Cyient is a global engineering and technology solutions company. As a Design, Build, and Maintain partner for leading organizations worldwide, we take solution ownership across the value chain to help clients focus on their core, innovate, and stay ahead of the curve. We leverage digital technologies, advanced analytics capabilities, and our domain knowledge and technical expertise, to solve complex business problems.
With over 15,000 employees globally, we partner with clients to operate as part of their extended team in ways that best suit their organization’s culture and requirements. Our industry focus includes aerospace and defence, healthcare, telecommunications, rail transportation, semiconductor, geospatial, industrial, and energy.
Job Description
Business Development Director (Hunter) - North America Utilities
Reporting Line
The role is reporting to the Head of Business Development and Sales of Utilities Americas
Job Purpose
Simply put the objective is to double the Utilities revenue by landing new IOU and Mid-market client sales of Digital Solutions that create value by solving specific client pain points. Specifically, efforts will be focused on integrating and upgrading operational and network data into existing, new or upgraded systems. Key activities include identifying pain points as opportunities for improving data quality, data management, integration, governance, and analytics across numerous enterprise systems to enable stronger, faster decision making to enhance grid reliability and efficient operations.
Focused on selling solutions in: Grid and Asset Technology, Asset Performance Management, Master Data Management, Business Analytics and Field Solutions.
Key Result Areas
- Deliver measurable revenue growth and profitability
- Develop a pipeline of potential IOU and mid-market customer opportunity
- Track the Opportunity Pipeline through Cyient’s Salesforce process
- Drive the formulation of innovative business proposals (technical & commercial)
- Lead Contract and MSA negotiation working with Cyient legal, business and financial leadership
- Successfully orchestrate Commercial Pricing
- Build long term strategic relationships with clients focused on business outcome driven solutions and delivery competency
Must haves
- 8+ years in metrics-driven services and solutions selling and knowledgeable in American Utilities
- Established contacts and relationships at the C-level, VP, and Director levels in large and mid-size NAM distribution utilities
- Clearly demonstrated experience in developing a structured Go to Market Strategy
- Track record of driving double digit revenue growth and profitability in the tens of millions
- Strong negotiations background with a track record of successfully concluding win-win scenarios
- Collaborating across functions and advisors to formulate of complex technical business proposals
- Deal flow - how to structure deals, legal contracts, and master service agreements
- Demonstrated used of eco-system partnerships to drive revenue growth.
Specific skill set:
- Fundamental understanding of Utility Distribution operational systems and system environments
- Strong knowledge of Utility industry practices and regulatory environments
- Understanding of key industry and digital trends to identify critical needs
- Ability to apply a consultative sales approach to new and existing customers.
- Understanding of IT and OT systems as it applies to Distribution and Transmission utilities and industry relevant product portfolio
Requirements
- Bachelors or Master (preferred) degree in engineering, business or finance.
- Strong networking, verbal, and written communication skills that are effective at VP+ levels
- Excellent professional presentation skills to synthesize complex problems to the essentials
- Ability to successfully work on a multinational and multicultural basis to achieve results
- Travel international and domestic could be up to 50%
- Houston home base location is preferred. Remote work from home will be considered
Experience
Proven in Utilities Growth in New Sales, Sales and Business Development, Sales Force processes.
Cyient is an Equal Opportunity Employer.
Cyient recruits, employs, trains, compensates, and promotes regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, veteran status, and other protected status as required by applicable law. We are proud to be a diverse and inclusive company where our people can focus their whole self on solving problems that matter.
Skills & Experience
Business Development, Negotiation, Sales and Business Development
Cyient is an Equal Opportunity Employer.
Cyient recruits, employs, trains, compensates, and promotes regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, veteran status, and other protected status as required by applicable law. We are proud to be a diverse and inclusive company where our people can focus their whole self on solving problems that matter.
