Position Description – EtaPRO Bi-Lingual Business Development Manager
Position Summary
We are seeking a dynamic and technically astute Bi-Lingual Business Development Manager to drive growth for our industrial Real-Time Performance and Equipment Condition Monitoring & Diagnostics (M&D) software portfolio. 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 operational efficiency and reliability.
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.
- Propose and negotiate commercial proposals, contracts, and software license agreements, and maintain customer and EtaPRO compliance with these agreements.
Responsibilities:
- Business development focus on the Americas - predominately Mexico, Central America, and South America, but supporting key accounts and target markets assignments in the United States.
- Develop an effective understanding of the EtaPRO product and service solutions.
- Understand and execute effective account management to grow assigned key accounts through long-term enterprise strategies.
- 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 deal closure.
- Develop strategies for market and client opportunity growth.
- Develop solutions selling sales skills.
- Support the sales process, large proposal process, and capture strategies for key opportunities.
- Effectively present EtaPRO’s value proposition.
- Discover complete understanding of client objectives/challenges.
- Manage and develop executive relationships (leadership levels) with clients and prospective clients.
- Manage existing accounts to ensure client satisfaction.
- Effectively leverage the CRM for managing all leads, contacts, accounts, and opportunities.
- Maintain after sales communications to ensure customer satisfaction and prospect new opportunities across client organization.
Key Competencies:
- Bilingual in Spanish and English. Peferably English as a second language (ESL)
- Technical & Industry Knowledge
- Understanding of Industrial Processes: Deep knowledge of power plant operations, turbines, compressors, and oil & gas workflows (up, mid, & downstream).
- Familiarity with M&D Technologies: Awareness of condition monitoring systems, SCADA, predictive analytics, and asset performance management platforms.
- 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 of 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, solutions selling, and long-term client development.
- Ability to have vision and be bold in approaching customer solutions.
- Must be a self-starter, resourceful, and be able to effectively manage multiple tasks at any given time.