The Business Development Specialist
Industrial Software is a technical and commercial sales role responsible for driving growth of industrial software and automation solutions across assigned territories and targeted accounts. This individual will manage a combination of direct sales activities, target account development, and sales team support to expand adoption of software and automation solutions that improve productivity, visibility, operational performance, compliance, and decision-making for industrial customers.
This role requires a strong understanding of industrial operations, software workflows, and customer business challenges, with the ability to translate technical capability into business value. The Business Development Specialist will work closely with field sales, channel partners, applications teams, marketing, and product management to develop opportunities, support complex sales cycles, and accelerate software business development across multiple segments.
The successful candidate will be comfortable with both individual quota-carrying sales responsibility and collaborative sales enablement, including supporting the broader sales organization with prospecting, account planning, solution positioning, demonstrations, and customer engagement.
Territory Description: - This role sells and supports through the United States.
Essential Duties and Responsibilities: - Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Drive new business growth for industrial software and automation solutions across assigned territory and target accounts.
- Develop and execute account strategies for high-priority targets in collaboration with regional sales managers, field sales, and channel partners.
- Own direct sales opportunities from prospecting through close, including lead qualification, discovery, solution development, proposal support, and negotiation.
- Support the larger sales team by helping identify software opportunities within existing accounts and by advancing cross-sell and upsell activities.
- Build and maintain strong relationships with customers, prospects, system integrators, OEMs, and other strategic partners.
- Conduct customer meetings, solution presentations, demos, workshops, and technical discussions to communicate software value and differentiation.
- Translate customer operational challenges into software-based solutions that address productivity, uptime, quality, compliance, data visibility, and cost reduction.
- Collaborate with internal technical experts and product specialists to define solution scope and support complex opportunities.
- Research market trends, competitive activity, customer pain points, and emerging industrial software applications to identify growth opportunities.
- Develop account penetration plans for targeted customers and work with sales leadership to align on priorities and actions.
- Support sales team members by providing software subject matter expertise, joint calls, sales tools, and account planning support.
- Assist in creating customer-specific value propositions, presentations, proposals, and business cases.
- Maintain accurate and timely CRM records, including contacts, activities, opportunity updates, account mapping, forecasts, and pipeline status.
- Track progress against sales goals, pipeline metrics, and account development plans.
- Follow up on leads in a timely manner and ensure strong responsiveness to customer and internal requests.
- Coordinate with marketing to support campaigns, account-based marketing, events, and targeted outreach.
- Partner with channel and alliance organizations to expand market reach and accelerate software adoption.
- Identify and develop new opportunities within existing install base and adjacent markets.
- Support sales enablement efforts by sharing best practices, competitive insight, customer feedback, and successful selling approaches.
- Participate in regular business reviews, forecast reviews, and territory planning sessions.
- Represent the company at trade shows, conferences, industry events, and customer site visits as needed.
- Prepare and deliver territory reviews, account plans, and other business development reports as required.
- Perform other duties and tasks as assigned.
Key Accountabilities:- Achieve annual revenue and growth targets for industrial software.
- Develop and close direct opportunities in targeted accounts.
- Increase software penetration in existing industrial customer Support broader sales team success through account collaboration and technical-commercial expertise.
- Maintain high-quality CRM discipline and pipeline visibility.
- Build long-term relationships that lead to sustainable software growth
What You Need to Succeed
- Bachelor's degree in engineering, Computer Science, Business, or related technical discipline, or equivalent experience.
- 3+ years of experience in business development, sales, applications engineering, or technical consulting.
- Experience selling industrial software, automation software, digital solutions, or related technical offerings preferred.
- Experience in industrial markets such as manufacturing, chemicals, oil & gas, utilities, food & beverage, life sciences, or process industries preferred.
- Familiarity with industrial workflows, operations, data systems, and digital transformation concepts strongly preferred.
- Experience working with CRM systems and structured sales processes required.
Required Skills and Competencies: - Strong consultative selling and business development skills.
- Ability to manage both individual opportunities and collaborative sales support activities.
- Excellent verbal and written communication skills. Strong presentation and customer-facing skills.
- Ability to understand technical software capabilities and translate them into customer value.
- Effective at account planning, pipeline management, and forecasting.
- Strong organizational skills with attention to detail and follow-through.
- Ability to work independently while collaborating across teams.
- Strategic thinker with a strong bias for action and results.
- Comfortable navigating complex sales cycles and multiple stakeholders.
- Professional presence and credibility with technical and business audiences.
Preferred Qualifications: - Experience selling industrial software such as MES, historian, analytics, SCADA, alarm management, batch, quality, asset performance, or workflow software.
- Familiarity with industrial automation ecosystems, OT/IT integration, and digital manufacturing environments.
- Experience supporting channel partners, OEMs, system integrators, or strategic alliances.
- Understanding of solution selling in regulated or highly technical environments.
- Prior experience in account-based selling and strategic account development.
Our Offer to You
- Medical, dental and vision care coverage and a 401(k) savings plan with company matching - all starting on date of hire
- Tuition reimbursement, employee wellness programs, plus other perks and discounts
- Parental and caregiver leave policies
- All the usual benefits such as paid time off, flexible spending, short-and long-term disability, basic life insurance, business travel insurance, Employee Assistance Program, and domestic partner benefits
Job Reference # 23052
Preferred Location Ohio
Columbus
Job Type Full-time
Legal Entity Mettler-Toledo, LLC
1900 Polaris Parkway Columbus, OH 43240 United States
+1 (800) 638-8537
