Business Development Lead - Primtech North America (pNoA)

Job Description The Business Development Lead owns growth for pNoA software solutions across assigned territories and named accounts. This role drives enterprise-level, consultative selling into utility and infrastructure clients, positioning pNoA as a trusted partner for substation digitalization outcomes. The role is accountable for building a predictable pipeline, converting pilots into scaled programs, orchestrating pursuits, and aligning internal and partner stakeholders to deliver what is sold - profitably and repeatably. About Primtech North America (pNoA) Primtech North America (pNoA) is a joint venture established to accelerate the adoption of modern, database-driven substation design and digitalization solutions across North America. pNoA supports utilities and engineering partners through a combined motion of software enablement and high-value services (training, implementation, digitalization, and advisory) to improve project outcomes and lifecycle asset intelligence. Key Responsibilities Own go-to-market execution for territory and named accounts across North American utilities and adjacent ecosystem partners (EPCs, OEMs, survey/scanning providers, integrators), maintaining CRM rigor and continuously improving the funnel through metric-driven learning. Build account plans and multi-threaded relationships across client buying centers, lead consultative discovery to uncover high-value problems, define success criteria, and shape solution pathways, and create customer-ready business cases and ROI narratives that support client internal approvals. Develop and maintain a measurable sales pipeline with disciplined stage gates, produce accurate forecasts, and drive timely progression of opportunities, converting early engagements into paid pilots and scaling pilots into multi-site or programmatic deployments. Coordinate proposals/RFP responses and negotiate pursuits, assemble cross-functional pursuit teams, manage timelines, messaging, and win themes, and capture reusable sales assets to scale repeatable selling. Partner closely with Entegra application engineering and delivery teams to plan demonstrations, proof points, and implementation readiness, aligning internal and partner stakeholders on roles, responsibilities, handoffs, and commercial models. Represent pNoA externally through industry events, conferences, webinars, and targeted customer briefings, building credibility and demand through thought leadership. Success Measures (OKRs / KPIs) Signed revenue for pNoA software and implementation services (quarterly and annual targets). Qualified pipeline value and coverage vs target, pipeline created per quarter (stage conversion rates, win rate, sales cycle time, forecast accuracy, pilot-to-program conversion rate, average deal size and contribution margin). Account penetration metrics (executive sponsor relationships established; number of buying centers engaged). Industry presence metrics (targeted events supported/led; sourced pipeline attribution where applicable). Core Skills Enterprise prospecting and account planning; multi-threading across stakeholders. Value-based selling and business-case creation; ROI storytelling. Pipeline discipline (qualification, stage progression, close plans, forecasting). Pursuit leadership (capture strategy, proposal management, messaging). Collaboration with technical and delivery teams; orchestration across functions. Comfort operating with ambiguity and building repeatable systems from early-stage operating models. Required Qualifications 12+ years of enterprise business development, consultative sales, or strategic account growth experience in utilities, grid infrastructure, industrial, or infrastructure technology markets. Bachelor’s degree in Engineering, Business Administration, Finance, Economics, Information Systems, or a closely related discipline. Demonstrated success selling complex solutions that combine software/platform capabilities with professional services delivery. Proven ability to navigate long-cycle procurement, multi-stakeholder buying committees, and formal governance environments. Strong commercial acumen: scoping, pricing models, contracting concepts, and margin-aware selling. Experience running disciplined pipelines in a CRM and forecasting against quarterly targets. Excellent executive communication skills (written, verbal, and presentation); able to translate technical value into business outcomes. Ability to operate in a joint-venture environment with multiple stakeholders and shared accountability. Preferred Qualifications Experience with substation design workflows, utility asset management, GIS/enterprise integration, or digital twin programs. Background working in or alongside engineering/professional services firms (AEC, EPC, advisory) with a productized digital offering. Track record converting pilots into scaled, repeatable programs across multiple sites or regions. Familiarity with utility regulatory context and capital program planning (T&D portfolios, standards, and modernization initiatives). What We Offer Opportunity to build and scale a high-growth digitalization business in the North American utility market. High autonomy with direct impact on go-to-market strategy, pipeline, and revenue outcomes. Collaborative team environment with access to technical experts and partner capabilities. Competitive compensation package (base + incentive) aligned to performance; benefits and paid time off per local policy. Compensation Expected Salary: $155,300 - $239,140 About WSP WSP USA is the U.S. operating company of WSP, one of the world's leading engineering and professional services firms. Dedicated to serving local communities, we are engineers, planners, technical experts, strategic advisors and construction management professionals. WSP USA designs lasting solutions in the buildings, transportation, energy, water and environment markets. With more than 15,000 employees in over 300 offices across the U.S., we partner with our clients to help communities prosper. WSP provides a flexible and agile workplace model while meeting client needs. Employees are also afforded a comprehensive suite of benefits including medical, dental, vision, disability, life, and retirement savings focused on providing health and financial stability throughout the employee’s career. At WSP, we want to give our employees the challenges they seek to grow their careers and knowledge base. Your daily contributions to your team will be essential in meeting client objectives, goals and challenges. Are you ready to get started? WSP USA (and all of its U.S. companies) is an Equal Opportunity Employer Race/Age/Color/Religion/Sex/Sexual Orientation/Gender Identity/National Origin/Disability or Protected Veteran Status. The selected candidate must be authorized to work in the United States.

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