Business Development Executive

InSource Solutions Group; Richmond (VA); On-site; USD 120,000 - 180,000; Full time

Job summary

InSource Solutions is seeking a Business Development Executive to accelerate the growth of its Operational Intelligence Practice across North America. You will identify, develop, and close consulting opportunities, working closely with the Practice Leader and Engagement Manager to position outcomes and value.

The role requires executive-level relationship building, consultative selling, and the ability to navigate complex buying groups across operations, IT, OT, and finance.

Qualifications

• Bachelor's degree in Business, Engineering, Technology, Marketing, Operations, or a related field preferred.
• Five or more years in enterprise sales, business development, strategic account management, or consulting-growth.
• Proven track record selling to manufacturing or industrial organizations, multi-site preferred.
• Experience selling scoped professional services or consulting engagements toward larger platform decisions.
• Demonstrated success generating pipeline via proactive prospecting, executive networking, and ABM strategies.
• Experience managing consultative sales cycles with multiple stakeholders and executives.
• Experience with manufacturing operations, Industry 4.0, MOM/MES preferred.
• Familiarity with AVEVA, industrial analytics, AI/ML, or digital transformation advisory services preferred.
• Ability to travel across North America (~20%) for client meetings and workshops.

Responsibilities

• Lead business development plans for the OI Practice across priority sectors and named accounts.
• Generate qualified opportunities through prospecting, introductions, events, referrals, and partner channels.
• Build and maintain a pipeline aligned with Practice offerings and broader InSource portfolio.
• Qualify opportunities with value, executive sponsor, and measurable outcomes.
• Develop multi-site account plans and executive relationships across functions.
• Sell consulting services across the client journey with an outcome-led approach.
• Contribute to proposals, pricing, and executive presentations with Practice leadership.
• Coordinate with Sales, Delivery, Partners, and Marketing to maximize outcomes.
• Maintain NetSuite CRM opportunity management, forecasting, and pipeline hygiene.

Skills

Executive communication

Prospecting

Account development

Consultative selling

Value-based selling

Executive relationship building

Multi-stakeholder selling

Opportunity shaping

Market intelligence

Team collaboration

Commercial storytelling

Problem solving

Education

Bachelor's degree in Business, Engineering, Technology, Marketing, Operations, or related field

Tools

NetSuite CRM

Job description

Brief Description

Business Development Executive – Operational Intelligence Practice

About InSource Solutions

InSource Solutions is a leading industrial software solutions provider and a trusted partner of AVEVA, a global leader in engineering and industrial software. Leveraging AVEVA's portfolio and the portfolios of our other partners, we specialize in delivering cutting-edge services and solutions that empower businesses across various industries to optimize their operations, improve efficiency, and achieve their digital transformation goals.

Position Summary The Business Development Executive will accelerate the growth of the InSource Solutions Operational Intelligence (OI) Practice within manufacturing organizations across North America. This is a high-impact, high-visibility role focused on identifying, developing, and closing consulting and advisory opportunities in close collaboration with the Practice Leader, Engagement Manager, and broader InSource Solutions sales and delivery teams. The role includes time in the field alongside delivery, joining client engagements to understand what the Practice delivers, learn more about client needs, deepen client relationships, and identify the next opportunity. The successful candidate will sell the work while staying close enough to delivery to understand client outcomes and position follow-on opportunities effectively. As a founding-team role, there is no finished playbook. The scope of accounts and responsibilities will grow as the Practice scales. The Business Development Executive will develop, test, and refine prospecting, messaging, qualification, and account development approaches based on market response and client feedback. Success requires strong prospecting and account development skills, executive relationship building, consultative and value-based selling, and the ability to navigate complex buying groups across operations, engineering, IT, OT, finance, and executive leadership.

