Business Development Director

Hours

• 8:00 am – 5:00 pm (Mon-Fri) Remote

At S&C, we are dedicated to providing competitive and equitable compensation for all our team members, and we are committed to transparency in our pay practices. The estimated annual base salary range for this position in the United States is $151,000 - $200,128. Individual pay within this salary range is determined by several compensable factors, including performance, knowledge, job-related skills and experience, and relevant education or training.

This role is also eligible for S&C’s annual incentive plan (AIP), subject to eligibility criteria.

The Business Development Director spearheads long-term strategic pipeline development, promoting the large-scale adoption of S&C’s innovative and disruptive solutions for the electrical grid. Through expert technical knowledge and business insight, the Business Development Director leverages extensive market insight and detailed customer knowledge to strategically pinpoint target customers and proactively uncover new opportunities for the uptake of S&C’s grid automation solutions. Their work is pivotal in driving market growth, ensuring S&C remains at the forefront of grid automation adoption and enhancing S&C’s ability to achieve order entry goals.

The Business Development Director partners with internal stakeholders across various teams to serve as a compelling advocate for the customer’s voice, shaping product features and enhancements. They are instrumental in facilitating strategic customer engagements and nurturing key relationships to guide and influence capital investment decisions regarding S&C's solutions.

• Proactively monitor market sizing, accessibility, industry trends, competitor activities, regulatory changes, and emerging technologies and markets to evaluate risks and opportunities to maintain a competitive edge.
• Utilize market insights to develop and update business development strategies that address the market, inform product development initiatives and direct sales activities.
• Build and nurture a network of industry contacts to stay informed and abreast of political, economic, social, technological, regulatory, and environmental factors driving customer decision-making.
• Facilitate and promote external workshops to discover customers' current and future business capabilities with the goal of identifying, prioritizing, and measuring key business value drivers.
• Identify target customers and key players in the ecosystem by categorizing customers according to their relationship strength, financial robustness, appetite for innovation, and other relevant indicators. Use this information to develop strategic multi-functional offerings and initiatives.
• In collaboration with sales, engage directly with customer teams, up to and including executives, to understand their challenges and goals and develop actionable strategies to address these challenges.
• Prepare and present visionary business cases and educational collateral to articulate the strategic and financial value of grid automation solutions for C-suite executives.
• Quantify and communicate the long-term value realized from S&C’s grid automation investments to support transformational capital decisions.
• Work closely with key stakeholders to help define target customers and prioritize sales initiatives, based on value creation potential, relationship strength and opportunity size.
• Influence internal buy-in for a cross-function sales capture approach that clearly identifies roles and responsibilities across S&C.
• Partner with Sales & Sales Enablement teams to develop playbooks for different scenarios to move the customers forward.
• Engage and collaborate with PSS as needed to facilitate streamlined change management plans for customers, ensuring they have the support and resources necessary to deploy S&C’s grid automation solutions.
• Actively engage with the product development and product management team to influence product roadmaps and serve as the customer's voice by participating in various steering committees.
• Provide recommendations and business cases for product features and…