Business Development Manager

EtaPRO LLC; United States; On-site; USD 85,000 - 100,000; Full time

Job summary

EtaPRO LLC is seeking a dynamic Business Development Manager to drive growth for our Industrial Real-Time Performance and Diagnostics software solutions in North America. You will engage with plant managers, reliability engineers, IT and procurement teams, translating complex analytics into compelling ROI narratives.

The role emphasizes long-cycle, consultative selling, strategic account expansion, and close collaboration with the Global Technical Sales team to deliver tailored performance and

Qualifications

• Bachelor’s degree in engineering or business; MBA is a plus.
• 5+ years in industrial software sales, with preference for M&D, APM, or industrial automation.
• Proven track record in enterprise-level selling and long-term client development.

Responsibilities

• Drive growth for EtaPRO's industrial Real-Time Performance and Diagnostics software solutions.
• Develop and manage a qualified 24-month sales pipeline and key accounts.
• Lead customer discovery meetings, scope deliverables, and prepare pricing proposals.

Skills

Enterprise sales

Consultative selling

Stakeholder management

Technical storytelling

Contract negotiation

Relationship building

Data interpretation

Cross-cultural communication

Market research

Learning agility

Education

Bachelor’s degree in engineering or business

MBA (plus)

Job description

EtaPRO LLC, a Toshiba Group Company, is the owner and provider of the world-leading EtaPRO Asset Performance Management technology platform. Currently deployed on approximately 10 % of the world’s power generation capacity, this platform includes Thermal Performance modeling and monitor technologies, Equipment Condition Monitoring Technologies, Advanced Vibration Monitoring technologies and Data Historian technologies. Our focus is to help our clients meet and exceed KPI targets and maximize the return on their investments in their people, processes, and technologies. EtaPRO LLC is currently looking for a Business Development Manager in the North America region to join our Global Technical Sales team.

Position Summary

We are seeking a dynamic and technically astute Business Development Manager (BDM) to drive growth for our industrial Real-Time Performance and Equipment Condition Monitoring & Diagnostics software solutions and services. The ideal candidate will demonstrate a deep understanding of power generation and oil & gas operations, combined with strategic vision and strong consultative sales skills. This role is pivotal in identifying market opportunities, engaging with key stakeholders, and delivering tailored performance and condition monitoring solutions that elevate client’s operational efficiency and reliability, and return on investments.

Key Accountabilities:

• Meet or exceed annual sales booking targets.
• Grow and maintain a qualified sales opportunity pipeline over a 24-month horizon that is at least three times the annual sales booking target.
• Maximize the customer experience (CX) through effective account management throughout the inquiry-to-order (ITO) and order-to-delivery (OTD) life cycles.
• Negotiate technical and commercial proposals, contracts, and software license agreements, and maintain customer and EtaPRO compliance with these agreements.

Responsibilities:

• Develop an effective understanding of the EtaPRO product and service offerings
• Understand and execute effective account management to grow key accounts to long-term, large, and comprehensive contracts.
• Perform market and client research.
• Develop understanding of market trends and dynamics.
• Develop understanding of M&D products and services trends.
• Competitor research and competitive position analysis
• Understand sales pipeline management to advance opportunities from initial lead through closure.
• Develop strategies for market and client opportunity growth.
• Perform client prospecting to find new qualified sales opportunities.
• Lead customer discovery meetings and calls
• Develop client product and service solutions
• Prepare scope of deliverables and commercial pricing proposals
• Support the sales process, large proposal process, and capture strategies for key opportunities.
• Develop personal sales competencies and skills.
• Ability to effectively present EtaPRO's business, technology and applications capabilities and expand discover phases for complete understanding of client objectives/challenges.
• Manage and develop executive relationships (leadership levels) with clients and prospective clients.
• Manage existing account base to ensure client satisfaction
• Effectively leverage the EtaPRO CRM for managing all leads, contacts, accounts, and opportunities.
• Must be a self-starter, resourceful, and be able to effectively manage multiple tasks at any given time.
• Technical & Industry Knowledge
• Understanding of Industrial Processes: Deep knowledge of power plant operations, turbines, compressors, and oil & gas workflows (upstream, midstream, downstream).
• Familiarity with M&D Technologies: Awareness of condition monitoring systems, SCADA, predictive analytics, and asset performance management platforms like GE's APM or Bently Nevada's System 1.
• Cybersecurity Awareness: Understanding of data security protocols and compliance standards relevant to industrial control systems.
• Sales & Business Acumen
• Solution Selling: Ability to position software as a value-adding solution rather than a product—emphasizing ROI, uptime, and risk mitigation.
• Consultative Approach: Skills in diagnosing customer pain points and tailoring solutions to specific operational challenges.
• Contract Negotiation: Familiarity with long-cycle sales, service agreements, and licensing models common in industrial software.
• Relationship & Communication Skills
• Stakeholder Management: Ability to engage with plant managers, reliability engineers, IT teams, and procurement officers.
• Technical Storytelling: Translating complex analytics and diagnostics into compelling business narratives.
• Cross-Cultural Communication
• Data & Analytical Thinking
• Data Interpretation
• Benchmarking & KPIs
• Adaptability & Continuous Learning
• Keeping Up with Tech Trends: Staying current with advancements in AI, IoT, and digital twins in industrial settings.
• Learning Customer Environments: Quickly grasping the nuances of different plant configurations and operational priorities.

Qualifications:

• Bachelor’s degree in engineering, business, or a related field (MBA a plus).
• 5+ years of industrial software sales, with preference for experience in M&D, APM, or industrial automation.
• Proven track record in enterprise-level selling and long-term client development.

Position Qualities:

• The chance to influence digital transformation in critical infrastructure industries.
• A collaborative, forward-looking culture that values innovation and customer-centricity.
• Self-actualization - Personal growth, Creativity, Authenticity, Purpose, and Self-awareness.
• Opportunities for career growth in a fast-growing industrial technology space.

EtaPRO LLC is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, national origin, gender, age, religion, disability, sexual orientation, veteran status, or marital status.

Compensation: The total annual compensation range (base salary + sales commission) for this position is between $85k and $100K, depending upon professional experience and sales track record.