Business Development Lead – Primtech North America (pNoA)

About the role

The Business Development Lead owns growth for pNoA software solutions across assigned territories and named accounts. This role drives enterprise-level, consultative selling into utility and infrastructure clients, positioning pNoA as a trusted partner for substation digitalization outcomes.

Responsibilities

• Own go-to-market execution for territory and named accounts across North American utilities and adjacent ecosystem partners (EPCs, OEMs, survey/scanning providers, integrators).
• Maintain CRM rigor (data quality, activity logging, pipeline hygiene) and continuously improve the funnel through metric-driven learning.
• Build account plans and multi-threaded relationships across Client buying centers (engineering, substation standards, asset management, operations, OT/cyber, finance, procurement).
• Lead consultative discovery to uncover high-value problems, define success criteria, and shape solution pathways (workshops, assessments, pilots, rollouts).
• Create customer-ready business cases and ROI narratives that support client internal approvals (including executive and board-level justification where relevant).
• Develop and maintain a measurable sales pipeline with disciplined stage gates; produce accurate forecasts and drive timely progression of opportunities.
• Convert early engagements into paid pilots and scale pilots into multi-site or programmatic deployments; coordinate commercial terms, scope, pricing, and delivery approach.
• Capture and institutionalize reusable sales assets (pitch decks, qualification checklists, discovery guides, proposal templates) to scale repeatable selling.
• Partner closely with Entegra application engineering and delivery teams to plan demonstrations, proof points, and implementation readiness.
• Align internal and partner stakeholders on roles, responsibilities, handoffs, and commercial models (software, services, and ongoing support).
• Represent pNoA externally through industry events, conferences, webinars, and targeted customer briefings; build credibility and demand through thought leadership.

Qualifications

• 12+ years of enterprise business development, consultative sales, or strategic account growth experience in utilities, grid infrastructure, industrial, or infrastructure technology markets.
• Bachelor’s degree in Engineering, Business Administration, Finance, Economics, Information Systems, or a closely related discipline.
• Demonstrated success selling complex solutions that combine software/platform capabilities with professional services delivery (implementation, advisory, managed programs).
• Proven ability to navigate long-cycle procurement, multi-stakeholder buying committees, and formal governance environments.
• Strong commercial acumen: scoping, pricing models, contracting concepts, and margin-aware selling.
• Experience running disciplined pipelines in a CRM and forecasting against quarterly targets.
• Excellent executive communication skills (written, verbal, and presentation); able to translate technical value into business outcomes.
• Ability to operate in a joint-venture environment with multiple stakeholders and shared accountability.

Skills

• Enterprise prospecting and account planning;
• Multi-threading across stakeholders;
• Value-based selling and business-case creation;
• ROI storytelling;
• Pipeline discipline (qualification, stage progression, close plans, forecasting);
• Pursuit leadership (capture strategy, proposal management, messaging);
• Collaboration with technical and delivery teams;
• Orchestration across functions;
• Comfort operating with ambiguity and building repeatable systems from early-stage operating models.

Benefits

• Opportunity to build and scale a high-growth digitalization business in the North American utility market.
• High autonomy with direct impact on go-to-market strategy, pipeline, and revenue outcomes.
• Collaborative team environment with access to technical experts and partner capabilities.
• Competitive compensation package (base + incentive) aligned to performance; benefits and paid time off per local policy.

Pay

Expected Salary: $155,300 - $239,140

Schedule

Full-time