Strategic Business Developer – Key Projects

This is a fully remote position, open to applicants in United States.

📋 Description

• Identify, cultivate, and expand large, high-value construction projects and strategic accounts.

• Develop and implement long-term strategies for extensive, complex projects and global key accounts.

• Recognize and prioritize opportunities with a minimum potential of $500k ARR.

• Manage a portfolio of around 20 projects, with approximately 10 being actively supervised at any time.

• Create forward-looking project and account plans spanning 1–2 years.

• Support high-conversion revenue generation for local Fieldwire sales teams.

• Position Fieldwire as the preferred solution before procurement and tender processes commence.

• Generate demand prior to the formal buying process initiation.

• Operate across various regions and stakeholder groups.

• Oversee complex, multi-year project lifecycles.

• Collaborate with regional Enterprise AEs and SEs to convert identified opportunities into revenue.

• Facilitate smooth transitions of qualified, high-potential opportunities for commercial execution.

• Sustain senior relationships and promote expansion among project stakeholders and subcontractors post-handover.

• Align global strategies with local execution efforts.

• Leverage Hilti’s customer relationships, access, and credibility to expedite opportunity development.

• Collaborate with Hilti E&I, large projects, and strategic teams on project identification, account strategy, and stakeholder mapping.

• Forge new senior-level connections within targeted accounts.

• Develop and sustain relationships with C-level executives, project owners, and decision-makers.

• Serve as a trusted advisor on productivity, safety, and digital construction solutions.

• Represent Field Software at industry events and thought leadership gatherings.

• Analyze market trends, economic conditions, and dynamics within the customer ecosystem.

• Transform insights into strategic actions, new opportunities, competitive positioning, and product feedback.

• Evaluate success through project pipeline creation, specifications and early-stage wins, strategic account growth, conversion rates, large-project revenue, senior stakeholder relationships, and regional collaboration.

• Report to the Director of Key Projects, Field Software.

⛳️ Requirements

• Bachelor’s degree in Business Administration, Engineering, Construction Management, Technology, or a related field, or equivalent professional experience.

• Over 6 years of experience in strategic business development, enterprise sales, strategic account management, or large-project development.

• Preferred experience in construction technology, SaaS, Energy and Industry (E&I), infrastructure, or complex multi-stakeholder sales environments.

• Proven ability to develop strategic accounts and long-cycle project opportunities, engage senior decision-makers, and influence solution selection prior to procurement and tender phases.

• Strong skills in stakeholder mapping and relationship building across project owners, contractors, subcontractors, and other decision-makers.

• Capability to translate customer workflows and business challenges into compelling software value propositions and business cases.

• Demonstrated ability to collaborate across a matrix organization, influence without direct authority, and partner with regional sales teams on opportunity handover and conversion.

• Exceptional analytical, communication, presentation, and negotiation skills, with a structured approach to account planning, opportunity prioritization, and pipeline management.

• Willingness to travel globally approximately 15–25%.

• Site visits may necessitate adherence to applicable safety procedures and personal protective equipment (PPE) requirements.

🏝️ Benefits

• Variable bonus eligibility ranging from $20,400 to $27,200.

• Fully remote work within the United States.

• Hybrid working environment that includes office, remote, customer-office, industry-event, and construction-jobsite settings.

• Opportunities for global travel (approximately 15–25%).