Solutions NBD Manager (SBDM)
Company and BG Description:
Delta, founded in 1971, is a global provider of power and thermal management solutions. Its mission statement, "To provide innovative, clean and energy-efficient solutions for a better tomorrow," focuses on addressing key environmental issues such as global climate change. As an energy-saving solutions provider with core competencies in power electronics and automation, Delta's business categories include Power Electronics, Mobility, Automation, and Infrastructure.
Position Purpose:
In this Solutions New Business Development Manager role, you will focus on identifying, developing, and leading the solutions team in new business opportunities around complex solution-based offerings rather than standard products. The SBDM will drive strategic growth through tailored, high-value solutions that address specific new and existing client and/or markets needs. The role fuels the company growth by helping shape future offerings while reinforcing the company’s innovation and adaptability.
Job Objectives
Cross-Functional Solutions
• Collaborate with internal teams to design tailored solutions to clients
• Support and promote solutions across company business groups
• Support the solutions partner ecosystem
• Contribute to the growth of internal capabilities and improved processes
Market Intelligence & Competitiveness
• Gather and share competitive insights to support solution positioning
• Gain a deep understanding of customer/market pain points and solution needs
• Contribute to the overall development of solutions strategy
Engineering and Development
• Provide feedback to influence product roadmaps and help co-create new offerings with internal Delta product teams
• Strengthen the Delta product and solutions brand
• Provide engineering guidance, direction, and support in technical decision-making
Specific to Solutions Focus
• TBD: based on discussions with management and SBDM
Key Competencies:
• Strategic Prospecting & Market Research
o Identifying target markets and decision-makers.
o Mapping client needs with solutions.
o Understanding competitive landscapes.
• Consultative & Solution Selling
o Uncovering deep client needs (often unarticulated).
o Building tailored, value-driven proposals.
o Translating technical/complex offerings into client ROI.
• Relationship Building & Stakeholder Management
o Building trust with C-level and functional buyers.
o Influencing across internal and external stakeholders.
o Managing long sales cycles and complex buying groups.
• Opportunity Qualification & Pipeline Management
o Applying Delta frameworks to qualify leads.
o Managing a healthy, prioritized sales funnel.
o Forecasting revenue accurately.
• Negotiation & Closing
o Handling objections and aligning value with pricing.
o Navigating legal/procurement challenges.
o Sealing mutually beneficial deals.
• Collaboration & Internal Alignment
o Working with pre-sales, product, engineering, marketing, and delivery teams.
o Coordinating proposal responses (e.g., RFPs, RFIs).
o Translating client feedback into product or solution development.
Key Behaviors:
• Curiosity & Learning Agility
o Always probing for new insights and staying ahead of trends.
• Persistence & Resilience
o Not discouraged by setbacks or long sales cycles.
• Client-First Mindset
o Driven by helping clients succeed, not just hitting quotas.
• Integrity & Credibility
o Trusted by clients and internal teams alike.
• Adaptability
o Able to pivot messaging or strategy as market or client needs evolve.
• Proactive Ownership
o Takes initiative, drives the process, and owns outcomes.
Core Strengths:
• Business Acumen
o Understanding of business drivers, financials, and how clients define success.
• Executive Communication
o Clear, persuasive storytelling tailored to various stakeholders.
• Analytical Thinking
o Ability to diagnose business problems and craft measurable solutions.
• Networking Prowess
o Deepening existing relationships and leveraging networks to open doors.
• Digital Fluency
o Competence with CRM tools as well as product software and hardware
Duties/Responsibilities:
• Market & Opportunity Identification
o Research and analyze market trends, industry developments, and customer needs.
o Identify and target new markets, segments, and verticals.
o Develop and maintain a target account list based on ideal customer profiles.
• Prospecting & Lead Generation
o Generate new leads through outbound efforts (calls, emails, social selling, networking).
o Qualify leads using Delta frameworks to assess fit and readiness.
o Use CRM systems to manage prospect data and activity tracking.
• Client Engagement & Needs Discovery
o Conduct discovery sessions with prospective clients to understand business challenges.
o Diagnose client problems and align them with appropriate solution offerings.
o Build strong relationships with key decision-makers and influencers.
• Solution Development & Proposal Management
o Collaborate with internal teams (pre-sales, product, engineering, marketing, delivery) to craft tailored solutions.
o Develop customized proposals, statements of work (SOW), and pricing models.
o Respond to RFPs and RFIs with high-quality submissions.
• Sales Cycle Management
o Manage the end-to-end sales process from first contact to contract signature.
o Maintain an organized sales pipeline with accurate forecasting and reporting.
o Navigate complex sales cycles with multiple stakeholders and long lead times.
• Negotiation & Deal Closure
o Lead contract negotiations, ensuring mutual value and compliance with internal policies.
o Address client objections and procurement requirements confidently.
o Close deals to meet or exceed individual and team sales targets.
• Internal Collaboration & Handover
o Work with delivery and account management teams to ensure a smooth post-sale handover.
o Share client insights to help improve offerings and inform product development.
o Support cross-functional initiatives that drive customer success and revenue growth.
• Continuous Improvement & Reporting
o Track performance metrics and KPIs to measure effectiveness and areas for improvement.
o Regularly report pipeline status, sales forecasts, and market intelligence to leadership.
o Stay up to date on industry trends, competitor activities, and new technologies.
Qualifications:
• Educational Qualifications
o Bachelor’s degree in Business, Marketing, Sales, Engineering, IT, or a related field (required).
o MBA or relevant Master’s degree (preferred).
o Coursework in consultative or solution selling, sales enablement, or business strategy is a plus.
• Professional Experience
o 10+ years of experience in B2B sales, business development, or solutions selling.
o Proven track record of winning new complex, high-value, or consultative solutions business.
o Experience in industries such as:
Industrial and Automation Technologies
Professional Services / Consulting
Engineering / Industrial Solutions
o Experience with long sales cycles and multi-stakeholder selling.
o Strong background in developing proposals, pricing strategies, and closing contracts.
• Core Skills and Expertise
o Sales & Business Development
Solution selling, value-based selling, or consultative sales expertise.
Skilled in lead generation, pipeline building, and strategic account targeting.
Negotiation and closing skills with C-suite buyers.
o Strategic Thinking & Market Knowledge
Ability to identify emerging opportunities in new or existing markets.
Understanding of customer business models, pain points, and success metrics.
Strong competitive intelligence and market analysis skills.
o Communication & Interpersonal Skills
Executive presence with excellent verbal and written communication.
Ability to build trust and credibility quickly with both internal and external stakeholders.
Strong presentation skills, especially in tailoring value propositions.
o Technology & Tools Proficiency
Proficient with CRM systems
Familiarity with digital sales enablement tools
Competence with MS Office/Google Workspace, especially PowerPoint and Excel for client-facing materials.
• Certifications (Optional)
o Solution Selling Certifications
o Sales Certification
o Industry-specific certifications
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