Strategic Business Development Executive – AMDT Solutions

Location: North America (US & CAN)

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 Strategic Business Development Executive – AMDT Solutions will drive the growth of AMDT solutions within large enterprise manufacturing organizations across North America.

This is a high-impact, high-visibility role focused on identifying, developing, and closing new business opportunities while collaborating closely with InSource Account Executives and sales teams.

The role will focus primarily on net-new business development while partnering with regional Account Executives on strategic opportunities within existing customer accounts. The successful candidate will operate both independently and collaboratively, driving direct sales efforts while supporting regional account teams in pursuing strategic enterprise opportunities.

The successful candidate will serve as a trusted advisor to manufacturing executives and a key contributor to InSource's continued growth within the AMDT ecosystem.

Success in this role requires strong prospecting skills, enterprise account planning expertise, executive relationship development, and the ability to navigate complex sales cycles involving multiple stakeholders across operations, engineering, IT, OT, cybersecurity, and executive leadership.

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Key Responsibilities

• Enterprise Business Development: Develop and execute strategic business development plans targeting large manufacturing enterprises. Generate qualified opportunities through proactive prospecting, executive networking, industry events, referrals, and account-based selling strategies. Build and maintain a robust pipeline of enterprise opportunities within assigned industries and territories.
• Opportunity Identification and Qualification: Identify, qualify, and pursue high-value opportunities that align with AMDT and InSource solution offerings. Develop opportunities that support annual bookings, revenue, and long-term growth objectives.
• Strategic Account Development: Create and execute account plans for complex, multi-site manufacturing organizations. Develop multi-threaded engagement strategies across multiple business units and stakeholder groups.
• Executive Relationship Development: Build relationships with key decision-makers, including:
  • CISOs, CIOs, COOs, and CTOs.
  • OT and cybersecurity stakeholders.
  • Vice Presidents of Operations and Manufacturing.
  • Digital transformation leaders.
  • Plant and corporate engineering leaders.
• Collaborative Selling: Partner closely with InSource Account Executives and Business Development professionals to identify and advance opportunities within existing territories. Support regional sales teams with strategic account planning, executive engagement, and opportunity development.
• Cross-Functional Coordination: Coordinate resources across technical, sales, and leadership teams to maximize customer success and win rates. Share market intelligence, best practices, and opportunity insights across the organization.
• Enterprise Sales Execution: Lead complex consultative sales processes from discovery through contract execution. Conduct executive-level discovery focused on operational performance, production resilience, compliance, digital transformation, and enterprise visibility initiatives.
• Value Proposition Development: Develop business cases and value propositions aligned with customer strategic objectives. Position AMDT and InSource solutions in a manner that connects technology capabilities to measurable business outcomes.
• Complex Sales Cycle Management: Navigate procurement, legal, cybersecurity, and enterprise purchasing processes. Manage complex enterprise opportunities through sales cycles typically ranging from 6 to 18 months.
• Forecasting and Pipeline Management: Maintain accurate opportunity management and forecasting within NetSuite CRM. Track key performance metrics and business development activities and deliver regular pipeline reviews and strategic account updates to management.
• Performance and Growth: Achieve annual bookings and revenue targets, establish executive relationships within target enterprise accounts, generate new opportunities through proactive prospecting and account development, and contribute to the expansion of AMDT solutions within strategic manufacturing accounts.

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Qualifications

Skills and Competencies

• Strong prospecting, business development, and enterprise account planning capabilities.
• Strong executive presence and communication skills.
• Strategic thinking and strong business acumen.
• Strong consultative and value-based selling skills.
• Ability to develop business cases and value propositions aligned with customer strategic objectives.
• Ability to influence stakeholders at all organizational levels.
• Excellent collaboration and team-selling capabilities.
• Ability to work independently with minimal supervision.
• Strong self-motivation and personal accountability.
• Entrepreneurial mindset and proactive approach to opportunity development.
• High degree of professionalism and integrity.
• Strong presentation and executive communication skills.
• Ability to manage complex enterprise sales cycles involving multiple stakeholders and executive decision-makers.
• Ability to navigate procurement, legal, cybersecurity, and enterprise purchasing processes.
• Demonstrated ability to leverage AI-powered tools and technologies to enhance prospecting, account research, customer engagement, pipeline development, and overall sales effectiveness.
• Willingness to continuously learn and adapt in a rapidly evolving technology landscape.

Experience and Education

• Bachelor's degree in Business, Engineering, Technology, Marketing, or a related field preferred.
• 5+ years of successful enterprise software sales, business development, or strategic account management experience.
• Experience selling cybersecurity or cybersecurity-related solutions to CIOs, CISOs, CTOs, and other executive stakeholders.
• Proven track record selling into large manufacturing organizations.
• Experience managing strategic or enterprise-level accounts.
• Demonstrated success generating pipeline through proactive prospecting and relationship development.
• Experience managing complex sales cycles involving multiple stakeholders and executive-level decision-makers.
• Track record of closing enterprise software or technology transactions exceeding $500,000 in annual contract value.
• Experience with consultative and value-based selling methodologies.
• Experience with Manufacturing Operations Management (MOM) is preferred.
• Experience with Manufacturing Execution Systems (MES) is preferred.
• Experience with industrial software platforms and Industry 4.0 solutions is preferred.
• Experience with digital transformation initiatives and industrial analytics is preferred.
• Familiarity with OT/IT convergence and Operational Technology (OT) environments is preferred.
• Experience with industrial cybersecurity and Asset Performance Management solutions is preferred.
• Experience with enterprise SaaS solutions is preferred.
• Experience with risk management, compliance, or operational resilience solutions is preferred.
• Ability to travel throughout North America as required.

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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, we encourage you to apply and become part of our dynamic team.