Key Responsibilities

• Practice Business Development: Lead the development and execution of business development plans for OI Practice services across priority manufacturing sectors and named accounts. Generate qualified opportunities through proactive prospecting, warm introductions, executive networking, industry events, referrals, partner channels, and account-based selling.
• Pipeline Development and Qualification: Build and maintain a pipeline of consulting and advisory opportunities aligned with Practice offerings and the broader InSource portfolio. Qualify opportunities against defined standards, including meaningful operational pain, a credible executive sponsor, and a clear path to measurable value.
• Strategic Account Development: Create and execute account development plans for complex, multi-site manufacturing and industrial organizations, prioritizing accounts capable of broader, long-term relationships over narrowly scoped, single-site pursuits.
• Executive Relationship Development: Develop multi-threaded relationships with CxOs and other executive leaders and stakeholders across operations, engineering, technology, and finance. Use account intelligence to identify readiness gaps, stalled initiatives, and under-realized technology investments that may create an entry point for the Practice.
• Consultative Selling and Opportunity Shaping: Lead consultative sales discovery focused on operational performance, business value, technology readiness, data foundations, and investment priorities. Sell Practice offerings across the full client journey, from initial engagements through execution and ongoing advisory support, using an outcome-led rather than product-led approach.
• Value Proposition and Proposal Development: Contribute to value propositions that connect client pain to quantified business outcomes and a fundable next step. Partner with the Practice Leader and Engagement Manager to shape scope, pricing, proposals, and executive presentations.
• Co-Selling and Account Coordination: Build joint account plans with InSource sales leads so Practice and broader InSource opportunities advance together. Bring the Practice into technology pursuits where readiness gaps need to be addressed and connect sales teams to Practice engagements where roadmaps identify platform or service opportunities.
• Sales and Delivery Collaboration: For InSource-led pursuits, advise on opportunity development and qualification and contribute to need definition, scope, and proposals while allowing the appropriate sales lead to carry the commercial close. Periodically join client engagements to maintain relationship continuity and carry commercial context back into account plans.
• Cross-Functional Coordination: Coordinate resources across Sales, Delivery, technical teams, partners, and Marketing to maximize client outcomes and win rates.
• Pipeline Management and Forecasting: Maintain accurate opportunity management, stage progression, and forecasting within NetSuite CRM. Track qualified pipeline, bookings, conversion rates, and InSource software and services opportunities generated through Practice engagements.
• Go-to-Market Development: Convert early wins and losses into repeatable sales plays, qualification criteria, case studies, and reference-driven outreach. Deliver pipeline reviews to Practice and sales leadership and share market intelligence, objection patterns, and emerging opportunities across the organization.
• Performance and Growth: Achieve annual bookings and qualified pipeline targets for the Practice. Convert qualified opportunities into contracted workshops, assessments, and follow-on engagements. Establish executive relationships, generate new opportunities through prospecting and partner channels, and improve the repeatability and conversion performance of the Practice's go-to-market approach.

Qualifications

Skills and Competencies

• Strong executive communication, presentation, negotiation, and relationship-development skills.
• Strong prospecting, account development, and consultative selling capabilities.
• Ability to navigate complex buying groups involving operations, engineering, IT, OT, finance, and executive leadership.
• Strong business acumen and the ability to connect client challenges to measurable operational and financial outcomes.
• Experience with consultative, solution-based, and value-based selling methodologies.
• Strong self-motivation and personal accountability.
• Ability to work independently while collaborating effectively across a matrixed organization.
• Entrepreneurial, builder mindset with a proactive approach to opportunity development.
• Comfort developing sales approaches in an emerging Practice rather than following a fixed playbook.
• Test-and-learn mentality with the ability to adapt messaging and selling techniques based on evidence and client feedback.
• Strong executive presence and the ability to influence stakeholders at all levels.
• Excellent collaboration and team-selling capabilities.
• High degree of professionalism, integrity, and willingness to continuously learn.
• Strong presentation, account research, and commercial storytelling skills.
• Proficiency with CRM, pipeline management, and common sales-productivity tools; NetSuite CRM experience is a plus.
• Ability to leverage AI-powered tools and technologies to enhance prospecting, account research, customer engagement, and pipeline development.
• Sufficient manufacturing and OT/IT literacy to connect technology and consulting capabilities to operational and financial outcomes.

Experience and Education

• Bachelor's degree in Business, Engineering, Technology, Marketing, Operations, or a related field preferred.
• Five or more years of successful enterprise sales, business development, strategic account management, or consulting-services growth experience.
• Proven track record selling into manufacturing or industrial organizations, preferably within multi-site or enterprise environments.
• Experience selling scoped professional services or consulting engagements that build toward larger platform and technology decisions.
• Demonstrated success generating pipeline through proactive prospecting, executive networking, and account-based strategies.
• Experience managing consultative sales cycles involving multiple stakeholders and executive-level decision-makers.
• Experience with manufacturing operations, digital manufacturing, or Industry 4.0 transformation is preferred.
• Familiarity with Manufacturing Operations Management (MOM) and Manufacturing Execution Systems (MES) is preferred.
• Experience with SCADA, historians, industrial data infrastructure, OT/IT convergence, or cloud and data platforms is preferred.
• Exposure to industrial analytics, AI/ML, predictive maintenance, digital twins, connected worker, or asset-performance solutions is preferred.
• Familiarity with platforms within the InSource partner ecosystem, including AVEVA, Braincube, and TwinThread, is preferred.
• Experience with operational excellence, Continuous Improvement, change management, or digital transformation advisory services is preferred.
• Experience with enterprise SaaS, industrial software, systems integration, or professional services is preferred.
• Ability to travel throughout North America for client meetings, workshops, executive sessions, and industry conferences. Approximately 20% travel is expected.

Why Join InSource Solutions?

Joining InSource Solutions offers the opportunity to work at the forefront of technology and innovation. You will have the chance to make a significant impact on our business and help customers across various industries achieve their digital transformation goals. If you are passionate about selling cutting-edge solutions, have an interest in manufacturing and industrial technology, and are driven to succeed.