Business Development Manager, OEM

Veralto Global•Remote, MA

1d•$150,000 - $170,000•Remote

About The Position

Imagine yourself doing meaningful work that makes an everyday impact on the world around you. Owning your ambition and fueling your career growth. Thriving in a supportive team environment that inspires you to strive for excellence. It’s possible with a role at Ott, where you’ll have the chance to shape the future of your career—and the future of our planet. At Ott, a Veralto company, you’ll help protect the world’s water resources with trusted, connected monitoring solutions. Join a team delivering decision-ready intelligence that helps customers manage water with clarity and confidence—from one site to global networks. What makes this opportunity exciting? Travel opportunities around the world. Opportunity to contribute to global commercial decisions and influence business direction at a high level. Work with customers and stakeholders across multiple regions, gaining broad exposure to international markets and business environments. Contribute to solutions in the environmental and water sectors, supporting industries that impact sustainability, food systems, and global environmental outcomes. Full ownership of building and growing strategic partnerships, with a strong focus on developing new business opportunities and expanding market presence. Make a meaningful impact in the environmental sector. Unique opportunity to make global decisions. Career coaching and professional development opportunities. Flexible vacation days. Flexible working hours. Join a high-performing team that is excited to work with you. Health benefits. 401(k). Reporting to the Commercial VP, the OEM Business Development Manager is responsible for identifying, negotiating, and growing OEM partnerships that align with In-Situ’s long-term strategy – expanding adoption of our core sensor module products and enabling partner success across the full lifecycle.

Requirements

Bachelor’s degree (BS/BA) or equivalent combination of education and experience.
7+ years of direct B2B sales and/or account management experience, with proven success managing and growing strategic accounts, ideally within technical or industrial environments.
Strong technical understanding of industrial or instrumentation environments.
Ability to negotiate complex deals, manage contracts, and assess commercial risk in high-value opportunities.
Experience managing and negotiating commercial agreements (e.g., pricing/discount tiers, volume pricing structures).
Willingness to travel for customer visits, trade shows, and industry conferences (approximately 30–35% globally).

Nice To Haves

Experience in analytical instrumentation (water monitoring strongly relevant)
Familiarity with Salesforce or CRM tools.
Experience working with global customers or markets

Responsibilities

Own and grow strategic OEM and key account partnerships, building long-term relationships and deep understanding of customer applications, systems, and business strategies.
Drive new business development and prospecting, identifying, developing, and closing new OEM and strategic account opportunities.
Manage the full commercial cycle, including opportunity qualification, pricing strategy, negotiation of complex deals, discount structures, and contract execution.
Translate customer needs into technical and commercial solutions, working closely with Product Management and internal technical teams to shape offerings and ensure successful handoff.
Maintain and grow an existing revenue portfolio, balancing account management responsibilities with aggressive growth objectives.
Build, manage, and maintain accurate sales pipelines and forecasts, ensuring visibility into performance, bookings, and S&OP demand planning inputs.
Collaborate cross-functionally with Marketing, Operations, R&D/Product, and Aftermarket Services to ensure customer success and alignment on solution delivery.
Develop and present business cases to support customer-driven initiatives, investment decisions, and platform development priorities.
Deliver enablement and training to OEM partners and strategic customers to strengthen adoption and commercial alignment.
Engage with global customers through travel, trade shows, and on-site visits (domestic and international as required).
Operate with a high level of autonomy and accountability, owning territory performance and driving results in a fast-paced, global environment.