Shell Business Development Lead - Shell Connected Energy in San Francisco, California

Auto req ID 55554BR

Job Title Business Development Lead - Shell Connected Energy

Country of Work Location United States

City, State (if applicable) San Francisco, CA

Work Location California - San Francisco

Company Description Shell is a global group of energy and petrochemicals companies with over 90,000 employees in more than 70 countries and territories. In the US, we have operated for over a century and are a major oil and gas producer onshore and in the Gulf of Mexico, a recognized innovator in exploration and production technology, and a leading manufacturer and marketer of fuels, natural gas and petrochemicals. We deliver energy responsibly; operate safely with respect to our neighbours and work to minimize our environmental impact. We are in search of remarkable people who will thrive in a diverse and inclusive work environment to deliver exciting projects locally and globally. People who are passionate about exploring new frontiers. Innovators and pioneers. People with the drive to help shape our future. Because remarkable people achieve remarkable things.

Job Description

The Connected Energy (CE) group is an integral part of Shell’s newly formed global New Energies (NE) effort. New Energies consists of Wind Operations, Wind Business Development (offshore wind), New Fuels (hydrogen, e-mobility, biofuels, GTL Marketing) and Integrated Energy Solutions (power and renewables business development, connected energy, digital venturing and access to energy). While’s New Energy’s ways of working are still being developed, it aims to be a different type of Shell business as it will be more agile, risk-taking and fast moving.

Under the NE umbrella, Connected Energy’s vision is to enable customer choice and empower customers to lead cleaner, more productive, affordable, and more convenient lives by providing market-leading energy solutions. This effort will position Shell to capture value created by the increasingly distributed nature of the electricity grid, the emergence of cost-competitive digital and distributed (and customer sited) technologies, and an increase in customer choice.

The CE team is responsible for innovating, developing and delivering a portfolio of new energy products, services and business models aiming to meet the energy needs of Residential, Commercial and Industrial customers.

This activity will support and enhance Shell’s current power trading activities and aims to complement the existing sales and origination activities of Shell Energy entities (for direct sales to large customers) and their channel partners (Retail Electricity Providers - REPs). Today Shell Energy is active in North America, Europe and expanding their footprint in China, Brazil, India and Australia.

The Business Development Lead will report directly to the Head of Products – Connected Energy.


  • Develop new customer accounts, explore and validate fit between customer needs and Connected Energy solutions, and negotiate and close deals.

  • Work across a broad range of potential customers to understand how CE can best serve their existing and emerging needs. Work closely and develop close working relationships with the Shell Energy origination teams and REPs to understand their needs and the needs of their end customers.

  • Develop a go-to-market and customer acquisition roadmap. Be an integral part of business model development including the definition of how Shell will create and capture value.

  • Structure and negotiate customer solutions agreements and work with the appropriate Shell functions and entities to establish customer contracting practices. Support implementation and hand-off to Solutions Delivery and Operations.

  • Being the first point of contact with our customers, clarify customer feedback and needs to inform the solutions development process. Play an active role in defining the CE solutions roadmap and portfolio.

  • Work with the Solutions Development team to ensure that solutions meet customer expectations and jointly work toward an increasingly repeatable and scalable portfolio of product and services.

  • Being in the front lines of a rapidly innovating market, constantly scan for new business models, technologies and potential partners and bringing that insight to the team.


  • Must have legal authorization to work in the US on a full-time basis for anyone other than current employer.

  • Bachelor’s degree; MBA Preferred.

  • Minimum ten (10) years experience with distributed energy solutions including but not limited to distributed energy storage, solar, load monitoring and control, and energy retailing.

  • Proven origination, sales and marketing experience spanning both B2B and B2C businesses. Track record of converting leads to value through the full business development life cycle.

  • Experienced in developing new solutions for emerging market segments.

  • Track record of building mutually beneficial external partnerships to gain market access, increase revenue or create other valuable synergies external partnerships.

  • Proven ability to lead cross-business and cross-functional projects in uncertain environments.

  • External network relevant to Connected Energy: potential customers, entrepreneurs, OEMs, industry thought leaders, industry associations, regulatory bodies, etc. would be an advantage.

  • Regular travel, initially in USA but possibly also to other markets as the business scales and grows over time.

No. of Positions 1


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Removal Date 10-Aug-2017