Business Development Lead – Primtech North America; pNoA

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.

About Primtech North America (pNoA) 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).
  • Maintain CRM rigor (data quality, activity logging, pipeline hygiene) and continuously improve the funnel through metric-driven learning.
  • Build account plans and multi-threaded relationships across Client buying centers (engineering, substation standards, asset management, operations, OT/cyber, finance, procurement).
  • Lead consultative discovery to uncover high-value problems, define success criteria, and shape solution pathways (workshops, assessments, pilots, rollouts).
  • Create customer-ready business cases and ROI narratives that support client internal approvals (including executive and board-level justification where relevant).
• Develop and maintain a measurable sales pipeline with disciplined stage gates; produce accurate forecasts and drive timely progression of opportunities.
  • Convert early engagements into paid pilots and scale pilots into multi-site or programmatic deployments; coordinate commercial terms, scope, pricing, and delivery approach.
  • Coordinate proposals/RFP responses and negotiated pursuits; assemble cross-functional pursuit teams and manage timelines, messaging, and win themes.
  • Capture and institutionalize reusable sales assets (pitch decks, qualification checklists, discovery guides, proposal templates) to scale repeatable selling.
• Partner closely with Entegra application engineering and delivery teams to plan demonstrations, proof points, and implementation readiness.
  • Align internal and partner stakeholders on roles, responsibilities, handoffs, and commercial models (software, services, and ongoing support).
• Represent pNoA externally through industry events, conferences, webinars, and targeted customer briefings; build 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, and sales cycle time by deal type (pilot vs program).
  • Forecast accuracy (commit vs actual) and CRM hygiene (stale deals, missing next steps, data completeness).
  • Pilot-to-program conversion rate and average time from first engagement to funded rollout.
  • Average deal size and contribution margin on sold work
• 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 (implementation, advisory, managed programs).
• 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…