VP, Strategic Customer Development

PSS Cross Country Infrastructure Solutions; Houston (TX); Hybrid; USD 180,000 - 280,000; Full time

Job summary

PSS Cross Country Infrastructure Solutions is seeking a senior commercial, operations, or strategy executive to shape long-term enterprise relationships across North America’s critical infrastructure sector. You will cultivate executive-level partnerships, translate customer needs into scalable, value-creating solutions, and guide strategic investments across multiple business units.

This leadership role emphasizes enterprise value creation over transactional sales, requiring deep industry

Qualifications

• Credibility within infrastructure, industrial services, construction, energy, utilities, or related industries.
• Proven track record with CEOs, Presidents, COOs, and senior executives at large contractors, EPCs, or owner/operators.
• Ability to translate customer challenges into scalable enterprise solutions.

Responsibilities

• Own the 3–5 year strategic customer dialogue with executive leaders.
• Identify growth opportunities by solving workflow, logistics, and information challenges.
• Collaborate with Operations, Commercial, Digital/Data, and Product teams to translate insights into scalable solutions.

Skills

Executive relationships

Strategic relationships

Boardroom communication

Cross-functional leadership

Industry knowledge

Pattern recognition

Business acumen

Job description

3–5 Year Enterprise Relationship, Customer Strategy & Growth

Location: Flexible

Travel: Significant

Reports To: CEO

About PSS Cross Country Infrastructure Solutions

PSS Cross Country is evolving from a product- and business-unit-led organization into a true solutions business.

We already support a significant portion of North America's critical infrastructure construction activity and maintain strong relationships with contractors, EPCs, and owner/operators. Our next step is to transform selected customer relationships from transactional engagements into long-term strategic partnerships.

We're looking for a leader who will help us understand where our customers are going before the market does, and translate those insights into new solutions, stronger customer relationships, organic growth opportunities, and better acquisition decisions.

This is not a traditional sales leadership role.

You will not manage day-to-day accounts or carry a traditional sales quota. Instead, you'll develop executive relationships, identify emerging customer needs, and influence the future direction of PSS Cross Country Infrastructure Solutions.

What You'll Do

Own the 3–5 Year Strategic Customer Dialogue

• Build trusted executive relationships with CEOs, Presidents, COOs, EVPs, and senior functional leaders at a focused group of strategic customers.
• Develop a forward-looking understanding of customer strategy, backlog, capital deployment, end-market expansion, geographic priorities, operating model changes, and execution risks.
• Stay above day-to-day quoting, pricing, and account management while ensuring strategic customer insights flow back into the commercial organization.
• Develop strategic customer maps outlining growth opportunities, pain points, competitive threats, relationship depth, and white space across each priority account.

Turn Customer Pain into PSS Growth

• Identify opportunities to expand wallet share by solving workflow, logistics, field service, equipment, compliance, and information challenges.
• Follow customers into adjacent infrastructure markets as they expand.
• Partner with Operations, Commercial, Digital/Data, and Product teams to convert recurring customer pain points into scalable solutions.
• Quantify customer value through measurable outcomes such as:
• Labor productivity
• Reduced downtime
• Compliance
• Improved total project economics

Create an Enterprise Strategic Intelligence Function

• Provide the CEO and Executive Leadership Team with regular insights into what strategic customers are investing in, worried about, and planning for.
• Validate new organic growth opportunities, digital solutions, project health concepts, and service models before major investments are made.
• Help guide M&A strategy by identifying capabilities customers truly value.
• Recognize recurring patterns across multiple customers and translate those into enterprise growth platforms.

Orchestrate, Don't Own, the Sales Process

• Partner closely with existing Sales and Operations leaders while preserving clear ownership of day-to-day customer relationships.
• Create structured handoffs from strategic insights to commercial execution.
• Help remove enterprise-level barriers that span multiple business units or customer organizations.
• Focus on creating enterprise value, not becoming a "super salesperson."

What Success Looks Like

Success in this role will be measured by outcomes such as:

• Building trusted executive relationships that position PSS in strategic customer planning discussions, not just pricing conversations.
• Expanding wallet share by helping customers solve broader business problems.
• Launching customer-validated solutions that become repeatable offerings.
• Following customers into new infrastructure markets.
• Providing actionable strategic intelligence that influences investment, hiring, product development, and acquisition decisions.
• Helping validate acquisition opportunities through real customer demand rather than internal assumptions.

Your First 12 Months You'll be expected to:

• Select approximately 10–15 enterprise strategic accounts.
• Build 3–5 year strategic account maps for priority customers.
• Complete structured executive listening sessions.
• Identify the 5–10 most repeatable customer problems PSS is uniquely positioned to solve.
• Translate those insights into an organic growth and capability roadmap.
• Establish a repeatable process for feeding customer insight into project health initiatives, data monetization efforts, and M&A strategy.
• Build an enterprise opportunity pipeline that would not have emerged through traditional account management.

What We're Looking For

We're seeking a senior commercial, operations, or strategy executive who:

• Has credibility within infrastructure, industrial services, construction, energy, utilities, or related industries.
• Has personally built relationships with CEOs, Presidents, COOs, and senior executives at large contractors, EPCs, or owner/operators.
• Understands how infrastructure companies make money, deploy capital, manage risk, and evaluate strategic partners.
• Can comfortably move between boardroom strategy and field operations.
• Has exceptional pattern recognition, the ability to hear multiple customer challenges and identify scalable business opportunities.
• Is commercially minded but focused on enterprise value creation rather than individual transactions.
• Leads with humility, builds trust quickly, and influences without relying on formal authority.

What This Role Is NOT

This position is not:

• A Head of Sales.
• A traditional Account Executive.
• A corporate strategy role disconnected from customers.
• A relationship ambassador without measurable business impact.