Senior Business Development Executive, Operational Technology Solutions

We're seeking a 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 Responsibilities

Strategic Account Development

• Build and nurture C-level relationships with operations, engineering, and IT leadership at target accounts
• Map complex organizational structures to identify technical champions, economic buyers, and decision influencers
• Develop multi-year account strategies that align with clients' digital transformation roadmaps
• Position Streamline Control as the trusted advisor for OT modernization initiatives

Technical Sales Leadership

• 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

Solution Positioning

• Translate technical capabilities (MQTT architectures, edge computing, cloud analytics) into business outcomes
• Develop ROI models that justify OT infrastructure investments to executive stakeholders
• Create industry-specific value propositions for oil & gas, utilities, manufacturing, and pharmaceuticals
• Position against competitors by highlighting our implementation expertise vs. product-only approaches
• Relationship & Partnership Management
• Cultivate long-term 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

Technical Foundation

• 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 (IEC and regulatory requirements (API 1165, NERC CIP)

Sales Excellence

• Proven track record selling $500K-$5M enterprise OT projects with 6+ month sales cycles
• Experience with consultative, solution-based selling methodologies (Miller Heiman, Challenger, MEDDIC)
• Ability to manage complex stakeholder dynamics across operations, engineering, IT, and procurement
• Demonstrated success building pipeline through both hunting and farming activities

Industry Knowledge

• 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 (ISA-95, ISA-88, Purdue Model)
• Network within the industrial automation community

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

What Success Looks Like

Year 1

• Build qualified pipeline of $10M+ in opportunities
• Close $2-3M in new business across 3-5 strategic accounts
• Establish Streamline Control as a trusted advisor with 10+ target accounts
• Develop at least 2 strategic partnership opportunities

Ongoing

• Maintain 3x pipeline coverage with 6-month rolling forecast accuracy of 80%+
• Achieve 40% win rate on qualified opportunities
• Generate 60% of revenue from existing account expansion
• Position Streamline Control for enterprise framework agreements

Why This Role Matters

Industrial organizations are at a critical inflection point. Legacy SCADA systems are failing, cybersecurity threats are escalating, and the pressure to digitally transform is intense. But these companies can't afford to fail—their operations are too critical. They need a partner who understands both where they've been and where they need to go.

This role isn't about selling software licenses or billable hours. It's about helping companies modernize the operational technology that drives our economy—the systems that deliver energy, manufacture products, and process resources. You'll be selling peace of mind to operations leaders who can't afford downtime, competitive advantage to executives facing digital disruption, and technical excellence to engineers who demand the best.

Compensation & Benefits

• Base salary: $120,000 - $150,000 (commensurate with experience)
• Commission structure: Uncapped, targeting 40-60% of base at plan
• Comprehensive benefits package
• Vehicle allowance and expense account
• Professional development and training opportunities
• Opportunity to work with cutting-edge OT technologies

Job Type: Full-time

Pay: $120,000.00-$150,000.00 per year

Benefits:

• Company events
• Dental care
• Extended health care
• Flexible schedule
• On-site childcare
• On-site gym
• Paid time off
• Vision care
• Wellness program
• Work from home

Application question(s):

• Will you now or in the future require sponsorship for employment visa status?
• This role requires the candidate to be located in or near our office in Calgary, AB, Canada. Are you currently based in Calgary or able to commute?
• How many years of experience do you have working in a sales or business development capacity in IIoT, industrial automation, operational technology, and SCADA systems?

Work Location: Hybrid remote in Calgary, AB T2P 3T1