Job DescriptionThe 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.
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).
- Maintain CRM rigor (data quality, activity logging, pipeline hygiene) and continuously improve the funnel through metric-driven learning.
- Build account plans and multi-threaded relationships across Client buying centers (engineering, substation standards, asset management, operations, OT/cyber, finance, procurement).
- Lead consultative discovery to uncover high-value problems, define success criteria, and shape solution pathways (workshops, assessments, pilots, rollouts).
- Create customer-ready business cases and ROI narratives that support client internal approvals (including executive and board-level justification where relevant).
- Develop and maintain a measurable sales pipeline with disciplined stage gates; produce accurate forecasts and drive timely progression of opportunities.
- Convert early engagements into paid pilots and scale pilots into multi-site or programmatic deployments; coordinate commercial terms, scope, pricing, and delivery approach.
- Coordinate proposals/RFP responses and negotiated pursuits; assemble cross-functional pursuit teams and manage timelines, messaging, and win themes.
- Capture and institutionalize reusable sales assets (pitch decks, qualification checklists, discovery guides, proposal templates) to scale repeatable selling.
- Partner closely with Entegra application engineering and delivery teams to plan demonstrations, proof points, and implementation readiness.
- Align internal and partner stakeholders on roles, responsibilities, handoffs, and commercial models (software, services, and ongoing support).
- Represent pNoA externally through industry events, conferences, webinars, and targeted customer briefings; build 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, and sales cycle time by deal type (pilot vs program).
- Forecast accuracy (commit vs actual) and CRM hygiene (stale deals, missing next steps, data completeness).
- Pilot-to-program conversion rate and average time from first engagement to funded rollout.
- Average deal size and contribution margin on sold work
- 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 (implementation, advisory, managed programs).
- 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
WSP USA is providing the compensation range that the company in good faith believes it might pay and offer for this position, based on the successful applicant's education, experience, knowledge, skills, abilities in addition to internal equity and specific geographic location. WSP USA reserves the right to ultimately pay more or less than the posted range and offer additional benefits and other compensation, depending on circumstances not related to an applicant's sex or other status protected by local, state, and/or federal law.
