SummaryThe Senior Business Development Manager (Strategic Engineering Engagement Manager) is responsible for creating specification preference for SENS solutions throughout North America's leading engineering firms, consulting engineers, EPCs, and mission-critical design organizations. Rather than selling projects one at a time, this individual will influence the firms and engineering professionals responsible for designing critical power systems for hyperscale data centers, healthcare facilities, utility infrastructure, industrial facilities, and other mission-critical applications. Success in this role means SENS products become the preferred, or specified, solution before projects ever reach procurement. This is a highly strategic, relationship-driven role focused on long-term market development, technical influence, and thought leadership.
ResponsibilitiesBuild Strategic Engineering Relationships
Develop trusted relationships with electrical engineering leaders, specification writers, discipline leads, principals, project managers, and key influencers within firms such as: Jacobs, Burns & McDonnell, Kiewit, Black & Veatch, WSP, HDR, EXP, Syska Hennessy, Salas O'Brien, Strategic Mission Critical, KW Mission Critical, and other leading consulting engineering and EPC organizations.
Drive Specification Development
Work collaboratively with engineering firms to:
- Increase awareness of SENS technologies
- Position SENS as the preferred solution for applicable projects
- Improve specification language
- Develop basis-of-design recommendations
- Ensure SENS products are properly represented during project design
- Increase specification preference versus generic "approved equal" language
Technical Education
Educate engineers on evolving technologies, codes, standards, best practices, and emerging approaches to critical power system design and become a recognized technical resource by delivering:
- Continuing education seminars
- Technology briefings
- Industry conference presentations
- Design workshops
- Customer innovation sessions
- Capability and Roadmap presentations
Market Intelligence
Provide regular feedback to Product Management, Marketing, Engineering, and Sales and develop deep understanding of:
- Emerging design trends
- Owner preferences
- Hyperscale standards
- Utility requirements
- EPC procurement strategies
- Competitive positioning
- Upcoming projects
Cross Functional Collaboration
Ensure engineering influence converts into measurable commercial opportunity and partner closely with:
- Strategic Account Directors
- Territory Sales Managers
- Sales Engineering
- Marketing
- Product Management
Thought Leadership
Help position SENS as an industry thought leader by:
- Participating in industry organizations
- Supporting technical papers
- Creating engineering-focused content
- Building relationships with industry influencers
- Representing SENS at conferences and technical events
CRM & Planning
Maintain disciplined account planning, opportunity tracking, and relationship management within HubSpot. This is where you will assign sales engagement opportunities to sellers and account managers. Develop annual engagement plans for strategic engineering firms and regularly report progress against objectives.
Required Qualifications- Bachelor's degree in Engineering, Business, or a related discipline.
- 10+ years of business development, engineering sales, specification sales, or technical account management experience.
- Outstanding presentation and communication skills.
- Strong technical curiosity.
- Excellent relationship development abilities.
- Highly organized and self-directed.
- Comfortable working independently.
- Willingness to travel extensively throughout North America.
- Strong CRM discipline.
- Positive, energetic, action-oriented mindset.
- Demonstrated success developing long-term strategic customer relationships.
Preferred Qualifications- 12+ years of business development, engineering sales, specification sales, or technical account management experience.
- Experience selling into engineering firms, consulting engineers, EPCs, utilities, mission-critical infrastructure, or industrial markets.
- Understanding of electrical power systems, backup power, DC systems, switchgear, UPS, generators, or related technologies.
- Experience influencing technical specifications or front-end project design.
Location: Remote within the United States.
Base Compensation: Compensation for this role includes base pay plus variable pay (commission) for a total on-target earnings (OTE). OTE is calculated as the annual base salary plus the projected annual commission at 100% quota attainment. The base salary range for this position is $150,000 - $170,000 with the opportunity to earn variable commission at 100% quota attainment with an on-target earnings (OTE) range of $210,000 - $240,000.
Closing Date: 9/14. While we expect to keep the position open through this date, the posting may be extended or closed early based on applicant volume and hiring needs.
Onsite Perks- Free gym with 24/7 access
- Free Electric Vehicle charging
- Breakfast and Lunch Café
- After hours Grab & Go snacks
- Basketball court
- Walking paths
Benefits- Paid Time Off
- Paid holidays
- Medical insurance
- Dental insurance
- Vision insurance
- Short-term and long-term disability
- Life insurance
- 401(k) plan with immediate vesting
- Employee referral program
