Designation: Associate Director / Director- Business Development (Product Sales)
Skills: Business Development
Qualification: Bachelor’s degree in engineering, MBA is a plus
Location: Pune
Experience: 8+ Years
Strategic Leadership & Revenue Growth:
- Define and execute global sales strategy driving revenue for EdificeEdge & EdificePlus across US, Europe, and APAC.
- Build and scale a high-performance sales organization including region leads, enterprise sellers, and channel sales specialists.
- Achieve quarterly/annual sales targets aligned to company growth goals.
- Translate product roadmap into market-driven sales plays tailored to regional buying behaviors (enterprise portfolios, REITs, facility managers, OEM partners).
Market Penetration & Competitive Positioning:
- Understand competitive products, pricing behavior, and GTM strategies from competition (e.g., similar products from Honeywell, Siemens, Johnson Controls, Schneider, BrainBox, 75F and others) to shape positioning, objections handling, and value selling frameworks.
- Tailor messaging to emphasize EdificeDX’s edge in AI-driven analytics, open integration via IoT, decarbonization insights, and scalable portfolio management.
Partner & Ecosystem Development:
- Build and manage alliances with systems integrators (SIs), managed service integrators (MSIs), original equipment manufacturers (OEMs), and strategic channel partners that influence specification and implementation decisions.
- Develop partner programs, joint value propositions, co-sell motions, and incentive structures to increase footprint and renewals.
Demand Generation & Sales Operations:
- Partner with marketing team to drive lead generation, drive industry events, webinars, and executive forums.
- Follow CRM best practices, pipeline hygiene, and forecasting accuracy.
- Integrate customer intelligence and competitive insights into sales planning and product feedback cycles.
Customer Success Alignment:
- Collaborate with customer success and delivery teams to ensure smooth onboarding, long-term account expansion, and upsell opportunities across multisite/global portfolios.
- Ensure account renewals for subscription and long terms deals and generate referenceable customer accounts
Experience and Track Record:
- 8+ years experience selling complex SaaS/IoT solutions — strongly preferred in building automation, energy management, smart buildings, or adjacent industrial software.
- Proven track record of closing enterprise deals across US, Europe, and APAC markets.
- Experience selling into and managing relationships with SIs, MSIs, OEMs, REITs, property portfolios, consulting firms, and facility management organizations.
- Established network within the building automation ecosystem — including integrators and partners who specify and implement BMS/BAS/Energy platforms.
- Strong commercial acumen with a history of exceeding revenue targets and scaling teams.
- Deep understanding of smart building tech stacks — real-time data collection, protocol integration (e.g., BACnet, Modbus, MQTT), analytics, and cloud platforms.
- Comfortable driving strategic decisions with cross-border teams, culturally diverse buyers, and extended sales cycles.
- Excellent communication, negotiation, and executive-level engagement skills.
Qualifications:
- Bachelor’s degree in Engineering (BE / BTech) — mandatory (Electronics, Electrical, Instrumentation, Mechanical, Computer Science, or related disciplines preferred)
- MBA in Sales & Marketing or equivalent postgraduate management qualification — strongly preferred
- Formal training or certifications in Enterprise Sales, Strategic Selling, Channel Sales, or SaaS GTM will be an added advantage
