Company DescriptionWe are SGS – the world’s leading testing, inspection and certification company. We are recognized as the global benchmark for quality and integrity. 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 DescriptionSGS is currently working in partnership with Streamline Control to hire a Senior Business Development Executive – Operational Technology Solutions.At Streamline, we thrive on getting the most from technology investments by pairing visionary thinking with effective strategizing.Streamline Control was founded in 2011 and has over a decade of experience providing modern industrial control systems, working with the Industrial Internet of Things (IIoT) and best-in-class operational technologies. We’ve come up with an industry-leading delivery methodology using IIoT solutions for the energy, utility, and manufacturing sectors.Senior Business Development Executive who understands that selling operational technology isn't about pushing products—it's about becoming a trusted advisor in our clients' digital transformation journeys. This role requires deep technical credibility in SCADA, industrial automation, and OT/IT convergence, combined with the patience and expertise to navigate complex, multi-stakeholder sales cycles that can span 6-18 months.You'll be selling transformation, not transactions. Our clients are making mission-critical decisions about infrastructure that runs 24/7 operations generating millions in daily revenue. They need a partner who speaks their language, understands their operational challenges, and can articulate how modern OT architectures solve real business problems.Key ResponsibilitiesStrategic Account DevelopmentBuild and nurture C-level relationships with operations, engineering, and IT leadership at target accountsMap complex organizational structures to identify technical champions, economic buyers, and decision influencersDevelop multi-year account strategies that align with clients' digital transformation roadmapsPosition Streamline Control as the trusted advisor for OT modernization initiativesTechnical Sales LeadershipLead technical discovery sessions to understand current SCADA architectures, pain points, and future requirementsCollaborate with solutions architects to develop compelling technical proposals that address specific operational challengesArticulate 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 implementationsSolution PositioningTranslate technical capabilities (MQTT architectures, edge computing, cloud analytics) into business outcomesDevelop ROI models that justify OT infrastructure investments to executive stakeholdersCreate industry-specific value propositions for oil & gas, utilities, manufacturing, and pharmaceuticalsPosition against competitors by highlighting our implementation expertise vs. product-only approachesRelationship & Partnership ManagementCultivate long-term advisory relationships that extend beyond individual projectsCoordinate with technology partners (Inductive Automation, AVEVA, Microsoft, Snowflake) on joint opportunitiesEngage with engineering firms, EPCs, and system integrators on collaborative opportunitiesMaintain visibility at industry events, user groups, and technical conferencesQualificationsRequired QualificationsTechnical Foundation7+ years selling complex industrial automation, SCADA, or operational technology solutionsDeep understanding of OT architecture: PLCs, RTUs, historians, HMIs, industrial networksFluency in industrial protocols (OPC, Modbus, DNP3, MQTT) and modern IIoT conceptsKnowledge of cybersecurity frameworks (IEC 62443) and regulatory requirements (API 1165, NERC CIP)Sales ExcellenceProven track record selling $500K-$5M enterprise OT projects with 6+ month sales cyclesExperience with consultative, solution-based selling methodologies (Miller Heiman, Challenger, MEDDIC)Ability to manage complex stakeholder dynamics across operations, engineering, IT, and procurementDemonstrated success building pipeline through both hunting and farming activitiesIndustry KnowledgeDomain expertise in at least two of: Oil & Gas, Power & Utilities, Manufacturing, PharmaceuticalsUnderstanding of operational challenges: aging infrastructure, cybersecurity, digital transformation, IT/OT convergenceFamiliarity with industry standards and best practices (ISA-95, ISA-88, Purdue Model)Network within the industrial automation communityPreferred QualificationsEngineering degree (Chemical, Electrical, Mechanical, or Computer)Direct experience with Ignition, AVEVA PI System, or other major SCADA/historian platformsUnderstanding of cloud platforms (Azure, AWS) and data analytics in industrial contextsExisting relationships with major energy or industrial companies in Western CanadaExperience selling both professional services and software solutionsAdditional InformationSGS is an Equal Opportunity Employer, and as such 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 and 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. The requirements listed above are representative of the knowledge, skills, and/or abilities required.
This job description should not be construed as an exhaustive statement of duties, responsibilities, or requirements, but a general description of the job. Nothing contained herein restricts the company's rights to assign or reassign duties and responsibilities to this job at any time.
Accommodations are available on request for qualified candidates during each stage of the recruitment process.
Please note that candidates applying for Canadian job openings should be authorized to work in Canada.#IND
