[Hiring] Business Development Manager - Digital Solutions @SPX Technologies

Role Description

This is a fully remote position anywhere in the United States near a major airport.

Are you ready to redefine how the utility industry approaches safety, efficiency, and damage prevention? Radiodetection is seeking a high-caliber Business Development Manager for Digital Solutions to drive the adoption of our cutting-edge digital solutions.

This role is centered on the convergence of hardware and data. You will focus on our Locate Performance Management (LPM) software and Training Simulator, moving the needle from "locating utilities" to "optimizing fleet-wide performance." You will be responsible for driving Total Digital Revenue, encompassing both the high-value digitally enabled hardware and the recurring software subscriptions that power the ecosystem.

Principle Duties and Responsibilities

• Strategic Specification: Navigate complex utility organizational structures to secure technical specification and "buy-in" from senior executives and management.
• Total Digital Revenue Ownership: Drive and close integrated deals that combine smart, connected hardware with multi-year SaaS subscriptions, ensuring a seamless end-to-end digital solution for the client.
• Value-Based Selling: Demonstrate how the synergy between connected locators and LPM software reduces strikes, increases efficiency, lowers training costs, and provides auditable data for regulatory compliance.
• Internal Collaboration: Act as the digital subject matter expert, partnering with our established Key Account Managers to identify opportunities within existing and new high profile utility accounts and lead the transition from legacy hardware to digital ecosystems.
• Project Leadership: Oversee the end-to-end execution of digital rollouts, ensuring that hardware deployment, software integration, and simulator training programs meet the client’s operational KPIs.
• Market Intelligence: Stay ahead of industry trends in GIS, cloud data management, and utility safety standards to position Radiodetection as the premier digital partner.
• Combined Digital Revenue: Achievement of sales targets across the integrated portfolio of connected hardware and software subscriptions.
• Specification Rate: Successful inclusion of LPM and Simulator requirements in utility tender specification documents.
• Subscription Growth & Retention: Growth of the recurring revenue base and high user-adoption rates of the digital tools.
• Project Execution: Successful post-sale deployment and integration into client workflows.
• Opportunity management and coordination: Lead the management of the opportunity pipeline to achieve targeted success closure rate.

Qualifications

• Customer Insights
• Brand & Value
• Segmentation & Targeting
• Able to grasp new and product concepts, understand and present any commercial opportunities that they present.
• Confident communicator able to work effectively alongside a range of roles at all levels in a technical business.
• Fluent English – spoken and written.
• High level of computer-literacy; numerate.
• Self-motivated with an adaptable approach to enable effective prioritization of competing demands.
• Understanding of business finance – investment appraisal, product profitability.

Requirements

• Bachelor’s Degree or alternative relevant experience.
• Significant relevant commercial experience.
• Experience of working with international and cross-functional teams.
• Greater than five years experience in B2B sales, specifically targeting Utility, Tier 1 Contractors, or Municipalities.
• Comfortable discussing IoT-enabled hardware, SaaS models, data analytics, and VR/simulated training.

Benefits

• Generous and flexible paid time off including paid personal time off, caregiver, parental, and volunteer leave.
• Competitive health insurance plans and 401(k) match, with benefits starting day one.
• Competitive and performance-based compensation packages and bonus plans.
• Educational assistance, leadership development programs, and recognition programs.
• Commitment to embrace diversity to build a culture of inclusion at SPX.