Commercial Business Development Leader
Job Summary
The Enterprise Commercial BD is a senior leadership position responsible for leading large-scale commercial growth initiatives across the Americas region. You will drive long-term revenue pipelines, manage complex commercial negotiations, and translate the GridOS journey into measurable customer outcomes. The role requires a strategic leader capable of managing diverse, cross-functional teams to navigate the transition toward a value-driven software business.
Responsibilities
- Drive regional enterprise deal strategy and long-term revenue growth.
- Manage complex commercial negotiations and tender processes.
- Lead cross-functional teams to deliver value-driven software solutions.
- Optimize regional operating metrics and deal execution processes.
Required Skills
- 10+ years commercial/sales leadership
- Software business acumen
- Complex deal shaping & contract management
- Cross-functional team leadership
Job Details
Essential Responsibilities:
- Driving the commercial strategy to deliver growth in enterprise deals, focusing on out-year revenue pipelines.
- Contributing to regional goals for orders, cash, and profitability, while maintaining accountability for regional targets.
- Managing deal forecasts and ensuring alignment between short-term execution and long-term commercial strategic growth plans.
- Developing growth and expansion plans for key signature and target accounts by leveraging the GridOS roadmap.
- Engaging customers in Proof of Concepts (POCs) to facilitate future revenue-generating contracts.
- Driving business development actions in partnership with Sales, Tech Sales, CommOps, Services, Product Management, and Engineering.
- Leading deal reviews and structuring resources for tender preparation and submission.
- Providing hands-on leadership for large, complex negotiations and supporting high-performing ITO teams.
- Owning the end-to-end Enterprise Deal process in the Americas region and driving standardization of methodology.
- Improving regional operating metrics, including productivity, proposal throughput, cost accuracy, and cycle time.
Qualifications/Requirements:
- Bachelor's degree from an accredited university or college.
- Strong business and commercial acumen.
- 10+ years of leadership experience in commercial roles, project delivery, and sales.
- Demonstrated track record of delivering orders growth.
- Experience with software products and services.
- Ability to direct complex daily activity of multiple work streams with a focus on issue resolution.
- In-depth understanding of contract management principles and the ability to shape complex deals.
- Willingness to travel on occasion.