversion, and pursuit outcomes.
  • Foster a collaborative, results-oriented culture that supports cross-functional engagement.
  • Support overall BD team effectiveness and organizational health.
• Pipeline Development and Management
  • Oversee a pipeline of opportunities across geographies, buyer groups, and service offerings.
  • Drive early-stage, proactive opportunity identification and shaping.
  • Provide strategic guidance on opportunity qualification, prioritization, and capture strategy.
  • Ensure disciplined pipeline governance.
  • Monitor pipeline performance against sales targets and adjust strategy.
• Client and Partner Relationship Management
  • Develop strategic solutions for growing relationships with key utility accounts.
  • Build and sustain strong internal partnerships across Delivery, Market Development, and operating groups.
  • Engage with external partners and stakeholders to support coordinated pursuits.
  • Lead account-based and subregional sales strategy execution.
• Strategy Development
  • Support and contribute to client engagement, capture, and pursuit strategy.
  • Ensure proposal strategy and execution consistency.
  • Collaborate on regulatory, policy, and market intelligence initiatives.
  • Support sales enablement initiatives.
• Focus on Execution
  • Orchestrate multiple complex pursuits simultaneously.
  • Build and run lightweight operating rhythms.
  • Inspect the details that matter while maintaining momentum.
  • Convert market signals into prioritized action lists.
  • Ensure CRM, forecast, and pipeline data are accurate and current.

Qualifications

• 7+ years of experience in the utility or energy sector.
• 5+ years of experience managing teams.
• Demonstrated track record of leading pursuits and winning new business of $20 million annually.
• Experience working in the Utility or Energy sectors.
• Proven ability to manage 6–10 concurrent pursuits or initiatives.
• Track record of error‑free deliverables and on‑time milestone delivery.
• Demonstrated operational discipline that improves win rate and cycle time.
• Evidence of prioritization under pressure.

Requirements

• Bachelor's degree.
• Willingness to travel to client sites, ICF offices, and conferences as required.

Benefits

• ICF is a global advisory and technology services provider.
• We are an equal opportunity employer.
• Reasonable Accommodations are available.
• Pay range for this position: $158,819.00 - $269,993.00.