Business Development Manager - Digital Solutions

This is a fully remote position anywhere in the United States near a major airport. 

Building the people that build the world.

With platforms in HVAC and Detection and Measurement, SPX Technologies builds innovative solutions that enable a safer, more efficient, sustainable world.  Through our RiSE talent development framework, we Reach, Identify, Strengthen, and Engage our employees to support them in their continued development.  We’re a global company of problem solvers, collaborators, and innovators, and our businesses build solutions that impact the world. 

As part of Detection and Measurement, Radiodetection is a global leader in the design and development of equipment and software used by utility companies to install, protect, and maintain underground infrastructure networks.  Through precision and magnetic locators and ground penetrating radar, we help prevent damage to infrastructure utilities and protect lives.

How You Will Make An Impact

Are you ready to redefine how the utility industry approaches safety, efficiency and damage prevention? Radiodetection is seeking a high-caliber Business Development Manager for Digital Solutions to drive the adoption of our cutting-edge digital solutions.

This role is centered on the convergence of hardware and data. You will focus on our Locate Performance Management (LPM) software and Training Simulator, moving the needle from "locating utilities" to "optimizing fleet-wide performance." You will be responsible for driving Total Digital Revenue, encompassing both the high-value digitally enabled hardware and the recurring software subscriptions that power the ecosystem.

Principle Duties and Responsibilities

• Strategic Specification: Navigate complex utility organizational structures to secure technical specification and "buy-in" from senior executives and management.
• Total Digital Revenue Ownership: Drive and close integrated deals that combine smart, connected hardware with multi-year SaaS subscriptions, ensuring a seamless end-to-end digital solution for the client.
• Value-Based Selling: Demonstrate how the synergy between connected locators and LPM software reduces strikes, increases efficiency, lowers training costs, and provides auditable data for regulatory compliance.
• Internal Collaboration: Act as the digital subject matter expert, partnering with our established Key Account Managers to identify opportunities within existing and new high profile utility accounts and lead the transition from legacy hardware to digital ecosystems.
• Project Leadership: Oversee the end-to-end execution of digital rollouts, ensuring that hardware deployment, software integration, and simulator training programs meet the client’s operational KPIs.
• Market Intelligence: Stay ahead of industry trends in GIS, cloud data management, and utility safety standards to position Radiodetection as the premier digital partner.

• Combined Digital Revenue: Achievement of sales targets across the integrated portfolio of connected hardware and software subscriptions.
• Specification Rate: Successful inclusion of LPM and Simulator requirements in utility tender specification documents.
• Subscription Growth & Retention: Growth of the recurring revenue base and high user-adoption rates of the digital tools.
• Project Execution: Successful post-sale deployment and integration into client workflows.
• Opportunity management and coordination : Lead the management of the opportunity pipeline to achieve targeted success closure rate

Knowledge, Skills & Abilities

We each bring something to the table, and we are looking for someone who has:

• Are we adequately aligned and capable of succeeding in this market?
• Customer Insights
• Brand & Value
• Segmentation & Targeting
• How will we convey our product/service and how might that differ by individual customer or segment?
• What is the customer journey, how will we understand and improve it, and how will we support that with content?
• How will we actively get our message in front of the right people?
• Able to grasp new and product concepts, understand and present any commercial opportunities that they present.
• Confident communicator able to work effectively alongside a range of roles at all levels in a technical business.
• Fluent English – spoken and written.
• High level of computer-literacy; numerate.
• Self-motivated with an adaptable approach to enable effective prioritization of competing demands.
• Understanding of business finance – investment appraisal, product profitability

Education and Experience

• Bachelor’s Degree or alternative relevant experience.
• Significant relevant commercial experience
• Experience of working with international and cross functional teams
• Greater than five years experience in B2B sales, specifically targeting Utility, Tier 1 Contractors, or Municipalities. 
• Comfortable discussing IoT-enabled hardware, SaaS models, data analytics, and VR/simulated training.

How we live our culture

Our culture is at the center of what we do and, more importantly, who we are.  Our core values set a standard for how we manage ourselves, and our Leadership Model sets the standard for how we engage with each other.  Whether you are an individual contributor or you lead a large team, each of us leads at SPX.  

What benefits do we offer?

We know that the well-being of our employees is integral. Our benefits include:

• Generous and flexible paid time off including paid personal time off, caregiver, parental, and volunteer leave
• Competitive health insurance plans and 401(k) match, with benefits starting day one
• Competitive and performance-based compensation packages and bonus plans
• Educational assistance, leadership development programs, and recognition programs  

Our commitment to embrace diversity to build a culture of inclusion at SPX

We value different backgrounds, experiences, and voices at SPX, and we are committed to challenging ourselves, openly communicating, and striving to improve every day.  We believe in creating an inclusive work environment where everyone has a voice and is encouraged to realize their fullest potential. 

We recognize that attracting the best talent is key to our strategy and success as a company. As a result, we aim for flexibility in structuring competitive compensation offers to ensure we are able to attract the best candidates. As required by law in this state, the estimated salary range for this position is $86,000 - $145,000 per year  and represents our good faith estimate as to what our ideal candidates are likely to expect.   We tailor our offers within the range based on organizational needs, internal equity, market data, geographic zone, and the selected candidate’s experience, education, industry knowledge, location, technical and communication skills, and other factors that may prove relevant during the selection process.  At SPX, it is not common for individuals to be hired at the higher end of the range, and compensation decisions depend on a variety of factors.  This position is eligible to participate in a discretionary bonus, subject to the rules governing the plan.  SPX offers a variety of benefits, including health benefits, 401K retirement with a company match, and flexible time off.   More information about our benefits can be found on the “Rewards and Benefits” section of our career page.

SPX is an affirmative action and equal opportunity employer committed to making selection decisions without regard to race, color, religion, sex, sexual orientation or identity, national origin, age, disability, veteran status, or any other legally protected basis.