DescriptionBusiness Development Executive - Operational Intelligence PracticeLocationRemote - North America
Role OverviewWe are seeking a highly motivated and results-driven Business Development Executive to accelerate the growth of the InSource Solutions Group Operational Intelligence Practice within manufacturing organizations across North America.
This is a high-impact, high-visibility role focused on identifying, developing, and closing consulting and advisory opportunities, working closely with the Practice Leader, Engagement Manager, and broader InSource Solutions Group sales and delivery teams.
The role includes time in the field alongside delivery: joining client engagements to learn what the Practice delivers and what the client's needs are, deepen client relationships, as well as surface the next opportunity. The successful candidate will sell the work and stay close enough to it to do that well.
This is a founding-team role and there is no finished playbook. The scope of accounts and responsibilities will grow as the Practice scales. The Business Development Executive will develop, test, and refine prospecting, messaging, qualification, and account development approaches based on what the market rewards.
Success requires strong prospecting and account development skills, executive relationship building, consultative and value-based selling, and the ability to navigate complex buying groups across operations, engineering, IT, OT, finance, and executive leadership.
Key ResponsibilitiesPractice Business Development- Lead development and execution of business development plans for OI Practice services across priority manufacturing sectors and named accounts.
- Generate qualified opportunities through proactive prospecting, warm introductions, executive networking, industry events, referrals, partner channels, and account-based selling.
- Build and maintain a pipeline of consulting and advisory opportunities aligned to the Practice offerings and the broader Group portfolio.
- Lead qualification of Practice opportunities against a defined standard, including meaningful operational pain, a credible executive sponsor, and a path to measurable value.
Strategic Account Development- Create and execute account development plans for complex, multi-site manufacturing and industrial organizations, prioritizing accounts capable of a broader, long-term relationship over narrowly scoped, single-site pursuits.
- Develop multi-threaded relationships with CxOs and other executive leaders and stakeholders across operations, engineering, technology, and finance.
- Use account intelligence to find where readiness gaps, stalled initiatives, or under-realized technology investments create an entry point.
Consultative Selling and Opportunity Shaping- Lead consultative sales discovery focused on operational performance, business value, technology readiness, data foundations, and investment priorities.
- Sell the Practice's offerings across the full client journey, from initial engagements through execution and ongoing advisory support, in a manner that is outcome-led rather than product-led.
- Contribute to Practice value propositions that connect client pain to quantified business outcomes and a fundable next step, in consultation with the Practice Leader and Engagement Manager.
- Partner with the Practice Leader and Engagement Manager to shape scope, pricing, proposals, and executive presentations.
Co-Sell and Delivery Participation- Build joint account plans with Group sales leads, aligning pursuit strategy so Practice and Group opportunities advance together.
- Route opportunities in both directions: bring the Practice into technology pursuits where a readiness gap needs to be addressed, and bring Group sales leads into Practice engagements where the roadmap points to a Group platform or service need.
- For Group-led pursuits, advise on opportunity development and qualification, contribute to need definition, scope, and proposals, and let Group sales leads carry the commercial close.
- Join client engagements periodically to learn what the Practice delivers, support relationship continuity, and carry commercial context back into the account plan.
- Coordinate resources across Group sales, delivery, technical teams, partners, and marketing to maximize client outcomes and win rates.
Pipeline Management and Go-to-Market Iteration- Maintain accurate opportunity management, stage progression, and forecasting within NetSuite CRM.
- Track qualified pipeline, bookings, conversion rates, and Group software and services opportunities generated through Practice engagements.
- Convert early wins and losses into repeatable sales plays, qualification criteria, case studies, and reference-driven outreach.
- Deliver pipeline reviews to Practice and Group sales leadership, and share market intelligence and objection patterns across the organization.
Success Metrics- Achieve annual bookings and qualified pipeline targets for the Practice.
- Convert qualified opportunities into contracted workshops, assessments, and follow-on engagements.
- Create and strengthen a pipeline of Group software and foundational services opportunities generated through Practice engagements.
- Establish executive relationships within priority manufacturing accounts.
- Generate new opportunities through prospecting, account development, referrals, and partner channels.
- Improve the repeatability and conversion performance of the Practice go-to-market motion.
QualificationsRequired Experience- Five or more years of successful enterprise sales, business development, strategic account management, or consulting-services growth experience.
- Proven track record selling into manufacturing or industrial organizations, preferably multi-site or enterprise environments.
- Experience selling scoped professional services or consulting engagements that build toward larger platform and technology decisions.
- Demonstrated success generating pipeline through proactive prospecting, executive networking, and account-based strategies.
- Experience managing consultative sales cycles involving multiple stakeholders and executive-level decision-makers.
- Experience with consultative, solution, and value-based selling methodologies.
- Strong executive communication, presentation, negotiation, and relationship-development skills.
Preferred Experience- Manufacturing operations, digital manufacturing, or Industry 4.0 transformation.
- Manufacturing Operations Management (MOM) and Manufacturing Execution Systems (MES).
- SCADA, historians, industrial data infrastructure, OT/IT convergence, or cloud and data platforms.
- Industrial analytics, AI/ML, predictive maintenance, digital twins, connected worker, or asset-performance solutions.
- Platforms within the InSource partner ecosystem, including AVEVA, Braincube, and TwinThread.
- Operational excellence, Continuous Improvement, change management, or digital transformation advisory services.
- Enterprise SaaS, industrial software, systems integration, or professional services.
Education- Bachelor's degree in Business, Engineering, Technology, Marketing, Operations, or a related field preferred.
Personal AttributesThe ideal candidate will demonstrate:- Strong self-motivation and personal accountability.
- Ability to work independently while collaborating effectively across a matrixed organization.
- An entrepreneurial, builder mindset and a proactive approach to opportunity development.
- Comfort developing a sales approach in an emerging practice rather than executing a fixed playbook.
- A test-and-learn mentality, adapting messaging and selling technique based on evidence and client feedback.
- Strong executive presence, business acumen, and the ability to influence stakeholders at all levels.
- Excellent collaboration and team-selling capabilities.
- High degree of professionalism and integrity, and a willingness to continuously learn.
Technical Skills- Strong presentation, executive communication, account research, and commercial storytelling skills.
- Proficiency with CRM, pipeline management, and common sales-productivity tools. NetSuite CRM experience is a plus.
- Demonstrated ability to leverage AI-powered tools and technologies to enhance prospecting, account research, customer engagement, and pipeline development.
- Sufficient manufacturing and OT/IT literacy to connect technology and consulting capabilities to operational and financial outcomes.
Travel Requirements- Ability to travel throughout North America as required for client meetings, workshops, executive sessions, and industry conferences. Expect approximately 20% travel.
CompensationCompensation includes a competitive base salary and a commission-based incentive plan tied to individual and Practice performance. Plan mechanics are being finalized as the Practice's commercial model matures. Total earnings potential will be commensurate with experience, qualifications, and demonstrated success in enterprise manufacturing sales and consultative solution selling.
