Senior Business Development Executive – Operational Technology Solutions Job Calgary area,Alberta Canada,IT/Tech

Job Description

Sulphur Experts is a process engineering company of parent company SGS that are focused on providing leading-edge evaluation services for sulphur recovery, amine treating and dehydration processes. What sets Sulphur Experts apart from the competition is their size and technical strength. We have the ability to field up to ten test crews simultaneously with all the equipment and engineering support required to meet the specialized on-site testing and evaluation needs of our clients.

With offices in Canada, the Netherlands, the United States, LATAM and the Middle East we can mobilize efficiently to meet the most demanding situations and schedules in a timely manner.

We're seeking a Senior Business Development Executive who understands that selling operational technology isn't about pushing products—it's about becoming a trusted advisor in our clients' digital transformation journeys. This role requires deep technical credibility in SCADA, industrial automation, and OT/IT convergence, combined with the patience and expertise to navigate complex, multi-stakeholder sales cycles that can span 6-18 months.

You'll be selling transformation, not transactions. Our clients are making mission-critical decisions about infrastructure that runs 24/7 operations generating millions in daily revenue. They need a partner who speaks their language, understands their operational challenges, and can articulate how modern OT architectures solve real business problems.

Key Responsibilities

Strategic Account Development

Build and nurture C-level relationships with operations, engineering, and IT leadership at target accounts

Map complex organizational structures to identify technical champions, economic buyers, and decision influencers

Develop multi-year account strategies that align with clients' digital transformation roadmaps

Position Streamline Control as the trusted advisor for OT modernization initiatives

Technical Sales Leadership

Lead technical discovery sessions to understand current SCADA architectures, pain points, and future requirements

Collaborate with solutions architects to develop compelling technical proposals that address specific operational challenges

Articulate the business value of modern OT solutions (reduced downtime, improved efficiency, regulatory compliance, cybersecurity resilience)

Navigate complex technical evaluations including POCs, pilot projects, and phased implementations

Solution Positioning

Translate technical capabilities (MQTT architectures, edge computing, cloud analytics) into business outcomes

Develop ROI models that justify OT infrastructure investments to executive stakeholders

Create industry-specific value propositions for oil & gas, utilities, manufacturing, and pharmaceuticals

Position against competitors by highlighting our implementation expertise vs. product-only approaches

Relationship & Partnership Management

Cultivate long-term advisory relationships that extend beyond individual projects

Coordinate with technology partners (Inductive Automation, AVEVA, Microsoft, Snowflake) on joint opportunities

Engage with engineering firms, EPCs, and system integrators on collaborative opportunities

Maintain visibility at industry events, user groups, and technical conferences

Qualifications

Required Qualifications

Technical Foundation

7+ years selling complex industrial automation, SCADA, or operational technology solutions

Deep understanding of OT architecture: PLCs, RTUs, historians, HMIs, industrial networks

Fluency in industrial protocols (OPC, Modbus, DNP3, MQTT) and modern IIoT concepts

Knowledge of cybersecurity frameworks (IEC 62443) and regulatory requirements (API 1165, NERC CIP)

Sales Excellence

Proven track record selling $500K-$5M enterprise OT projects with 6+ month sales cycles

Experience with consultative, solution-based selling methodologies (Miller Heiman, Challenger, MEDDIC)

Ability to manage complex stakeholder dynamics across operations, engineering, IT, and procurement

Demonstrated success building pipeline through both hunting and farming activities

Industry Knowledge

Domain expertise in at least two of:
Oil & Gas, Power & Utilities, Manufacturing, Pharmaceuticals

Understanding of operational challenges: aging infrastructure, cybersecurity, digital transformation, IT/OT convergence

Familiarity with industry standards and best practices (ISA-95, ISA-88, Purdue Model)

Network within the industrial automation community

Preferred Qualifications

Engineering degree (Chemical, Electrical, Mechanical, or Computer)

Direct experience with Ignition, AVEVA PI System, or other major SCADA/historian platforms

Understanding of cloud platforms (Azure, AWS) and data analytics in industrial contexts

Existing relationships with major energy or industrial companies in Western Canada

Experience selling both professional services and software solutions


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