Senior Business Development Executive – Operational Technology Solutions

Company Description

We are SGS – the world’s leading testing, inspection and certification company. We are recognized as the global benchmark for quality and integrity. Our 98,000 employees operate a network of 2,650 offices and laboratories, working together to enable a better, safer and more interconnected world.

Job Description

Sulphur Experts is a process engineering company of parent company SGS that are focused on providing leading-edge evaluation services for sulphur recovery, amine treating and dehydration processes. What sets Sulphur Experts apart from the competition is their size and technical strength. We have the ability to field up to ten test crews simultaneously with all the equipment and engineering support required to meet the specialized on-site testing and evaluation needs of our clients. With offices in Canada, the Netherlands, the United States, LATAM and the Middle East we can mobilize efficiently to meet the most demanding situations and schedules in a timely manner.

We're seeking a Senior Business Development Executive who understands that selling operational technology isn't about pushing products—it's about becoming a trusted advisor in our clients' digital transformation journeys. This role requires deep technical credibility in SCADA, industrial automation, and OT/IT convergence, combined with the patience and expertise to navigate complex, multi-stakeholder sales cycles that can span 6-18 months.

You'll be selling transformation, not transactions. Our clients are making mission-critical decisions about infrastructure that runs 24/7 operations generating millions in daily revenue. They need a partner who speaks their language, understands their operational challenges, and can articulate how modern OT architectures solve real business problems.

Key Responsibilities

Strategic Account Development

• Build and nurture C-level relationships with operations, engineering, and IT leadership at target accounts
• Map complex organizational structures to identify technical champions, economic buyers, and decision influencers
• Develop multi-year account strategies that align with clients' digital transformation roadmaps
• Position Streamline Control as the trusted advisor for OT modernization initiatives

Technical Sales Leadership

• Lead technical discovery sessions to understand current SCADA architectures, pain points, and future requirements
• Collaborate with solutions architects to develop compelling technical proposals that address specific operational challenges
• Articulate the business value of modern OT solutions (reduced downtime, improved efficiency, regulatory compliance, cybersecurity resilience)
• Navigate complex technical evaluations including POCs, pilot projects, and phased implementations

Solution Positioning

• Translate technical capabilities (MQTT architectures, edge computing, cloud analytics) into business outcomes
• Develop ROI models that justify OT infrastructure investments to executive stakeholders
• Create industry-specific value propositions for oil & gas, utilities, manufacturing, and pharmaceuticals
• Position against competitors by highlighting our implementation expertise vs. product-only approaches

Relationship & Partnership Management

• Cultivate long-term advisory relationships that extend beyond individual projects
• Coordinate with technology partners (Inductive Automation, AVEVA, Microsoft, Snowflake) on joint opportunities
• Engage with engineering firms, EPCs, and system integrators on collaborative opportunities
• Maintain visibility at industry events, user groups, and technical conferences

Qualifications

Required Qualifications

Technical Foundation

• 7+ years selling complex industrial automation, SCADA, or operational technology solutions
• Deep understanding of OT architecture: PLCs, RTUs, historians, HMIs, industrial networks
• Fluency in industrial protocols (OPC, Modbus, DNP3, MQTT) and modern IIoT concepts
• Knowledge of cybersecurity frameworks (IEC 62443) and regulatory requirements (API 1165, NERC CIP)

Sales Excellence

• Proven track record selling $500K-$5M enterprise OT projects with 6+ month sales cycles
• Experience with consultative, solution-based selling methodologies (Miller Heiman, Challenger, MEDDIC)
• Ability to manage complex stakeholder dynamics across operations, engineering, IT, and procurement
• Demonstrated success building pipeline through both hunting and farming activities

Industry Knowledge

• Domain expertise in at least two of: Oil & Gas, Power & Utilities, Manufacturing, Pharmaceuticals
• Understanding of operational challenges: aging infrastructure, cybersecurity, digital transformation, IT/OT convergence
• Familiarity with industry standards and best practices (ISA-95, ISA-88, Purdue Model)
• Network within the industrial automation community

Preferred Qualifications

• Engineering degree (Chemical, Electrical, Mechanical, or Computer)
• Direct experience with Ignition, AVEVA PI System, or other major SCADA/historian platforms
• Understanding of cloud platforms (Azure, AWS) and data analytics in industrial contexts
• Existing relationships with major energy or industrial companies in Western Canada
• Experience selling both professional services and software solutions

Additional Information

SGS is an Equal Opportunity Employer, and as such we recruit, hire, train, and promote persons in all job classifications without regard to race, color, religion, sex, national origin, disability, age, marital status, sexual orientation, gender identity or expression and Indigenous status, or any other characteristics protected by law.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily with or without reasonable accommodations. The requirements listed above are representative of the knowledge, skills, and/or abilities required.

This job description should not be construed as an exhaustive statement of duties, responsibilities, or requirements, but a general description of the job. Nothing contained herein restricts the company's rights to assign or reassign duties and responsibilities to this job at any time.

Accommodations are available on request for qualified candidates during each stage of the recruitment process.

Please note that candidates applying for Canadian job openings should be authorized to work in Canada.

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