Senior Business Development Representative (Enterprise Energy & Custom Software)

Job Description

Job Description

Job Title: Senior Business Development Representative (Enterprise Energy & Custom Software)

Location: Phoenix, AZ or Indianapolis, IN (preferred)

Compensation : $130 - $180K (flexible based on experience)

Type: Remote with occasional travel for client meetings, conferences, networking events, and industry events

Position Summary

Phoenix Staff is seeking an experienced Senior Business Development Representative to drive strategic growth by developing relationships with prospective clients and identifying new business opportunities. This position is responsible for creating executive-level connections, cultivating long-term opportunities, and generating qualified sales opportunities for the sales organization.

This role focuses on building trust with key decision-makers over time rather than pursuing high-volume transactional sales. The successful candidate will enjoy developing meaningful professional relationships, understanding business challenges, and positioning value-driven solutions that support organizational growth.

Once an opportunity has been properly qualified, it will transition to the Account Executive and technical leadership teams for solution development, proposal creation, negotiations, and contract execution.

Responsibilities

• Develop and implement strategic business development plans to expand enterprise-level opportunities within targeted industries.
• Target organizations within the energy, utility, infrastructure, industrial, and related sectors.
• Identify and research prospective organizations to understand business priorities, operational initiatives, and technology objectives.
• Develop relationships with CEOs, COOs, CTOs, Operations Leaders, and other executive decision-makers.
• Identify business initiatives that align with custom software development, systems integration, automation, and digital transformation services.
• Represent the organization at conferences, networking events, professional associations, and industry functions to expand market presence.
• Design and execute thoughtful prospect engagement strategies using multiple communication channels over extended sales cycles.
• Cultivate and maintain relationships with prospective clients through consistent follow-up and value-driven conversations.
• Assess and qualify potential opportunities before transitioning them to the sales team for active pursuit.
• Partner closely with technical leadership, solution architects, and sales professionals to ensure successful opportunity qualification and handoff.
• Maintain accurate prospect activity, pipeline updates, and relationship information within the company's CRM platform.
• Monitor industry trends and market developments to identify new business opportunities.

Required Qualifications

• Minimum of seven (7) years of experience in enterprise-level business development, strategic sales, or related client acquisition roles.
• Demonstrated success generating new business through executive relationship development.
• Experience selling custom software development, technology consulting, systems integration, digital transformation services, business process automation solutions, or other complex professional services.
• Proven ability to engage senior leadership and executive stakeholders.
• Strong consultative approach with the ability to identify client needs before recommending solutions.
• Exceptional interpersonal, presentation, negotiation, and communication skills.
• Self-motivated with the ability to manage priorities independently while contributing to a collaborative sales organization.

Preferred Qualifications

Candidates with experience serving organizations within the energy, utilities, infrastructure, industrial, manufacturing, engineering, or related sectors are strongly encouraged to apply.

Experience selling one or more of the following services is highly desirable:

• Custom software development
• Digital transformation consulting
• Systems integration
• Business process automation
• Enterprise application development
• Technology consulting services
• Business process improvement initiatives

Existing executive relationships within energy and utility organizations are considered a significant advantage.

Performance Expectations

This position emphasizes quality over quantity. Success is measured by the ability to establish credible executive relationships, develop qualified opportunities, and contribute to long-term revenue growth.

Typical expectations include:

• Developing approximately 15–20 new enterprise client relationships annually
• Supporting six- and seven-figure consulting and technology engagements
• Managing sales cycles ranging from two to twelve months
• Building a strong pipeline through strategic relationship development and targeted prospecting

Ideal Candidate Profile

The ideal candidate understands that enterprise sales require patience, credibility, persistence, and a long-term relationship-building mindset.

Individuals who have been successful in enterprise business development environments involving complex services or consultative sales will be well-positioned for this opportunity.

Experience within organizations providing the following services is highly desirable:

• Enterprise technology consulting
• Custom software development
• Digital transformation consulting
• Systems integration services
• Energy technology solutions
• Utility consulting services
• Business transformation initiatives

The successful candidate enjoys becoming a trusted advisor, building executive relationships over time, and creating opportunities that generate meaningful long-term business value.

Compensation

• Competitive base salary commensurate with experience.
• Performance-based commission program with substantial earning potential.
• Comprehensive onboarding and support.
• Long-term growth opportunity within a rapidly expanding organization.
• Realistic ramp-up expectations with the understanding that developing a mature territory and sales pipeline may require six to twelve months.