Business Development Manager, SaaS Solutions

Remote

Remote - US

Full time

JR118479

We are a global climate technologies company engineered for sustainability. We create sustainable and efficient residential, commercial and industrial spaces through HVACR technologies. We protect temperature-sensitive goods throughout the cold chain. And we bring comfort to people globally. Best-in-class engineering, design and manufacturing combined with category-leading brands in compression, controls, software and monitoring solutions result in next-generation climate technology that is built for the needs of the world ahead.

Whether you are a professional looking for a career change, an undergraduate student exploring your first opportunity, or recent graduate with an advanced degree, we have opportunities that will allow you to innovate, be challenged and make an impact. Join our team and start your journey today!

As Business Development Manager, SaaS Solutions , you are responsible for driving new software revenue and opening new market segments across assigned accounts and territories, working alongside Copeland account-aligned Sales Managers. You will generate and win net-new SaaS business by unlocking software opportunity inside the existing customer base, by proactively opening accounts where we have no relationship today, and by identifying and developing new markets and verticals where our SaaS solutions can deliver value.

Beyond pipeline generation, you will build the commercial case for adoption, create demand where no software budget currently exists, own the enterprise proposal and RFP/RFT process for complex opportunities, and develop the sales organization's capability to sell software alongside equipment. The role operates as a domain specialist and market-maker across accounts: it does not hold account ownership, and it holds direct accountability for SaaS pipeline generation, market development, attach rate, and recurring revenue outcomes.

• Own SaaS pipeline generation, qualification and forecast accuracy across assigned accounts, territories and target market segments, with the majority of pipeline self-sourced.
• Prospect proactively into new and underdeveloped accounts, including outbound and cold outreach to stakeholders with whom we hold no existing commercial relationship.
• Manage the full sales cycle from initial engagement through to contract execution, aligning customer business needs with product capabilities and value proposition.
• Work jointly with account-aligned Sales Managers to identify, prioritize and pursue software opportunity within their portfolios, and to agree upon shared attach targets on named accounts.

• Build quantified ROI and total cost of ownership cases covering energy savings, refrigerant loss avoidance, product loss and shrink reduction, maintenance efficiency, and emissions or compliance outcomes.
• Structure commercial proposals that fit how customers actually fund SaaS operational expenses.
• Consult customers on the digital journey through connectivity and remote visibility, energy management, fault detection and diagnostics, then full optimization and design of the land-and-expand path from first site to full fleet.
• Identify and develop internal champions, and navigate IT, data and cyber security reviews in partnership with technical teams.

• Own the end-to-end RFP, RFT and proposal process for enterprise SaaS opportunities, coordinating with internal subject matter experts to develop high-quality tender submissions and commercial proposals.
• Support account-aligned Sales Managers on large enterprise opportunities through stakeholder mapping, proposal coordination and sales support activities.
• Drive continuous improvement and standardization of sales processes, proposal documentation and tender response practices across the SaaS business.
• Maintain disciplined use of CRM tools and a consistent qualification standard to manage pipeline visibility, forecasting and account activity.

• Organize and participate in industry events, trade shows and conferences to promote Copeland's SaaS and digital solutions.
• Monitor and analyze market trends, competitive landscape and regulatory environments, feeding structured market and competitive intelligence into the product roadmap.
• Collaborate cross-functionally with product, technical…