Business Development Director

Job Description

Director – Business Development

Industrial Autonomy & Engineering Unit (IA&E)

Location: Oslo, Norway

Role Purpose

The Business Development Director – Norway will be responsible for driving strategic growth, market expansion, and executive level engagement for the Industrial Autonomy & Engineering Unit across Norway, with a focus on Oil & Gas, Energy, and Utilities.

The role will lead growth across upstream, midstream, downstream, offshore, renewable energy, and energy infrastructure organizations, positioning IA&E as a trusted partner for industrial autonomy, digital engineering, OT modernization, and AI enabled energy transformation.

This position requires deep understanding of the Norwegian energy ecosystem, regulatory landscape, and digital priorities, combined with proven experience in large deal origination and strategic account development.

Key Responsibilities

Market & Growth Leadership (Norway – Energy Focus)

 Own and execute the Norway market strategy for IA&E with primary focus on Oil & Gas and Energy.

 Identify and develop strategic growth opportunities across:

• Oil & Gas operators (upstream, midstream, downstream)
• Energy utilities and grid operators
• Offshore and subsea operations
• Renewable and energy transition programs

 Drive market positioning aligned with energy efficiency, safety, resilience, and sustainability objectives.

Client Acquisition & Executive Engagement

 Build strong C level and VP level relationships with CIOs, CTOs, COOs, Heads of Digital, and Asset Directors.

 Lead new logo acquisition and expansion of strategic energy accounts in Norway.

 Act as a trusted advisor to customers on digital transformation, operational autonomy, and asset centric modernization.

Sales & Strategic Deal Ownership

 Own the end to end sales lifecycle for large and complex opportunities:

• Opportunity identification and qualification
• Solution shaping and value articulation
• Commercial structuring, negotiation, and closure

 Drive achievement of revenue, order booking, and pipeline targets for Norway.

Energy Centric Solution Positioning

 Drive sales and positioning of IA&E offerings including:

• OT modernization and OT cyber security
• Industrial autonomy and automation
• Digital engineering for energy assets
• Connected operations, remote monitoring, and control rooms
• AI/ML enabled predictive maintenance and asset analytics
• Digital twins for energy infrastructure and pipelines

 Align offerings with regulatory, safety, and compliance requirements specific to Norway’s energy sector.

Ecosystem & Partnerships

 Build and leverage local energy ecosystem partnerships with:

• Oil & Gas operators and EPCs
• OT and automation OEMs
• Hyper scalers and industrial software providers

 Represent IA&E at energy forums, industry events, and customer roundtables in Norway.

Internal Collaboration & Governance

 Collaborate closely with account teams, solution architects, delivery leaders, and global IA&E stakeholders.

 Ensure compliance with commercial, legal, risk, and regulatory governance frameworks.

Key Performance Indicators (KPIs)

 Revenue growth and order intake for Norway

 Energy focused qualified pipeline and win ratio

 New logo wins and strategic account expansion

 Deal quality, profitability, and annuity growth

 Client satisfaction and long-term partnership strength

Required Experience & Qualifications

Professional Experience

 12+ years of experience in business development, sales leadership, or account management within:

• Oil & Gas, Energy, or Utilities sectors
• Engineering services or industrial digitalization

 Proven track record of closing large, complex B2B deals in the Norwegian energy market.

 Strong familiarity with energy operations, asset centric systems, and OT environments.

Domain Expertise

 Strong exposure to:

• Oil & Gas value chain (upstream to downstream)
• Energy infrastructure and utilities
• Industrial autonomy, automation, and digital engineering
• OTIT convergence, AI, and data driven operations

 Ability to translate deep technical solutions into business and operational outcomes.

Leadership & Personal Attributes

 Executive presence with strong negotiation and storytelling skills

 Strategic thinker with hand son execution capability

 High ownership, resilience, and customer focus

 Ability to operate effectively in matrixed, global organizations

Education

 Bachelor’s degree in engineering, Technology, or Business

 MBA or equivalent advanced qualification preferred