Strategic Business Development Executive - AMDT

InSource Solutions Group is a leading provider of digital manufacturing and operational excellence solutions across North America. They are seeking a Strategic Business Development Executive to drive the growth of AMDT solutions within large enterprise manufacturing organizations, focusing on identifying, developing, and closing new business opportunities while collaborating with sales teams.

Responsibilities:

• Enterprise Business Development
• Develop and execute strategic business development plans targeting large manufacturing enterprises
• Generate qualified opportunities through proactive prospecting, executive networking, industry events, referrals, and account-based selling strategies
• Build and maintain a robust pipeline of enterprise opportunities within assigned industries and territories
• Identify, qualify, and pursue high-value opportunities that align with AMDT and InSource solution offerings
• Strategic Account Development
• Create and execute account plans for complex, multi-site manufacturing organizations
• Develop relationships with key decision-makers, including:
• CISOs, CIOs, COOs, and CTOs
• OT and cybersecurity stakeholders
• Vice Presidents of Operations and Manufacturing
• Digital transformation leaders
• Plant and corporate engineering leaders
• Drive multi-thread engagement strategies across multiple business units and stakeholder groups
• Collaborative Selling
• Partner closely with InSource Account Executives and Business Development professionals to identify and advance opportunities within existing territories
• Support regional sales teams with strategic account planning, executive engagement, and opportunity development
• Coordinate resources across technical, sales, and leadership teams to maximize customer success and win rates
• Share market intelligence, best practices, and opportunity insights across the organization
• Enterprise Sales Execution
• Lead complex consultative sales processes from discovery through contract execution
• Conduct executive-level discovery focused on operational performance, production resilience, compliance, digital transformation, and enterprise visibility initiatives
• Develop business cases and value propositions aligned with customer strategic objectives
• Navigate procurement, legal, cybersecurity, and enterprise purchasing processes
• Manage complex enterprise opportunities through sales cycles typically ranging from 6 to 18 months
• Forecasting and Pipeline Management
• Maintain accurate opportunity management and forecasting within NetSuite CRM
• Track key performance metrics and business development activities
• Deliver regular pipeline reviews and strategic account updates to management

Requirements:

• 5+ years of successful enterprise software sales, business development, or strategic account management experience, including the sale of cybersecurity or cybersecurity-related solutions to CIOs, CISOs, CTOs, and other executive stakeholders
• Proven track record selling into large manufacturing organizations
• Experience managing strategic or enterprise-level accounts
• Demonstrated success generating pipeline through proactive prospecting and relationship development
• Experience managing complex sales cycles involving multiple stakeholders and executive-level decision-makers
• Track record of closing enterprise software or technology transactions exceeding $500,000 in annual contract value
• Experience with consultative and value-based selling methodologies
• Manufacturing Operations Management (MOM)
• Manufacturing Execution Systems (MES)
• Industrial Software Platforms
• Industry 4.0 Solutions
• Digital Transformation Initiatives
• Industrial Analytics
• OT/IT Convergence
• Operational Technology (OT)
• Industrial Cybersecurity
• Asset Performance Management
• Enterprise SaaS Solutions
• Risk Management, Compliance, or Operational Resilience Solutions
• Bachelor's degree in Business, Engineering, Technology, Marketing, or a related field preferred