Remote business development partner guiding warm prospects through consultative discovery and enrollment calls. Building client alignment and managing CRM follow - ups for personal growth and business programs.
About the role
- Business Development professional growing enterprise sales of Blackline Safety's connected safety, gas detection and monitoring technology. Managing opportunities across California, Nevada, Arizona, Oregon and Washington.
Responsibilities
- Develop and execute a territory business development strategy for California, Nevada, Arizona, Oregon and Washington
- Identify, prospect and develop new enterprise and strategic-account opportunities within target industries
- Build and maintain relationships with end users, operational stakeholders, safety professionals, procurement teams and C-suite decision-makers
- Manage the full business development cycle from lead qualification and discovery through solution development, proposal, negotiation and close
- Conduct customer meetings, presentations, demonstrations and business reviews
- Develop consultative sales strategies for complex, multi-site and multi-stakeholder opportunities
- Coordinate with internal product, technical, customer success and executive resources to develop tailored customer solutions and proposals
- Maintain accurate account, contact and opportunity information in HubSpot CRM
- Participate in industry organizations, conferences, events and networking activities
- Monitor industry trends, customer needs and competitive activity across the assigned territory and communicate relevant market intelligence internally
- Support opportunity planning, value propositions, bid/no-bid decisions and customer presentations for strategic opportunities
- Maintain a strong understanding of Blackline Safety's connected safety technology, including gas detection, lone worker protection, communications, monitoring and analytics solutions
Requirements
- 5+ years of successful business development, enterprise sales or complex B2B sales experience
- Strong direct experience selling into industrial markets such as oil and gas, utilities, petrochemical, refining, upstream/midstream energy, mining, emergency services, government or related sectors
- Demonstrated experience developing and closing enterprise opportunities involving field-level and C-suite stakeholders
- Established business relationships and market knowledge within one or more target Western U.S. states
- Experience selling technology-enabled, IIoT, SaaS, safety or other complex business solutions is an asset
- Strong understanding of consultative and strategic selling, including multi-stakeholder and multi-location opportunities
- Understanding of MSA and related commercial contract terms
- Strong CRM discipline and experience using CRM data to manage pipeline and opportunity activity
- Ability and willingness to travel approximately 50% of the time, including overnight travel throughout the assigned territory
- Bachelor's degree in Business or a related discipline is preferred
- Self-motivated, entrepreneurial and comfortable working independently across a large territory
- Strong prospecting skills and ability to create opportunities rather than rely solely on inbound leads
- Excellent communication, presentation, negotiation and relationship-building skills
- Commercially minded and able to connect customer challenges to measurable business and safety outcomes
- Proven ability to develop and execute strategic territory and account plans
- Experience selling complex solutions to large enterprise customers
- Strong analytical, critical-thinking and problem-solving skills
- High proficiency with CRM and productivity tools such as Excel, PowerPoint and Word
- Professional credibility and confidence engaging with technical users and senior executives
- Previous sales training through organizations such as Sandler, Miller Heiman, Brooks Group or similar is an asset
- Legally eligible to work in Canada
- Ability to travel often throughout the United States
Benefits
- Approximately 50% travel, including overnight travel
- Opportunity to work with Blackline Safety's connected safety technology
- Professional development through sales training is valued (Sandler, Miller Heiman, Brooks Group or similar)
Job title
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Degree requirement
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