Business Development Lead – Primtech North America (pNoA)

WSP • Meridian, ID

3d • $155,300 - $239,140

About The Position

The 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.

About Primtech North America (pNoA)
Primtech North America (pNoA) is a joint venture established to accelerate the
adoption of modern, database-driven substation design and digitalization
solutions across North America. pNoA supports utilities and engineering partners
through a combined motion of software enablement and high-value services
(training, implementation, digitalization, and advisory) to improve project
outcomes and lifecycle asset intelligence.

Requirements

• 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.

Nice To Haves

• 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).

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.

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level