Principal Consultant - Business Development Manager (E&U)

Company Description

We are a Digital Product Engineering company that is scaling in a big way! We build products, services, and experiences that inspire, excite, and delight. We work at scale — across all devices and digital mediums, and our people exist everywhere in the world (18000+ experts across 29 countries, to be exact). Our work culture is dynamic and non-hierarchical. We are looking for great new colleagues. That is where you come in!

Job Description

About the Role

We are seeking a self-driven and experienced Business Development Manager to join our team in the United States. This is an individual contributor role where the primary responsibility is to hunt for new clients ("new logos") within the Energy & Utilities (E&U) sector. The ideal candidate must possess a high degree of ownership and accountability to identify opportunities, build relationships, and consistently meet quarterly and annual revenue targets.

Key Responsibilities

New Business Development

• 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.

Sales Strategy

• Develop and implement effective sales strategies to achieve growth/revenue targets.

Client Engagement

• 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.

Collaboration and Support

• 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.

Market Research and Strategy

• 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.

Performance Tracking and Reporting

• 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.

Qualifications

Experience

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

Education

• Bachelor's degree in Business, Marketing, Information Technology, or a related field.
• MBA preferred.

Skills

• 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.

Attributes

• Self-motivated and proactive.
• Ability to work independently and as part of a team.
• High level of integrity and professionalism.

Why Join Us?

• Opportunity