Steve Shearson

Commander
DISC Type : D

Senior Business Development Manager at Caterpillar Inc.

Wilmington, North Carolina, United States

Overview

Steve Shearson is a Senior Business Development Manager at Caterpillar, leveraging his expertise in distributed energy and energy-as-a-service (EaaS) to solve cost, reliability, and sustainability challenges for commercial and industrial clients. He holds a BS from Penn State University and an MS from Duquesne University, underpinning his technical and business acumen.

He is actively engaged with the professional energy community, demonstrated by his participation in discussions with organizations like the Greater Philadelphia Association of Energy Engineers (GPAEE). This suggests a passion for staying current with industry trends and networking with peers.

Unique fact: Steve specializes in structuring and negotiating innovative behind the meter energy projects, from battery storage to solar PV and CHP systems.

Personality Overview

Decisive

Candid & Clear

Impact-Driven

They like to move fast and expect the same from others.  They respond well to strong and respectful communication. More than the product, they care about the impact of the product.

Topics They Care About

Distributed Energy Solutions
His career at Caterpillar, Apex Clean Energy, and Centrica has focused on distributed energy, microgrids, and 'behind the meter' projects to ensure reliability and cost savings.
Energy as a Service (EaaS)
He has direct experience delivering EaaS solutions from his time as Director of Business Development at Calibrant Energy, a key part of his professional expertise.
Energy Cost Management
His social media posts and job descriptions consistently highlight helping clients manage energy costs, indicating this is a core value proposition he focuses on.

Media Appearances

Steve has no verified media appearances

Work History

3-2025
Senior Business Development Manager at Caterpillar Inc.
9-2023 - 8-2024
Director of Business Development at Calibrant Energy
4-2021 - 4-2023
Business Development Director, Distributed Energy Resources at Apex Clean Energy
11-2018 - 4-2021
Strategic Alliance Manager, Distributed Energy North America at Centrica Business Solutions
7-2017 - 11-2018
Commercial Structuring Manager - Distributed Energy at Centrica Business Solutions

Education

1980 - 1985
BS from Penn State University
1994 - 1996
MS from Duquesne University

More Information

Social Presence :

Prographics :

Exp : 37 Location : Wilmington, North Carolina, United States Job Level : Middle Designation : Senior Business Development Manager at Caterpillar Inc.
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Insights For Selling To Steve

During A Call Or A Meeting

DO's

  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.
  • Speak about competitive differentiation that your product offers
  • Make sure that you circle back fast on any action items, it wins their trust

DONT's

  • Don’t be in a rush to invite them for a social meet and greet
  • Don’t take too much time in sending them information if they ask for any
  • Do not hesitate from asking counter questions, just avoid challenging their authority

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Steve is

  • Confidence in impact is paramount to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Steve

  • If they are not convinced, they will have no hesitation in telling you the same.

Insights For Deal Planning

    How fast (or slow) will Steve move?

  • They can reach decisions fairly quickly if they are convinced.
  • Can Steve take some risk or not?

  • They don’t mind risks but can be quite binary about them.

You And Steve

Personality Compatibility


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