Head Of Business Development

Role Context
This is a newly created leadership role established to support the company’s expanding footprint in North America within the Smart Street Lighting and Smart City sectors. With an initial base of customers and partners already in place, the organization is entering a critical growth phase where local leadership and deeper market engagement are essential to unlock further growth. The company offers a combination of hardware and software platforms enabling end to end solutions across the Smart Street Lighting and Smart City sectors. The Head of Business Development – North America will act as the regional commercial lead, managing initially two team members and driving both strategic and operational initiatives.

Role Purpose
To lead and accelerate the next phase of growth in North America by further strengthening existing partners, building new partnerships and developing into new territories across the region. The role is responsible for building a strong commercial strategic direction – spanning distributors, utility companies, systems integrators, technology partners and end clients – while delivering sustainable revenue growth and continuing to establish the company as a leading Smart Street Lighting provider in North America.

Key Accountabilities of the Role

Strategic Leadership & Market Development
Define and execute the regional growth strategy focused on Smart Street Lighting across the territory

Identify priority partners and customers to accelerate growth

Provide market insights and strategic recommendations to marketing staff and senior leadership

Partnership Development and Management
Strengthen and expand relationship with existing partners

Identify, negotiate and secure new strategic partnerships and alliances

Represent the organization in high level external engagements and negotiations

Revenue Growth and Pipeline Development
Build and maintain a strong pipeline of opportunities across the region

Drive new business acquisition and expansion within existing accounts

Oversee complex multi– component deals involving hardware, software and services

Ensure accurate, forecasting and achieving of revenue targets

Team Leadership
Lead, mentor, and develop team members building regional expertise in the solutions

Build regional capability and foster a high performance, accountable culture

Ensure effective allocation of resources and prioritization of opportunities

Further scale the team over time as regional opportunities grow

Regional Execution and Stakeholder engagement
Act as the primary regional lead for business development activities

Ensure execution is tailored to local market conditions and regulatory environment

Represent the company at industry events, trade shows, and client engagements

Cross – Functional Collaboration
Work closely with global teams (eg. product, marketing, technical support, legal, finance) to support initiatives

Ensure alignment between regional execution and global strategy

Qualifications, Experience & Skills:

Experience & Qualifications: Required: Degree in Business, Engineering, Technology or a related field 

MBA or relevant executive education

Significant experience 8-12 years’ experience in business development, partnerships or commercial leadership across the Smart Street Lighting/Smart City sectors

Proven track record of driving growth in North American markets

Experience managing and developing teams

Demonstrated success in negotiating and closing complex, high value deals

Experience selling and scaling solutions that combine hardware, software, and services

Demonstrated success in managing partners such as system integrators and distributors

Experience working in or with multinational organizations

Job specific skills:
Strong strategic thinking and commercial acumen

Solid understanding of Smart Street Lighting technologies, IoT eco-systems and data driven solutions

Deep understanding of North American market dynamics and business culture

Excellent relationship – building and stakeholder management skills

Advanced negotiation and influencing capabilities

Ability to operate autonomously and make decision in a regional leadership role

Strong leadership and people development skills

The job is remote, and the company is based in Delaware.