Business Development Manager, Enterprise Software Solutions

We are looking for a

Business Development Manager – Enterprise Software Solutions

to join our team working for a better future.

The position is permanent and the preferred location is UK, Netherlands, Ireland, Spain, Belgium or Germany.

What will you be doing?

The Business Development Manager will be accountable for the entire sales process, from creating demand through originating software solutions sales to closing profitable opportunities for the GEMS Digital Energy Platform— Wartsila's software platform that monitors, controls and optimizes energy assets on both site and portfolio levels.

As a Business Development Manager, you will play a key role in executing the European regional sales goals and objectives including pipeline development, contracting, partnerships and key stakeholder engagement.

As the Business Development Manager – Enterprise Software Solutions, your work will focus on these responsibilities:

1. Originate new business opportunities for GEMS Software Solutions in European markets, with a focus on establishing new customers for enterprise master service agreements.
2. Accurately forecast and deliver sales ranging in magnitude from €2 - €15M+ contract value with high annual recurring revenue, profitability, and risk profiles according to company directives.
3. Own customer relationship and opportunity business cases (Capex & Opex).
4. Create strong market presence and increase awareness of Wärtsilä software solutions.
5. Develop, manage, and grow long term relationships with key customer accounts throughout project lifecycle.
6. Create new opportunities from named accounts, influencing customers' decisions by aligning their needs with Wärtsilä value proposition.
7. Execute strategy and account planning for assigned customers.
8. Prepare and submit offers for energy storage solutions.
9. Lead contract lifecycle from origination through negotiation, closing, and Notice to Proceed (NTP), activating and directing internal colleagues including commercial, lifecycle, legal, proposal management, engineering, management, and others as needed in a matrix organization.
10. Collaborate with the energy storage solutions sales team in their efforts to identify new customers for ESS Hardware.
11. Enter timely and relevant data on opportunities and accounts in SalesForce CRM (funnel management).

To be successful in this role, we expect you to have:

1. The ideal candidate has 5-10 years of industry sales experience, with strong external, customer focus and communication skills. Comprehensive knowledge of the European energy and power markets is a must along with utility-scale renewable experience including energy storage.
2. Strong project and process management skills with experience managing multiple teams on simultaneous projects is required.
3. Strong oral and written communication skills. Preference for multilingual capability including, but not limited to English, Italian, French, Spanish, German, Polish.
4. Consultative selling skills, with ability to understand customer needs and develop a winning solution. Demonstrated success influencing senior level stakeholders in utility, IPP, or large commercial energy environments.
5. High attention to detail, with demonstrated ability to drive complex opportunities to profitable closure. Ability to multitask, with well-organized ability to manage teams committed to high standards.
6. Understanding of utility industry, independent power producers (IPPs) and European electricity and energy storage markets. Comprehensive understanding of the energy/power sector, including energy storage financing, construction, operations, maintenance, and economic drivers. Solid understanding of relevant legislation, and regulatory landscape.
7. Strong technical aptitude, critical thinking, and analytical skills.
8. Appreciate diversity and ability to build psychological safety and inclusion within the organization.
9. Readiness to travel.
10. Proficiency with MS Office and SalesForce.com, and ability to learn new tools to support objectives.
11. Bachelor's Degree required. Master's degree in business or technical field is a plus.

Your success will be measured by:

1. Successful project sales with end-to-end profitability.
2. Sales team engagement, stakeholder collaboration, and customer satisfaction.

Why you and us?

We at Wärtsilä believe in empowerment, ownership and taking responsibility of our work. We support each other's growth and co-creation is the true basis of our innovation. We have courage to see opportunities and take initiative.

We are authentic and honest, and we strongly believe that by being your own true self you can accomplish so much more. We don't always get it right the first time, and if mistakes are made, we make sure to learn and grow from them. We want everyone to voice their opinions freely. That is why we have built an environment that empowers you and everyone around you, and where you can feel safe and cared for. Are you eager to be part of this ambition?

We have an amazing team and we are excited about our work and the impact it has on building sustainable societies. We are looking to find a colleague with this shared passion for smart technologies and a sustainable future.

Contact & next steps

We hope to hear from you soon, by submitting your application through our careers portal. We aim to keep you updated on the process throughout.

Welcome to join us in shaping the decarbonisation of marine and energy

Last application date: 17/04/2025

At Wärtsilä we value, respect and embrace all our differences, and are committed to diversity, inclusion and equal employment opportunities; everyone can be their true self and succeed based on their job-relevant merits and abilities.

This is Wärtsilä

Wärtsilä is a global leader in innovative technologies and lifecycle solutions for the marine and energy markets. Our team of 18,300 professionals, in more than 230 locations in 77 countries, shape the decarbonisation transformation of our industries across the globe. Read more on www.wartsila.com.

#wärtsiläenergy