Business Development Lead – Primtech North America; pNoA

Job Description

The Business Development Lead owns growth for pNoA software solutions across assigned territories and named accounts. This role drives enterprise-level, consultative selling into utility and infrastructure clients, positioning pNoA as a trusted partner for substation digitalization outcomes. The role is accountable for building a predictable pipeline, converting pilots into scaled programs, orchestrating pursuits, and aligning internal and partner stakeholders to deliver what is sold - profitably and repeatably.

Primtech North America (pNoA) is a joint venture established to accelerate the adoption of modern, database-driven substation design and digitalization solutions across North America. pNoA supports utilities and engineering partners through a combined motion of software enablement and high-value services (training, implementation, digitalization, and advisory) to improve project outcomes and lifecycle asset intelligence.

• Own go-to-market execution for territory and named accounts across North American utilities and adjacent ecosystem partners (EPCs, OEMs, survey/scanning providers, integrators), maintaining CRM rigor and continuously improving the funnel through metric-driven learning.
• Build account plans and multi-threaded relationships across client buying centers, lead consultative discovery to uncover high-value problems, define success criteria, and shape solution pathways, and create customer-ready business cases and ROI narratives that support client internal approvals.
• Develop and maintain a measurable sales pipeline with disciplined stage gates, produce accurate forecasts, and drive timely progression of opportunities, converting early engagements into paid pilots and scaling pilots into multi-site or programmatic deployments.
• Coordinate proposals/RFP responses and negotiate pursuits, assemble cross-functional pursuit teams, manage timelines, messaging, and win themes, and capture reusable sales assets to scale repeatable selling.
• Partner closely with Entegra application engineering and delivery teams to plan demonstrations, proof points, and implementation readiness, aligning internal and partner stakeholders on roles, responsibilities, handoffs, and commercial models.
• Represent pNoA externally through industry events, conferences, webinars, and targeted customer briefings, building credibility and demand through thought leadership.

• Signed revenue for pNoA software and implementation services (quarterly and annual targets).
• Qualified pipeline value and coverage vs target, pipeline created per quarter (stage conversion rates, win rate, sales cycle time, forecast accuracy, pilot-to-program conversion rate, average deal size and contribution margin).
• Account penetration metrics (executive sponsor relationships established; number of buying centers engaged).
• Industry presence metrics (targeted events supported/led; sourced pipeline attribution where applicable).

• Enterprise prospecting and account planning; multi-threading across stakeholders.
• Value-based selling and business-case creation; ROI storytelling.
• Pipeline discipline (qualification, stage progression, close plans, forecasting).
• Pursuit leadership (capture strategy, proposal management, messaging).
• Collaboration with technical and delivery teams; orchestration across functions.
• Comfort operating with ambiguity and building repeatable systems from early-stage operating models.

• 12+ years of enterprise business development, consultative sales, or strategic account growth experience in utilities, grid infrastructure, industrial, or infrastructure technology markets.
• Bachelor’s degree in Engineering, Business Administration, Finance, Economics, Information Systems, or a closely related discipline.
• Demonstrated success selling complex solutions that combine software/platform capabilities with professional services delivery.
• Proven ability to navigate long-cycle procurement, multi-stakeholder buying committees, and formal governance environments.
• Strong commercial acumen: scoping, pricing models, contracting concepts, and margin-aware selling.
• Experience running disciplined pipelines in a CRM and forecasting against quarterly targets.
• Excellent executive communication skills (written, verbal, and presentation); able to translate technical value into business outcomes.
• Ability to operate in a joint-venture environment with multiple stakeholders and shared accountability.

• Experience with substation design workflows, utility asset management, GIS/enterprise integration, or digital twin programs.
• Background working in or alongside engineering/professional services firms (AEC, EPC, advisory) with a productized digital offering.
• Track record converting pilots into scaled, repeatable programs across multiple sites or regions.
• Familiarity with utility regulatory context and capital program planning (T&D portfolios,…