Business Development Manager

This is a fully remote position, open to applicants in Alabama, +4 more states.

📋 Description

• Develop and implement the sales strategy for SJE’s Cloud Connected Solutions division.

• Identify, cultivate, and secure major OEM customers.

• Generate leads and facilitate access to target accounts.

• Position CCS as the go-to partner for connected hardware and SaaS solutions.

• Oversee intricate technical and commercial sales cycles from prospecting and discovery to proposal, pilot, negotiation, and closure.

• Create and execute a sales strategy that aligns with revenue goals, market share, and strategic growth objectives for OEMs.

• Discover, qualify, and pursue new OEM opportunities using prospecting, digital channels, industry networks, campaigns, trade shows, CRM insights, and sales tools.

• Build and maintain a disciplined sales funnel alongside accurate revenue forecasts for hardware and SaaS.

• Develop focused OEM account plans.

• Recruit and onboard OEM and channel partners.

• Formulate channel and partner strategies to enhance market reach and adoption of SJE IoT products and SaaS solutions.

• Establish commercial relationships with key OEM partners.

• Assist partners in developing connected solutions and recurring-revenue models.

• Conduct reviews of accounts and partners.

• Equip partners with training, commercial tools, customer-facing materials, and SaaS business-model support.

• Collaborate with Marketing on demand-generation initiatives.

• Work with Product Management, Engineering, R&D, and CCS leadership to ensure alignment of customer needs with the product roadmap.

• Analyze market trends, target accounts, buying signals, competitors, and emerging opportunities.

• Utilize CRM systems, lead databases, market-intelligence sources, digital prospecting tools, and AI-enabled research tools to prioritize opportunities.

• Deliver structured product and market feedback based on customer discovery, competitive intelligence, and sales outcomes.

• Establish a focused sales strategy, qualified OEM pipeline, repeatable sales process, CRM discipline, and consistent reporting cadence within the first year.

• Contribute to validating current offerings and influencing the next three-year product roadmap, including potential acquisition opportunities.

⛳️ Requirements

• Demonstrable success in B2B business development or sales related to industrial IoT, SaaS, controls, automation, pumps, water or wastewater systems, equipment monitoring, or similar technical solutions.

• Proven ability to generate leads, open doors at target accounts, manage complex sales cycles, and secure new OEM business.

• Experience in selling to or through OEMs, channel partners, distributors, or strategic industrial accounts.

• Strong comprehension of recurring revenue, SaaS business models, customer retention, and the commercial packaging of connected solutions.

• Experience in building and managing a disciplined sales pipeline and delivering reliable revenue forecasts.

• Proficiency in CRM systems, lead databases, digital prospecting tools, market-intelligence sources, and AI-enabled research tools.

• Capacity to translate technical capabilities into tangible business value for OEMs and their end customers.

• Exceptional skills in executive communication, negotiation, presentation, and relationship building.

• Self-motivated, hands-on, and accountable commercial mindset.

• Ability to work independently and efficiently in a remote setting.

• Willingness to work from 8:00 am to 5:00 pm, Monday through Friday.

• Capability to travel up to 50% as needed.

🏝️ Benefits

• Flexible Time Off (FTO) program offering up to a maximum of 6 weeks per year for vacation, sick, and personal time.

• 8 paid holidays.

• Health insurance coverage.

• Life insurance policy.

• Short-term disability insurance.

• Long-term disability insurance.

• Dental care programs.

• Vision care programs.

• Variable compensation plan.

• Competitive salary.

• Collaborative work culture.

• Opportunities for professional growth.

• Options for remote work.