Associate Director - Business Development Manager

Summary

Join our Digital Product Engineering company as a Business Development Manager and focus on hunting for new clients in the Energy C Utilities (ECU) sector. You will be responsible for identifying and targeting potential clients, developing and executing sales strategies, building client relationships, and consistently meeting revenue targets. This individual contributor role requires a deep understanding of IT services and solutions relevant to the ECU industry. You will collaborate with internal teams to develop tailored solutions and maintain accurate records of sales activities. Success in this role demands exceptional communication, negotiation, and presentation skills, along with a proven track record of acquiring new clients and exceeding revenue targets. The ideal candidate will possess strong networking skills within US power utility companies.

Requirements

• 10+ years of experience in business development, sales, or account management within the IT services industry, preferably focusing on the Energy C Utilities sector
• Proven track record as an individual contributor in acquiring new clients and consistently achieving/exceeding revenue targets
• Deep understanding of IT services and solutions relevant to the Energy C Utilities industry, such as Cloud, wearables, IoT, smart grid, smart meters, forecasting, meter data management, billing, and customer service
• Exceptional communication, negotiation, and presentation skills, with the ability to engage C-level executives
• Experience managing client relationships for key accounts (over $10M USD) for growth and retention
• Proficiency in CRM tools and Microsoft Office Suite
• Strong network within power utilities companies in the US
• Bachelor’s degree in Business, Marketing, Information Technology, or a related field
• Strong interpersonal and communication skills
• Proven ability to manage multiple projects and meet deadlines
• Excellent negotiation and presentation skills
• Strategic thinker with a results-driven approach
• Self-motivated and proactive
• Ability to work independently and as part of a team
• High level of integrity and professionalism

Responsibilities

• Identify and target potential clients in the Energy C Utilities domain
• Develop and execute strategies to generate new business opportunities through outreach, networking, and leveraging industry connections
• Build and maintain a strong pipeline of prospective clients to achieve and exceed revenue targets
• Develop and implement effective sales strategies to achieve growth and revenue targets
• Understand client needs and challenges within the ECU sector, especially those that can be addressed through IT solutions
• Present tailored IT service solutions that align with client objectives, emphasizing the company's value proposition
• Lead end-to-end sales processes, including presentations, proposals, negotiations, and deal closures
• Collaborate with internal teams (e.g., practice, marketing, presales, delivery, technical experts) to develop proposals and solutions tailored to client needs
• Leverage organizational resources effectively while maintaining accountability for closing deals and meeting targets
• Stay updated on industry trends, competitive dynamics, and emerging technologies in the ECU sector and IT services
• Identify opportunities to differentiate offerings and create value for clients
• Provide feedback to internal teams to refine go-to-market strategies and service offerings
• Maintain accurate records of sales activities, pipeline progress, and performance metrics using CRM tools
• Provide regular updates and reports to leadership on business development efforts and achievements

Preferred Qualifications

• MBA preferred
• Strong preference for consulting experience with enterprise solutions such as Salesforce, SAP, AWS, Azure, and ServiceNow