Principal Consultant - BDM

Principal Consultant – BDM Job Description

About the Role:

We are seeking a self-driven and experienced Business Development Manager to join our team in the United States. This is an individual contributor role, primarily focused on hunting for new clients ("new logos") within the Energy & Utilities (E&U) sector. The ideal candidate must demonstrate a high degree of ownership and accountability to identify opportunities, build relationships, and consistently meet quarterly and annual revenue targets.

Key Responsibilities:

New Business Development:

• Identify and target potential clients in the Energy & Utilities domain.
• Develop and execute strategies to generate new business opportunities through outreach, networking, and leveraging industry connections.
• Build and maintain a strong pipeline of prospective clients to achieve and exceed revenue targets.

Sales Strategy:

• Develop and implement effective sales strategies to achieve growth and revenue targets.

Client Engagement:

• Understand client needs and challenges within the E&U sector, especially those that can be addressed through IT solutions.
• Present tailored IT service solutions that align with client objectives, emphasizing the company's value proposition.
• Lead end-to-end sales processes, including presentations, proposals, negotiations, and deal closures.

Collaboration and Support:

• Collaborate with internal teams (e.g., practice, marketing, presales, delivery, technical experts) to develop proposals and solutions tailored to client needs.
• Leverage organizational resources effectively while maintaining accountability for closing deals and meeting targets.

Market Research and Strategy:

• Stay updated on industry trends, competitive dynamics, and emerging technologies in the E&U sector and IT services.
• Identify opportunities to differentiate offerings and create value for clients.
• Provide feedback to internal teams to refine go-to-market strategies and service offerings.

Performance Tracking and Reporting:

• Maintain accurate records of sales activities, pipeline progress, and performance metrics using CRM tools.
• Provide regular updates and reports to leadership on business development efforts and achievements.

Principal Consultant – BDM Qualifications

Experience:

• 10 years of experience in business development, sales, or account management within the IT services industry, preferably focusing on the Energy & Utilities sector.
• Proven track record as an individual contributor in acquiring new clients and consistently achieving/exceeding revenue targets.
• Deep understanding of IT services and solutions relevant to the Energy & Utilities industry, such as Cloud, wearables, IoT, smart grid, smart meters, forecasting, meter data management, billing, and customer service.
• Strong preference for consulting experience with enterprise solutions such as Salesforce, SAP, AWS, Azure, and ServiceNow.
• Exceptional communication, negotiation, and presentation skills, with the ability to engage C-level executives.
• Experience managing client relationships for key accounts (over $10M USD) for growth and retention.
• Proficiency in CRM tools and Microsoft Office Suite.
• Strong network within power utilities companies in the US.
• Education:
• Bachelor’s degree in Business, Marketing, Information Technology, or a related field.
• MBA preferred.
• Skills:
• Strong interpersonal and communication skills.
• Proven ability to manage multiple projects and meet deadlines.
• Excellent negotiation and presentation skills.
• Strategic thinker with a results-driven approach.
• Attributes:
• Self-motivated and proactive.
• Ability to work independently and as part of a team.
• High level of integrity and professionalism.