Senior Manager - Business Development (Energy and Utilities)

Job Description

Strategic Business Development

• First-hand experience in identifying and pursuing new business opportunities within Energy & Utilities organizations
• Develop and execute sector-specific go-to-market strategies aligned with energy and utilities industry transformation trends
• Has insights into major ongoing and upcoming digital transformation programmes.
• Experience selling complex, long-cycle technology solutions and 'platform'-based offerings, from initial discovery through to closure.
• Build and maintain a robust pipeline of qualified opportunities across utility companies, energy providers, and regulatory bodies
• Lead discovery sessions to understand complex operational challenges and translate them into compelling business cases

Sector Expertise & Relationship Management

• Leverage deep understanding of Energy & Utilities systems landscape to position appropriate technology solutions
• A natural ability to act as the 'bridge' between business and IT, translating complex operational challenges into clear business cases and technology solutions.
• Act as trusted advisor to C-level executives and IT decision-makers within target organizations
• Maintain and expand network of contacts across utility companies, system integrators, and technology suppliers
• Provide market intelligence on ongoing and upcoming digital transformation programmes across the sector

Complex Sales Management

• Manage long-cycle, high-value sales processes from initial engagement through contract closure
• Navigate complex procurement and commercial processes typical in regulated utility environments
• Good knowledge of the supplier landscape within the sector and has a network of contacts within those companies.
• Coordinate with technical teams to ensure solution alignment with client requirements
• Negotiate contracts while ensuring commercial viability and client satisfaction

Commercial & Strategic Planning

• Translate technology investments into clear business value propositions (ROI, efficiency gains, risk reduction)
• Experience navigating the complex procurement and commercial processes typical within regulated industries such as Energy and Utilities.
• Contribute to pricing strategies for complex, multi-year technology implementations
• Support bid responses and tender processes within regulatory frameworks

Qualifications

Ideal Profile

• A natural leader, who is capable of working across teams in pursuit of growth.
• Strong level of personal gravitas and able to make a positive impact on customer stakeholders and build effective client relationships.
• A collaborative leader who thrives on working with internal teams (such as Pre-Sales, Architecture, and Delivery) to identify and shape valuable solutions for clients.
• Personal values aligned to [Employer hidden]’s – honesty, integrity, accountability, has strong work ethic and selfless in their approach.
• Excellent communication skills, both written and verbal, including first-rate presenting skills.
• Possesses a strong, credible network within the Energy & Utilities sector and is skilled at building authentic, long-term partnerships. Strong commercial acumen with the ability to articulate business value, build compelling business cases, and understand the key drivers of a profitable engagement. For [Employer hidden].
• Puts the customer at the heart of their approach and understands the importance of direct customer engagement in sales and business development activities.