Note: The job is a remote job and is open to candidates in USA. SPX Technologies is a global leader in innovative solutions, and they are seeking a Business Development Manager for Digital Solutions to drive the adoption of cutting-edge digital solutions in the utility industry. This role focuses on optimizing fleet-wide performance through the integration of hardware and software, while managing digital revenue and client relationships.
Responsibilities
- Navigate complex utility organizational structures to secure technical specification and "buy-in" from senior executives and management
- Drive and close integrated deals that combine smart, connected hardware with multi-year SaaS subscriptions, ensuring a seamless end-to-end digital solution for the client
- Demonstrate how the synergy between connected locators and LPM software reduces strikes, increases efficiency, lowers training costs, and provides auditable data for regulatory compliance
- Act as the digital subject matter expert, partnering with our established Key Account Managers to identify opportunities within existing and new high profile utility accounts and lead the transition from legacy hardware to digital ecosystems
- Oversee the end-to-end execution of digital rollouts, ensuring that hardware deployment, software integration, and simulator training programs meet the client’s operational KPIs
- Stay ahead of industry trends in GIS, cloud data management, and utility safety standards to position Radiodetection as the premier digital partner
- Achievement of sales targets across the integrated portfolio of connected hardware and software subscriptions
- Successful inclusion of LPM and Simulator requirements in utility tender specification documents
- Growth of the recurring revenue base and high user-adoption rates of the digital tools
- Successful post-sale deployment and integration into client workflows
- Lead the management of the opportunity pipeline to achieve targeted success closure rate
Skills
- Bachelor's Degree or alternative relevant experience
- Significant relevant commercial experience
- Experience of working with international and cross functional teams
- Greater than five years experience in B2B sales, specifically targeting Utility, Tier 1 Contractors, or Municipalities
- Comfortable discussing IoT-enabled hardware, SaaS models, data analytics, and VR/simulated training
- Fluent English – spoken and written
- High level of computer-literacy; numerate
- Self-motivated with an adaptable approach to enable effective prioritization of competing demands
- Understanding of business finance – investment appraisal, product profitability
- Are we adequately aligned and capable of succeeding in this market?
- Customer Insights
- Brand & Value
- Segmentation & Targeting
- How will we convey our product/service and how might that differ by individual customer or segment?
- What is the customer journey, how will we understand and improve it, and how will we support that with content?
- How will we actively get our message in front of the right people?
- Able to grasp new and product concepts, understand and present any commercial opportunities that they present
- Confident communicator able to work effectively alongside a range of roles at all levels in a technical business
Benefits
- Generous and flexible paid time off including paid personal time off, caregiver, parental, and volunteer leave
- Competitive health insurance plans and 401(k) match, with benefits starting day one
- Competitive and performance-based compensation packages and bonus plans
- Educational assistance, leadership development programs, and recognition programs
- SPX offers a variety of benefits, including health benefits, 401K retirement with a company match, and flexible time off
Company Overview