EtaPRO-Business Development Manager

Toshiba America Energy Systems; Town of Amherst (NY); On-site; USD 105,000 - 165,000; Full time

Job summary

EtaPRO LLC is seeking a dynamic Business Development Manager to drive growth for our real-time performance and diagnostics software. You will identify market opportunities, engage with plant managers, reliability engineers, and procurement, and deliver tailored solutions that improve reliability and ROI.

The role emphasizes consultative selling, long-term customer development, and cross-functional collaboration in a global industrial setting.

Qualifications

• 5+ years of industrial software sales experience.
• Proven track record in enterprise-level selling.
• Experience with M&D, APM or industrial automation is a plus.

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 contracts.
• Perform market and client research to identify opportunities.
• Develop strategies for market and client opportunity growth.
• Lead customer discovery meetings and calls to understand objectives.
• Prepare scope of deliverables and commercial pricing proposals.
• Support the sales process and capture strategies for key opportunities.
• Manage executive relationships with clients and prospective clients.

Skills

Enterprise sales

Account management

Stakeholder management

Negotiation

Education

Bachelor's degree in engineering, business, or related field

Tools

CRM software

Job description

We are Toshiba. We have an unwavering drive to make and do things that lead to a better world.

At Toshiba, we commit to raising quality of life for people around the world, ensuring progress that is in harmony with our planet. Our core values include: Do the Right Thing, Look for a better way, Always consider the impact and Create Together.

EtaPRO LLC, a Toshiba Group Company, is a global provider of real-time digital platforms for keeping equipment and facilities running efficiently and reliably through anomaly detection, real-time KPIs, and early warning of equipment failure. Our flagship product, EtaPRO, is deployed in more than 40 countries on 10% of the world’s power generation.

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.

Key Competencies

• 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: Especially important for global clients or multinational operations.
• Data & Analytical Thinking
• Data Interpretation: Ability to explain how the software uses real-time data to detect anomalies, predict failures, and optimize performance.
• Benchmarking & KPIs: Understanding key performance indicators in asset reliability and maintenance efficiency.
• 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.