Business Development Manager

Madison
4633 Tompkins Drive
Madison, WI 53716, USA

At SJE , we are more than a company — we are a family of brands with a shared vision and mission to provide industry-leading, innovative, and reliable control and monitoring solutions that improve efficiencies, protect the environment, and deliver dependable solutions to our valued customers.

We are looking for a Business Development Manager – Cloud Connected Solutions / Industrial IoT to support our AMI Global Brand. This is a remote position .

Our AMI brand is a leading IoT connectivity solution for industrial equipment manufacturers through a true end-to-end hardware and software solution running on a robust SaaS business model. Our customized IoT gateways and cloud-connected solutions enable real-time monitoring, control, analytics, and through our excellent commercialization support, we provide best-in-class industrial IoT solutions for our OEM’s. We provide integration, development, and go-to-market services.

The job:

The Business Development Manager - Cloud Connected Solutions / Industrial IoT is responsible for building and executing the sales strategy for SJE's Cloud Connected Solutions (CCS) division. This is a true business development role, focused on finding, developing, and winning the next major OEM customers for CCS.

What will you do in this role:

• Achieve the annually assigned orders plan for CCS Division solutions. Provide feedback to leadership, and guidance to the SJE CCS Division and operations groups to ensure competitiveness and high levels of Customer Satisfaction.
• Set sales and growth strategies for your assigned accounts & develop new opportunities regularly and record them thoroughly in the company CRM system.
• Identify potential opportunities through networking, regular customer engagement and industry publications. Identify potential opportunities through networking, regular customer engagement, industry publications, and the SJE ECS Division’s Lead Development process.
• Active engagement with 3- 6 trade shows and conference annually
• Estimate accurately forecast monthly orders performance.
• Direct the plan for marketing campaigns within assigned territory and industries.

New Business Development & Prospecting

• Execute aggressive prospecting activities targeting 15–20 qualified customer interactions per month
• Develop and maintain a robust sales pipeline with a minimum of 10 qualified proposals per quarter
• Identify and pursue 3–4 new account relationships annually nationally
• Proactively identify opportunities through networking, direct customer engagement, industry publications, attendance at relevant trade shows and conferences.
• Establish and nurture executive-level relationships within target accounts and industry segments
• Leverage sales principles and practices to move prospects through the sales cycle and close deals

First year objectives:

• Create and implement a focused sales strategy designed to achieve revenue objectives and provide accurate hardware and SaaS sales forecasts.
• Build a qualified industrial IoT OEM pipeline with clearly defined target accounts, decision makers, next actions, timing, and expected revenue potential.
• Win new strategic industrial IoT OEM opportunities and establish a repeatable sales process that can scale beyond the first year.
• Validate current product offerings through customer discovery and provide structured input for the next three-year product roadmap, including potential M&A opportunities to achieve scale.
• Establish CRM discipline, reporting cadence, funnel review process, and lead-generation routines that create visibility and accountability.

Qualifications and experiences:

• Proven track record in B2B sales, preferably within industrial IoT, SaaS, controls, automation, pumps, water/wastewater, equipment monitoring, or related technical solutions.
• Demonstrated ability to find leads, open doors at target accounts, manage complex sales cycles, and win new OEM business.
• Experience selling to or through OEMs, channel partners, distributors, or strategic industrial accounts.
• Strong understanding of recurring revenue, SaaS business models, customer retention, and commercial packaging of connected solutions.
• Comfortable using modern sales tools, CRM systems, lead databases, digital prospecting, market intelligence sources, and AI-enabled research tools to identify and prioritize opportunities.
• Ability to translate technical capabilities into clear business value for OEMs and their end customers.
• Strong executive communication, negotiation, presentation, and relationship-building skills.
• Hands-on, self-driven, and accountable commercial mindset with the ability to operate independently in a remote role.

Education, Experience and Ability Requirements:

• Bachelor's degree in Engineering or Business preferred; equivalent professional sales experience with strong technical background considered
• Relevant degree with 2-4 years’ experience OR 5 years’ experience in the controls, 5 years in B2B technical sales, business development, or engineering within industrial automation, controls, or related technical fields
• Experience working with capital equipment, industrial systems or technical solutions preferred
• Demonstrated success in new market or territory development, opening new customer accounts, or building sales pipelines from scratch
• Proven ability to close complex, consultative sales with longer sales cycles (3–9 months typical)
• Working experience using sales principles and practices
• Strong affinity for sales engagement: positive, assertive, expressive, resilient self-starter, etc.

When you are considering a new job, it is normal to have a ton of questions. Here are a few questions we are asked all the time.

• What are the hours? 8:00 am – 5:00 pm Monday – Friday.
• What is your Paid Time Off and holiday policy? This role is eligible for the Flexible Time Off (FTO) program and may take up to a maximum of 6 weeks per year off for vacation, sick, and safe time. We offer8 paid holidays.
• What is the starting wage? The starting salary for this position is $100,000 - $150,000 per year depending on experience and location.
• Is this position eligible for additional compensation? This position is eligible for a Variable compensation plan.
• What benefits do you offer? We offer a robust benefits package, including health, life, short-term and long-term disability insurance, as well as dental and vision programs you need to take care of your family, along with other benefit options.
• Where will I work? This is a remote position.
• How much travel is required? This position could travel up to 50%.

We will answer more of your questions during the first interview. Expect to hear about the next steps if you meet the job requirements.

Why work with us:

At SJE, we believe in empowering our employees to grow professionally while making a real impact. We offer competitive pay, excellent benefits, and a collaborative culture that encourages creativity and problem-solving. Join us and become a part of something bigger. Join a company where you’re not just working—you’re building a legacy!

SJE is an Equal Opportunity Employer.

Equal Opportunity Employer
This employer is required to notify all applicants of their rights pursuant to federal employment laws.For further information, please review the Know Your Rights notice from the Department of Labor.