Univers provides the world's most comprehensive decarbonization system.
We help companies and countries optimize energy systems and reduce carbon emissions with accurate, reliable, and actionable decarbonization data. Our EnOS (Energy and Environment Operating System) platform connects on-the-ground operational technology and in-the-cloud intelligence to deliver real-time energy data and data-driven carbon monitoring, reporting, and abatement.
With 220 million sensors and smart devices connected, 550GW of renewable energy under management, and a community of over 500 customers, we're helping the world's leading businesses get the world to net zeroand what comes after it.
For more information, please visit https://univers.com/
Job Overview:
This dynamic role is ideal for a driven Business Development Manager (BDM) with a proven track record in building automation systems (BMS), IoT, and smart building technologies. As a leader in this space, you will be pivotal in building partnerships with external clients, system integrators, facility managers, and internal technical teams. Your expertise in consultative selling will drive the creation of energy-efficient solutions that shape the future of smart buildings.
As part of a collaborative team, you will work closely with Solution Architects, Product Teams, and IoT Specialists to deliver tailored, value-driven proposals to clients in the built environment. This position requires a proactive, entrepreneurial mindset and the ability to navigate complex, long sales cycles while establishing yourself as a trusted advisor.
Key Responsibilities:
- Product-driven Solution Development: Collaborate with Product Managers and technical teams to refine existing product offerings based on client feedback and market demand. Work with clients to understand their needs but drive conversations towards standardized product solutions rather than custom-built projects.
- Ecosystem & Partnership Growth: Establish partnerships with facility managers, system integrators (SI's), and asset owners to drive business development.
- Consultative Sales: Lead with a consultative selling approach. Help clients understand their pain points, collaborate on solutions, and evolve into trusted advisors.
- Tender & Proposal Leadership: Respond to tender opportunities, strategize bids, and coordinate cross-functional teams to ensure seamless handover to Solution Architects for detailed proposals.
- Customer Relationships: Develop a deep understanding of client needs across stakeholders, building long-term, mutually beneficial relationships with key industry players.
- Account Management & Customer Success Collaboration: Work closely with Customer Success and Account Management teams to ensure clients are appropriately supported post-sale. Focus on optimizing processes and workflows to streamline account transitions and product adoption, ensuring seamless handoffs and execution between teams. Your role will involve aligning internal teams around client needs to drive satisfaction and retention.
Ideal Candidate Profile:
- Experience: 10+ years in sales or business development within the Building Management Systems (BMS) or intelligent building technology space. A vast network in the built environment, including facilities management companies, is highly desirable.
- Sales Acumen: Proven success in consultative selling, with the ability to navigate complex procurement processes and long sales cycles. Experience handling government procurement and green initiatives (e.g., GreenLane, GEBIZ) is beneficial.
- Collaborative Leadership: A strong team player who excels in cross-functional collaboration with Solution Architects, Product Developers, and IoT Teams to deliver client-centered solutions.
- Communication Skills: Exceptional presentation and interpersonal skills with a talent for influencing senior stakeholders and leading negotiations. Able to articulate complex technical solutions in a clear, compelling manner.
Technical Knowledge:
- Comprehensive Expertise in Energy Management Systems: Proficient in implementing and managing energy monitoring systems that ensure real-time visibility and control over energy usage, contributing to enhanced operational efficiency and sustainability goals.
- IoT Platforms for Smart Infrastructure: Skilled in deploying IoT platforms to facilitate real-time data collection, monitoring, and automation, driving connectivity across smart infrastructure and enabling precise control of energy resources.
- Cloud and Edge Computing Solutions: Deep experience with cloud-based platforms and edge computing solutions to enable scalable, flexible infrastructure for energy management, ensuring that data is processed efficiently at both central and localized levels.
- Smart HVAC and Building Automation: Expertise in smart HVAC optimization, utilizing AI-driven technologies to improve energy efficiency, optimize indoor air quality, and reduce operational costs in smart buildings and large-scale infrastructure projects.
- Predictive Maintenance & AI-Powered Analytics: Proven ability to implement predictive maintenance technologies powered by AI-driven predictive analytics, identifying potential failures before they occur and optimizing energy consumption across industrial assets and infrastructure.
- Sustainability and Regulatory Compliance: Strong knowledge of sustainability frameworks and regulatory requirements such as GHG Protocol and CDP reporting, ensuring that all energy management practices comply with international sustainability standards and drive toward net-zero goals.
Preferred Experience:
- Industry Knowledge: Experience in BMS, HVAC optimization, IoT integration, and energy management solutions. Familiarity with smart city initiatives is highly valued.
- Client Network: Strong connections with facilities management companies, asset owners, and government agencies involved in public sector infrastructure projects.
- Regulatory Insight: Familiarity with sustainability standards such as GHG Protocol or environmental compliance frameworks is a plus.
- Education: Bachelor's degree in Engineering, Technology, or Computer Science, with a strong focus on smart building technologies or sustainability.
