Business Development Manager – Grid Data Management
About The Position
Reporting to the Chief Revenue Officer, the Manager, Business Development – Grid Data Management (BDM) will be responsible for developing and executing the Go-To-Market strategy for Tantalus’ TRUSync Grid Data Management solution, TRUGrid and TRUFlex suite of control and automation solutions. The BDM will work alongside corporate resources in marketing, sales and product management to grow the top line, sharpen key messaging, prioritize target utility accounts, map out the market ecosystem, design our strategy and priorities and establish detailed working relationships and agreements with key industry players within the global utility and renewables markets; specifically priorities include utility customers, system integrators, renewable developers, EPCs, channels, utility-scale solar and PV, battery, EV infrastructure, fleet electrification and microgrid markets. The primary function will be to identify and close Grid Data Management and Automation opportunities to scale that portion of Tantalus’ revenue profile by establishing the necessary relationships and agreements within the utility and renewables market.
Requirements
- Bachelor’s degree required, technical degrees preferred; MBA strongly preferred.
- Proven success in large utilities, System Integrators, Renewable Developers, EPC, and utility-scale solar, battery, and microgrid sales.
- In-depth knowledge of the renewable energy market, including technology, regulations, and trends.
- Experience with analytics, SCADA, OMS, DMS, ADMS, DERMS, utility-scale solar, battery, and related utility software a plus.
- Strong track record in selling enterprise SaaS solutions to large utilities using complex sales methodologies.
- Proficient in CRM management (e.g., Salesforce).
- At least five years in senior sales, business development, or product marketing roles, preferably in utility software solutions.
- Experience selling to C-level and senior technical leaders in OEM and Electric Utility markets.
- Ability to originate and close new business in alignment with company objectives.
- Excellent interpersonal, communication, and organizational skills.
- Self-motivated, proactive, with a strong work ethic and minimal supervision.
- Strong team player.
- Proven track record of exceeding sales targets in complex software/SaaS sales within public, cooperative, and IOU market segments in North America.
- Expertise in selling enterprise SaaS solutions using consultative sales methodologies.
- Experience in developing and executing go-to-market strategies and sales plans.
- Skilled in managing key customer relationships and closing strategic deals.
- Minimum 10 years of experience in sales or marketing management.
- Legally authorized to work in the U.S. without sponsorship.
- Valid, unrestricted driver’s license required.
- Willing to travel domestically as required aligned with corporate goals and objectives.
Nice To Haves
- Experience with analytics, SCADA, OMS, DMS, ADMS, DERMS, utility-scale solar, battery, and related utility software a plus.
- MBA strongly preferred.
Responsibilities
- Identify and develop new business opportunities in underdeveloped market segments aligned with the company’s growth strategy and product offerings.
- Conceive, design, and implement innovative strategies to drive market share growth and capture strategic projects.
- Anticipate market innovations by collaborating with lead customers, creating competitive advantages through joint solution-selling opportunities.
- Assess the effectiveness of direct and channel-to-market strategies, identifying improvement opportunities in partnership with Product, Engineering, and Account Management teams. Develop and implement channel strategies to achieve significant year-over-year growth.
- Monitor customer, market, and competitor activity, providing actionable feedback to the leadership team and other relevant company functions.
- Assess and modify as appropriate and in conjunction with Product Management, the company’s pricing strategy for solutions under the BDM’s responsibility.
Benefits
- Tantalus also offers generous benefits, including medical, dental and vision plans, healthcare and dependent care flexible spending accounts and paid time off.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Number of Employees
11-50 employees
