Sydney, AU

Function:  Sales & Marketing
Job Category:  Sales & Marketing

Business Development Manager, Enterprise Software Solutions, MEA

Wärtsilä is leading the transition towards a 100% renewable energy future. We Wärtsilians help our customers unlock the value of energy transition by optimizing their energy systems and future-proofing their assets. Did you know Wärtsilä has delivered 74 GW of power plant capacity and more than 80 energy storage systems in 180 countries around the world?

In this fast changing world of energy, we are constantly on the lookout for future-oriented talent to join our team and to work towards enabling sustainable societies through innovation in technology and services - together. Want to join the ride?


As a Business Development Manager, you will focus on these responsibilities:

•    Originate new business opportunities for GEMS Software Solutions in Australia, with a focus on establishing new customers for enterprise master service agreements.
•    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.
•    Own customer relationship and opportunity business case/es (Capex & Opex).
•    Create strong market presence and increase awareness of Wärtsilä software solutions.
•    Develop, manage, and grow long term relationships with key customer accounts throughout project lifecycle.
•    Create new opportunities from named accounts, influencing customers' decisions by aligning their needs with Wärtsilä value proposition.
•    Execute strategy and account planning for assigned customers.
•    Prepare and submit offers for energy storage solutions.
•    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.
•    Collaborate with the Energy Storage Solutions sales team in their efforts to identify new customers for ESS Hardware.
•    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:

•    At least five (5) years of experience in enterprise software sales, in a renewable energy, independent power producer (IPP), equipment supplier, utility or other power market environment. 
•    At least ten (10) years of experience in a professional business environment.
•    Authorized to work in the Australia without Company sponsorship.
•    Fluency in English, with superior oral and written communication skills.
•    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.
•    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.
•    Understanding of utility industry, independent power producers (IPPs) and Australia 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 local legislation, regulatory landscape, and the requirements of doing business in the Australia energy storage industry.
•    Strong technical aptitude, critical thinking, and analytical skills.
•    Proficiency with MS Office and SalesForce.com, and ability to learn new tools to support objectives.
•    Bachelor's Degree required. Master's Degree in business or technical field is a plus.


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 in a diverse and inclusive work community where everyone can be their true self. 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?
You will be a part of a global organization with local presence and work in an exciting and dynamic working environment with highly motivated and skilled co-workers. We offer interesting and challenging work tasks, as well as personal and professional development in a great team.


Contact & next steps
Does this sound like the job for you? If yes, we hope to hear from you before the application deadline 21st July 2023 by submitting your application through our career’s portal. We receive your application only via our career’s portal and your email with the application will be deleted due to data privacy without notice to you. We aim to keep you updated on the process all the way. 


In case you have any questions about the open position, please contract David Hebert, Director, Sales Management ESS (david.hebert@wartsila.com) with any questions related to this position (only for questions from direct job applicants, applications through email will not be recorded or responded to). 


Please apply by 21st July 2023 at 23:59 GMT +10. Our recruiting tool recognizes the time zone where the job ad has been published and closes the application period according to same time zone.

Last application date: 04/10/2023 


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 17,000 professionals, in more than 200 locations in 68 countries, shape the decarbonisation transformation of our industries across the globe. Read more on www.wartsila.com