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Eaton Corporation Business Development Manager, Utility Software Solutions in Maryland

Eaton’s Electrical Sector, North American Sales group is currently seeking a Business Development Manager, Utility Software Solutions to join our team. This position can be based remotely out of the following states: Maine, Massachusetts, Rhode Island, New York, New Jersey, Maryland, Virginia, North Carolina, South Carolina, Georgia, or Florida. Relocation assistance is offered for this position.

Position Overview:

The primary responsibility of the Business Development Manager is to leverage and engage Eaton's enterprise-wide resources to coordinate and grow sales of Software and related technology solutions to the Electric Utility Segment. This role will support the Northeast, Southeast, and Gulf regions of the US. This position can be remote within the US, with travel expected up to 50% in the assigned regions.

Essential Functions:

  • Utility relationship management involving Utility resources at appropriate decision-making level with titles up to and including Senior Managers, Directors, Vice Presidents, and Chief Executive Officers. On-going assessment of relationship efficiency and effectiveness, insuring Eaton is in the best position to win profitable software solution business.

  • Lead, coordinate and define a single, action oriented, Utility development plan including input from all members of the sales, solution architects, service and support team assigned and associated with the Utility and as mutually agreed, where appropriate, by the assigned Utility(s)

  • Project manage the execution of the Utility Sales plan, providing required status and results reporting on a monthly, quarterly and annual basis. Results and measurements will include quantitative and qualitative measures (orders, further strategic account development by defining mutual innovations and software solutions projects, relationship development, etc.).

  • Lead and drive Utility opportunity identification, pursuit and assist with closure - involving applicable Software, Solutions and Services. Provide necessary, company-wide visibility to the assigned Utility(s) opportunity pipeline and include this critical information in all required status and results reporting.

  • Lead, develop and manage key Utility negotiations – specifically, contract vehicles that will expand Eaton’s ability to win Utility Software Solutions business, as well as the development and advancement of strategic partner development initiatives.

  • Lead the establishment of a five-year rolling development plan for the Utility(s) with annual objectives for the Utility team and provide necessary information for performance measurement and goal attainment and, potentially, incentive payout calculations.

  • Insure necessary regional and local account sales, service & support resources are assigned, engaged in execution of the Utility plan, actively and with agreed priority. Resolve any resource misalignment or account priority issues with the appropriate regional or local resource structural manager

  • Leverage ingrained knowledge of Eaton’s software solution portfolio, pre-sale, delivery/execution and services capabilities applicable to assigned Utility activity.

  • Provide specific Voice of Customer feedback to appropriate product, software, solutions and service, sales and marketing business leaders – for future product solution development, quality, modification, customer satisfaction and other commercial purposes.

  • Translate thought leadership for Utility Software Solution concepts into tangible writing, speaking and other awareness-building activities that will positively enhance Eaton’s reputation and brand within the Electric Utility industry.

  • Travel as required and based on the assigned Utility account locations – anticipated up to 50%

  • Lead, develop and deliver presentations involving a variety of topics (Company overview, Programs, Products, Software, Solutions, Services, Account Plan, etc.) to appropriate resources at various levels at assigned Utility customers

  • Participate and provide customer specific input to Segment, Product and Services Marketing Plan development and Profit Planning for Products, Software, Solutions and Services businesses

  • As requested, lead, develop and deliver Utility Industry presentations, lead group discussions/panels and represent Eaton as a subject matter expert and thought leader


Required (Basic) Qualifications:

  • Bachelor’s degree from an accredited institution

  • Minimum 10 years of experience in sales or electric utility industry

  • Minimum 5 years of experience selling and promoting Software Sales

  • Must be legally authorized to work in the United States without company sponsorship both now and in the future

  • Possess and maintain a valid and unrestricted driver’s license

Preferred Qualifications:

  • Bachelor’s degree in Business, Software or Electrical Engineering

  • Master’s degree

  • Product line management experience a plus

Position Success Criteria:

  • Client/Solution Development – clients with multiple sites in various geographies

  • Strategic Thinking and Planning

  • Relationship Management

  • Team leadership – setting direction, creating inspiring vision, motivating

  • Solution Development (Team Based)

  • Coaching and Mentoring

  • Customer Presence including multi-level comfort and confidence

  • Knowledge of electrical Utility Industry and Smart Grid Solutions

  • Ability to understand and effectively communicate customer needs

Eaton considers qualified applicants regardless of criminal histories, consistent with local laws. To request a disability-related reasonable accommodation to assist you in your job search, application or interview process, please call 412-893-3600 or send an email to: What you will get from usEaton’s mission is to improve the quality of life and the environment through the use of power management technologies and services. We provide sustainable solutions that help our customers effectively manage electrical, hydraulic and mechanical power – more safely, more efficiently and more reliably. Making what matters work at Eaton takes the passion of every employee around the world. We create an environment where creativity, invention and discovery become reality, each day. It’s where bold, bright professionals like you can reach your full potential—and where you can help us reach ours. Eaton’s 2020 revenues were $17.9 billion, and we sell products to customers in more than 175 countries. We have approximately 85,000 employees.We make work exciting, engaging and meaningful for our employees through our dedication to tackling some of the toughest power management challenges on the planet and by never losing sight of what matters. Our culture is built on a strong commitment to practicing our core values and supporting our employees with the tools they need to succeed. We pledge to always foster a diverse and inclusive environment, including inclusion resource groups that bring together employees who share a common purpose, interest or background. In the past year, our company has received top employment recognition by the Human Rights Campaign and almost fifty percent of our Board of Directors represented diverse groups. When we embrace the different ideas, perspectives and backgrounds that make each of us unique, we — as individuals and as a company — are stronger.We have demonstrated our passion for sustainability with the recent announcement of cutting carbon emissions from the company’s operations by at least 50 percent by 2030. We are ethical, passionate, accountable, efficient, transparent and committed to learning. We are confident we can deliver on our promise to improve the quality of life and the environment because of the attributes that our employees embody.We are committed to ensuring equal employment opportunities for all job applicants and employees. Employment decisions are based upon job-related reasons regardless of an applicant's race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, marital status, genetic information, protected veteran status, or any other status protected by law.

Job: Sales

Region: North America – US/Puerto Rico

Organization: NAS North American Sales

Job Level: Individual Contributor

Schedule: Full-time

Is remote work (i.e. working from home or another Eaton facility) allowed for this position?: Yes – Remote

Does this position offer relocation?: Relocation from within hiring country only

Travel: Yes, 50 % of the Time

Eaton is an Equal Opportunity and Affirmative Action Employer. Eaton is committed to ensuring equal employment opportunities for all job applicants and employees. Employment decisions are based upon job-related reasons regardless of an applicant's race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, marital status, genetic information, protected veteran status, or any other status protected by law.