Business Development Manager

Madison
4633 Tompkins Drive
Madison, WI 53716, USA

At SJE
, we are more than a company — we are a family of brands with a shared vision and mission to provide industry-leading, innovative, and reliable control and monitoring solutions that improve efficiencies, protect the environment, and deliver dependable solutions to our valued customers.

We are looking for a Business Development Manager – Cloud Connected Solutions / Industrial IoT to support our AMI Global Brand.
This is a remote position
.

Our AMI brand is a leading IoT connectivity solution for industrial equipment manufacturers through a true end-to-end hardware and software solution running on a robust SaaS business model. Our customized IoT gateways and cloud-connected solutions enable real-time monitoring, control, analytics, and through our excellent commercialization support, we provide best-in-class industrial IoT solutions for our OEM’s. We provide integration, development, and go-to-market services.

The Business Development Manager - Cloud Connected Solutions / Industrial IoT is responsible for building and executing the sales strategy for SJE's Cloud Connected Solutions (CCS) division. This is a true business development role, focused on finding, developing, and winning the next major OEM customers for CCS.

• Achieve the annually assigned orders plan for CCS Division solutions. Provide feedback to leadership, and guidance to the SJE CCS Division and operations groups to ensure competitiveness and high levels of Customer Satisfaction.
• Set sales and growth strategies for your assigned accounts & develop new opportunities regularly and record them thoroughly in the company CRM system.
• Identify potential opportunities through networking, regular customer engagement and industry publications. Identify potential opportunities through networking, regular customer engagement, industry publications, and the SJE ECS Division’s Lead Development process.
• Active engagement with 3- 6 trade shows and conference annually
• Estimate accurately forecast monthly orders performance.
• Direct the plan for marketing campaigns within assigned territory and industries.

• Execute aggressive prospecting activities targeting 15–20 qualified customer interactions per month
• Develop and maintain a robust sales pipeline with a minimum of 10 qualified proposals per quarter
• Identify and pursue 3–4 new account relationships annually nationally
• Proactively identify opportunities through networking, direct customer engagement, industry publications, attendance at relevant trade shows and conferences.
• Establish and nurture executive-level relationships within target accounts and industry segments
• Leverage sales principles and practices to move prospects through the sales cycle and close deals

• Create and implement a focused sales strategy designed to achieve revenue objectives and provide accurate hardware and SaaS sales forecasts.
• Build a qualified industrial IoT OEM pipeline with clearly defined target accounts, decision makers, next actions, timing, and expected revenue potential.
• Win new strategic industrial IoT OEM opportunities and establish a repeatable sales process that can scale beyond the first year.
• Validate current product offerings through customer discovery and provide structured input for the next three-year product roadmap, including potential M&A opportunities to achieve scale.
• Establish CRM discipline, reporting cadence, funnel review process, and lead-generation routines that create visibility and accountability.

• Proven track record in B2B sales, preferably within industrial IoT, SaaS, controls, automation, pumps, water/wastewater,…