Job Summary:

Reporting to the Director of Business Development, we are seeking an experienced Business Development Manager to drive the growth of our Street Lighting business. This role focuses on identifying, developing, and securing Public-Private Partnerships (PPP), Performance Contracts (ESCO models), and Design-Build projects for municipalities, utilities and other.

The ideal candidate will have a strong background in B2G (Business-to-Government) and B2B (Business-to-Business) sales, deep knowledge of contracting models and financial structures, and the ability to navigate the legal and regulatory landscape governing street lighting projects. This role requires close collaboration with engineering, finance, legal, and project management teams to develop customized solutions that meet client needs.

Responsibilities:

• Market Expansion & Opportunity Development: Identify and cultivate new business opportunities, focusing on street lighting modernization, energy efficiency, and smart lighting solutions.

• Sales & Relationship Management: Build and maintain strong relationships with key decision-makers in municipalities, transportation agencies, utilities, and private sector clients. Act as a trusted advisor, presenting value-driven solutions aligned with their infrastructure and sustainability goals.

• Contract Structuring & Negotiation: Lead the structuring, negotiation, and execution of PPP, performance contracts, and design-build agreements, ensuring alignment with client requirements and regulatory frameworks.

• Bid & Proposal Development: Manage the development of high-quality responses to Requests for Proposals (RFPs), Requests for Information (RFIs), and Statements of Qualifications (SOQs). Coordinate inputs from internal teams and external partners to deliver compelling bids.

• Financial & Legal Strategy: Work closely with finance and legal teams to assess project feasibility, structure financing options (e.g., energy savings performance contracts, tax-exempt financing, or leasing models), and ensure compliance with contract terms and risk mitigation strategies.

• Strategic Partnerships & Consortiums: Establish and manage alliances with engineering firms, financial institutions, ESCOs, and technology providers to enhance project capabilities and secure funding mechanisms.

• Regulatory & Compliance Oversight: Stay informed about local and state policies, incentives, and regulatory requirements affecting street lighting and smart city infrastructure.

Requirements:

• Bachelor’s degree in Business, Finance, Engineering, Law, or a related field.

• Minimum 5 years of experience in business development, with a strong track record in public infrastructure projects.

• Expertise in B2G & B2B sales, with a deep understanding of the municipal procurement process, contracting models, and stakeholder engagement.

• Proven experience developing and securing contracts under PPP, Performance Contracting (ESCO), and Design-Build structures.

• Excellent communication, negotiation, and leadership skills, with the ability to navigate complex deal structures.

Ferrovial Values as a Plus:

• MBA, JD, or Master’s degree in a related field.

• Prior experience working with municipalities, DOTs, utilities, or ESCOs.

• Knowledge of smart city technologies and emerging trends in street lighting

• Strong financial acumen, including experience with project finance, risk assessment, and funding models.

• Familiarity with legal and regulatory frameworks affecting infrastructure projects.

This position will be ideally based in Austin, Texas, with consideration to candidate preferences. Nationwide and occasional international travel will be required.