Business Development Manager

Weatherford•Houston, TX

48d•Hybrid

About The Position

The Business Development Manager owns the commercial growth of the Weatherford Digital portfolio, converting the Digital go-to-market strategy into booked revenue across assigned accounts and geo zones. The portfolio spans flow measurement, wellsite automation and edge, SCADA and operations software, engineering optimization, and the data and intelligence layer that connects them, sold into upstream, midstream, and industrial operator accounts. The role originates and closes new business, protects and expands the installed base through renewal and modernization cycles, and works with Geo Zone Sales Directors and Digital Technical Sales to keep global strategy and regional execution aligned. The role reports to the Global Digital Commercial, GTM & Delivery Director, who owns commercial strategy, go-to-market design, pricing, customer success, delivery standards, and enablement. Where that role sets the playbook, the Business Development Manager runs it in the field and feeds back what it is missing. As the first dedicated business development position in the Digital commercial function, the incumbent is expected to help shape segmentation, commercial tooling, and sales methodology as the function scales. Travel of approximately 35% is required.

Requirements

University degree in Engineering, Business, Computer Science or a related discipline, or equivalent experience
8+ years in oil and gas or industrial technology, including 5+ years in business development, technical sales, or commercial management of software, data platform, or automation solutions
Demonstrated attainment against a quota-carrying target in complex, multi-stakeholder B2B sales, with deal values typically from $500K to $5M or greater
Proven track record selling SaaS, IIoT, SCADA, edge, or industrial software into operator or industrial accounts, from qualification through contract execution
Working knowledge of upstream production or well construction operations sufficient to hold credible conversations with operations and engineering stakeholders
Experience operating through regional commercial and delivery teams in a matrixed global structure, 2+ years of international experience, and proficiency in Salesforce or equivalent CRM
Ability to relate and influence at all levels within own and client organizations
Consultative discovery that quantifies business impact and links customer challenges to platform-enabled outcomes, and the ability to build and defend an executive-level business case
Sufficient understanding of IIoT, edge computing, SCADA, data contextualization, and industrial software architecture to hold early technical conversations without specialist support
Demonstrated understanding of the oil and gas business environment and its impact on commercial practice, with the resilience to build trust while driving change
Very strong written and verbal English, with commercial judgment in pricing and negotiation that protects margin
Discipline in CRM hygiene and forecast integrity, and sound judgment on claims and references, including written consent before external use

Nice To Haves

Experience selling or deploying SCADA, edge computing, flow measurement, production surveillance, or autonomous control solutions
Familiarity with competing OFS and industrial software platforms, and digital transformation cycles spanning IT and OT stakeholders
Exposure to subscription, outcome-based, or managed service structures, an active network at decision-making level, and an applied Master’s degree or MBA

Responsibilities

Maintain the highest standards of corporate governance, ensuring that all activities are carried out ethically and in compliance with Company’s Security, Compliance & HSE policies, Management System, relevant laws, regulations, standards and industry practices and complies with the Company’s Rules to Live By
Place Quality, Health & Safety, Security and protection of the Environment as core values while never intentionally placing employees, our processes, customers or the communities in which we live and work at risk
Seek continual improvement in Health, Safety, Security & protection of the Environment, taking into account responsible care, process vulnerabilities, public, customer and employee inputs, knowledge and technology and best business practices to exceed customer expectations
Responsible for being familiar with the Company’s Quality policies and taking an active role in the compliance and improvement of Weatherford’s Management System
Maintain service quality as an immediate priority when working across all areas of the business and continually seeks areas for improvement
Commit only what Digital can deliver, validating scope, effort, and timing with Product and Delivery before it is offered to a customer
Identify, qualify, and close new business across operator, midstream, and industrial accounts in the assigned geo zones, expanding the addressable base through executive networking, partner channels, and referrals
Maintain opportunity records, stage discipline, and forecast integrity in Salesforce on a weekly cadence, with deal risk and support required stated explicitly
Build account and geo zone plans that map the Digital portfolio to each customer’s asset mix, operating priorities, and digital maturity, concentrating effort on the platforms Digital has committed to scale
Position the right portfolio combination for each opportunity: MetaFlow VFM and metering, the RTU portfolio, ALS controllers and power management, CygNet SCADA and Historian, ForeSite, PetroVisor, and the Centro suite for well construction
Run structured discovery with operations, engineering, IT, and executive stakeholders, quantifying production losses, downtime drivers, data fragmentation, and field dependency in the customer’s own terms
Sell the connected operating loop rather than point products, and build business cases on approved claim ranges and committed roadmap, keeping illustrative single-asset results distinct from portfolio-wide claims
Lead proposals, tenders, and RFQ responses covering solution scope, delivery approach, commercial structure, and pricing rationale, coordinated with Commercial Operations, Delivery, Legal, and Finance
Keep pricing calculators current with Product Managers across standard, modular, and enterprise configurations, and flag coverage gaps rather than improvising deal-level pricing
Structure subscription, multi-year, and outcome-linked models that grow recurring revenue, and lead negotiations with Licensing and Contracts to protect margin and manage contractual risk
Build relationships across operations, engineering, IT, and commercial functions in strategic accounts, maintaining current maps of decision makers and economic buyers
Develop expansion plans ahead of renewal cycles, converting upgrade and modernization conversations into expansion where the value case supports it
Engage Geo Zone Sales Directors, Digital Technical Sales, and Global Delivery and Support early on scope, effort, and mobilization, and run a structured handover at contract execution
Act as the customer’s commercial advocate, holding Product, Delivery, and Support to contracted commitments and escalating early where delivery risk threatens revenue
Work with Digital Marketing on campaign targeting, account lists, and event priorities so that events generate qualified pipeline, and surface validated deployment outcomes for case studies
Maintain an evidence-based view of competitors across OFS, industrial automation majors, and emerging IIoT vendors, and track market size, activity levels, and operator buying trends
Run win and loss reviews on material pursuits and feed customer requirements, pricing sensitivity, and capability gaps to Product Management through the Global Digital Commercial Director
Reflect approved partner terms accurately in pricing and margin, and use no partner co-branding externally without written consent
Maintains effective communications with all key stakeholders both internal and where appropriate external
Presents pipeline health and deal risk to Digital and Product Line leadership with candor, including where the number is at risk and what is required to recover it
Adapts framing from field operations to the C-suite, applies approved messaging, and protects confidential customer, pricing, and partner information
All employees have an accountability to the organization to be financially responsible whether they are in charge of a function budget or simply their own expenses
Costs incurred should be within the approved budget, processed within agreed time frames & following the relevant financial policy and procedure
Accountable for the assigned bookings and revenue target and the forecast behind it, protecting margin through pricing and discount discipline and accurate delivery and partner cost inputs
Employees have a responsibility for developing their own careers within the Company including completing all necessary function, compliance & business standards training to enhance their knowledge, skills and experience
Employees should engage on a regular basis with their line manager to discuss their personal performance, objectives and opportunities to enhance their skills and experience to support their career potential
Strengthens Geo Zone Technical Sales and Customer Success capability through enablement content with Digital Academy and Technical Training, and contributes to the design of the commercial function as it scales
Demonstrates leadership, ethical behavior and adherence to Weatherford standards at all times
Operates with a bias for action and personal ownership: when a deal stalls or a gap appears in the commercial approach, diagnoses the root cause and drives resolution rather than escalating
Works effectively where the playbook is still being written, and invests in the wider commercial function rather than personal attainment alone