Job Title

Senior Business Development Executive Operational Technology Solutions Company Description We are SGS the worlds leading testing, inspection and certification company. 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, a process engineering subsidiary of SGS, provides leadingedge evaluation services for sulphur recovery, amine treating and dehydration processes. With offices in Canada, the Netherlands, the United States, LATAM and the Middle East, we mobilize efficiently to meet demanding schedules. We are seeking a Senior Business Development Executive who becomes a trusted advisor in clients digital transformation journeys. This role requires deep technical credibility in SCADA, industrial automation and OT/IT convergence, combined with the patience to navigate complex, multistakeholder sales cycles that span 618 months. Key Responsibilities Build and nurture Clevel relationships with operations, engineering and IT leadership at target accounts. Map complex organizational structures to identify technical champions, economic buyers and decision influencers. Develop multiyear account strategies that align with clients digital transformation roadmaps. Position Streamline Control as the trusted advisor for OT modernization initiatives. 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. Translate technical capabilities (MQTT architectures, edge computing, cloud analytics) into business outcomes. Develop ROI models that justify OT infrastructure investments to executive stakeholders. Create industryspecific value propositions for oil & gas, utilities, manufacturing and pharmaceuticals. Position against competitors by highlighting our implementation expertise versus productonly approaches. Cultivate longterm 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. Required Qualifications 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 (IEC62443) and regulatory requirements (API1165, NERCCIP). Proven track record selling $500K$5M enterprise OT projects with 6+ month sales cycles. Experience with consultative, solutionbased selling methodologies (MillerHeiman, Challenger, MEDDIC). Ability to manage complex stakeholder dynamics across operations, engineering, IT and procurement. Demonstrated success building pipeline through both hunting and farming activities. 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 (ISA95, ISA88, Purdue Model). 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. Equal Opportunity Employer SGS is an Equal Opportunity Employer. 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 or 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. Accommodations are available on request for qualified candidates during each stage of the recruitment process. Candidates applying for Canadian job openings must be authorized to work in Canada. #J-18808-Ljbffr