At SJE, we are more than a company — we are a family of brands with a shared vision and mission to provide industry-leading, innovative, and reliable control and monitoring solutions that improve efficiencies, protect the environment, and deliver dependable solutions to our valued customers.
We are looking for a Business Development Manager – Cloud Connected Solutions / Industrial IoT to support our AMI Global Brand. This is a remote position.
Our AMI brand is a leading IoT connectivity solution for industrial equipment manufacturers through a true end-to-end hardware and software solution running on a robust SaaS business model. Our customized IoT gateways and cloud-connected solutions enable real-time monitoring, control, analytics, and through our excellent commercialization support, we provide best-in-class industrial IoT solutions for our OEM’s. We provide integration, development, and go-to-market services. Check us out at AMIGlobal.com or SJEinc.com!
The job:
The Business Development Manager - Cloud Connected Solutions / Industrial IoT is responsible for building and executing the sales strategy for SJE's Cloud Connected Solutions (CCS) division. This is a true business development role, focused on finding, developing, and winning the next major OEM customers for CCS.
What will you do in this role:
Achieve the annually assigned orders plan for CCS Division solutions.
Provide feedback, leadership, and guidance to the SJE CCS Division and operations groups to ensure competitiveness and high levels of Customer Satisfaction.
Set sales and growth strategies for your assigned accounts & develop new opportunities regularly and record them thoroughly in the company CRM system.
Identify potential opportunities through networking, regular customer engagement and industry publications. Identify potential opportunities through networking, regular customer engagement, industry publications, and the SJE ECS Division’s Lead Development process.
Active engagement with 3- 6 trade shows and conference annually
Estimate accurately forecast monthly orders performance.
Direct the plan for marketing campaigns within assigned territory and industries.
New Business Development & Prospecting
Execute aggressive prospecting activities targeting 15–20 qualified customer interactions per month
Develop and maintain a robust sales pipeline with a minimum of 10 qualified proposals per quarter
Identify and pursue 3–4 new account relationships annually nationally
Proactively identify opportunities through networking, direct customer engagement, industry publications, attendance at relevant trade shows and conferences.
Establish and nurture executive-level relationships within target accounts and industry segments
Leverage sales principles and practices to move prospects through the sales cycle and close deals
First year objectives:
Create and implement a focused sales strategy designed to achieve revenue objectives and provide accurate hardware and SaaS sales forecasts.
Build a qualified industrial IoT OEM pipeline with clearly defined target accounts, decision makers, next actions, timing, and expected revenue potential.
Win new strategic industrial IoT OEM opportunities and establish a repeatable sales process that can scale beyond the first year.
Validate current product offerings through customer discovery and provide structured input for the next three-year product roadmap, including potential M&A opportunities to achieve scale.
Establish CRM discipline, reporting cadence, funnel review process, and lead-generation routines that create visibility and accountability.
Qualifications and experiences:
Proven track record in B2B sales, preferably within industrial IoT, SaaS, controls, automation, pumps, water/wastewater, equipment monitoring, or related technical solutions.
Demonstrated ability to find leads, open doors at target accounts, manage complex sales cycles, and win new OEM business.
Experience selling to or through OEMs, channel partners, distributors, or strategic industrial accounts.
Strong understanding of recurring revenue, SaaS business models, customer retention, and commercial packaging of connected solutions.
Comfortable using modern sales tools, CRM systems, lead databases, digital prospecting, market intelligence sources, and AI-enabled research tools to identify and prioritize opportunities.
Ability to translate technical capabilities into clear business value for OEMs and their end customers.
Strong executive communication, negotiation, presentation, and relationship-building skills.
Hands-on, self-driven, and accountable commercial mindset with the ability to operate independently in a remote role.
Education, Experience and Ability Requirements:
Bachelor's degree in Engineering or Business preferred; equivalent professional sales experience with strong technical background considered
Relevant degree with 2-4 years’ experience OR 5 years’ experience in the controls, 5 years in B2B technical sales, business development, or engineering within industrial automation, controls, or related technical fields
Experience working with capital equipment, industrial systems or technical solutions preferred
Demonstrated success in new market or territory development, opening new customer accounts, or building sales pipelines from scratch
Proven ability to close complex, consultative sales with longer sales cycles (3–9 months typical)
Working experience using sales principles and practices
Strong affinity for sales engagement: positive, assertive, expressive, resilient self-starter, etc.
Travel frequency: Could be up to 50%
Learn more and apply on-line at www.sjeinc.com. SJE is an Equal Opportunity Employer.