Principal Consultant - Business Development Manager

Summary

Join our team as a Business Development Manager and be the driving force behind business growth within the dynamic Energy & Utilities (E&U) sector. This individual contributor role demands a high degree of ownership and accountability to identify new clients, build relationships, and consistently meet revenue targets. You will develop and execute sales strategies, understand client needs, and present tailored IT service solutions. Collaboration with internal teams is crucial, as is maintaining accurate sales records and providing regular performance reports. The ideal candidate possesses extensive experience in business development within the IT services industry, particularly in the E&U sector, and a proven track record of exceeding revenue targets. This role offers a competitive compensation package, a collaborative work culture, and opportunities for professional growth.

Requirements

• 10+ years of experience in business development, sales, or account management within the IT services industry, preferably focusing on the Energy & 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 & Utilities industry. Should be aware of current trends, technologies, and solutions like Cloud, wearables, IoT, smart grid, smart meters, forecasting, meter data management, billing, and customer service
• Exceptional communication, negotiation, and presentation skills. Must possess executive presence and the ability to communicate to C-Level executives, demonstrating value and differentiation
• Experience in managing client relationships for key accounts (more than $10M USD) for growth and retention
• Proficiency in CRM tools and Microsoft Office Suite
• A 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 & Utilities domain
• Develop and execute strategies to generate new business opportunities through various methods like outreach, networking, leveraging industry connections, etc
• Build and maintain a strong pipeline of prospective clients to achieve and exceed revenue targets
• Develop and implement effective sales strategies to achieve growth/revenue targets
• Understand client needs and challenges within the E&U sector, particularly those that can be addressed through IT solutions
• Present tailored IT service solutions that align with client objectives, highlighting our 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 abreast of industry trends, competitive dynamics, and emerging technologies in the E&U sector and IT services
• Identify opportunities to differentiate our 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

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

Benefits

• Competitive compensation package, including performance-based incentives
• A collaborative yet autonomous work culture with opportunities for professional growth and impact
• Flexible work environment