Business Development Manager Grid Data Management

About Tantalus Systems (TSX: GRID)

Tantalus is a technology company dedicated to helping utilities modernize their distribution grids by harnessing the power of data across all their devices and systems deployed throughout the entire distribution grid – from the substation to the EV charger located behind the meter. We offer smart grid solutions across multiple levels: intelligent connected devices, communications networks, data management, enterprise applications and analytics. Learn more at http://www.tantalus.com/.

Come join us if you’re interested in being part of an entrepreneurial team, solving complex technical problems and delivering innovative solutions that will directly impact the electrification of everything and the decarbonization of our society.

We have operations throughout the United States and Canada with offices in Burnaby (British Columbia, Canada), Raleigh (North Carolina, USA), and Norwalk (Connecticut, USA).

This position offers a competitive salary plus variable compensation based on performance targets and business objectives.  Tantalus also offers generous benefits, including medical, dental and vision plans, healthcare and dependent care flexible spending accounts and paid time off.

The Opportunity:

Reporting to the Chief Revenue Officer, the Manager, Business Development – Grid Data Management (BDM) will be responsible for developing and executing the Go-To-Market strategy for Tantalus’ TRUSync Grid Data Management solution, TRUGrid and TRUFlex suite of control and automation solutions.  The BDM will work alongside corporate resources in marketing, sales and product management to grow the top line, sharpen key messaging, prioritize target utility accounts, map out the market ecosystem, design our strategy and priorities and establish detailed working relationships and agreements with key industry players within the global utility and renewables markets; specifically priorities include utility customers, system integrators, renewable developers, EPCs, channels, utility-scale solar and PV, battery, EV infrastructure, fleet electrification and microgrid markets.  The primary function will be to identify and close Grid Data Management and Automation opportunities to scale that portion of Tantalus’ revenue profile by establishing the necessary relationships and agreements within the utility and renewables market.

Location of the position:

This role is preferred to be a hybrid position based in our Raleigh, NC or Norwalk, CT office. A remote position may also be considered.

Key Responsibilities:

The BDM serves as the primary sales and business development lead for the TRUSync Grid Data Management, TRUGrid suite of and automation and TRUFlex suite of control solutions, ensuring that top-line sales objectives are achieved. This role involves executing a tactical strategy to, working alongside the company’s sales resources, identify, develop, and close new customer opportunities. The BDM will collaborate effectively with channel partners, system integrators, third-party developers, and OEMs, while also engaging with senior technical and executive leadership across key sectors, including North American IOU, cooperative and public utilities, system integrators and key stakeholders.

Specifically, the Manager, Business Development – Grid Data Management will:

• Identify and develop new business opportunities in underdeveloped market segments aligned with the company’s growth strategy and product offerings.


• Conceive, design, and implement innovative strategies to drive market share growth and capture strategic projects.


• Anticipate market innovations by collaborating with lead customers, creating competitive advantages through joint solution-selling opportunities.


• Assess the effectiveness of direct and channel-to-market strategies, identifying improvement opportunities in partnership with Product, Engineering, and Account Management teams. Develop and implement channel strategies to achieve significant year-over-year growth.


• Monitor customer, market, and competitor activity, providing actionable feedback to the leadership team and other relevant company functions.


• Assess and modify as appropriate and in conjunction with Product Management, the company’s pricing strategy for solutions under the BDM’s responsibility.

What You Bring:
Education and Experience:

• Bachelor’s degree required, technical degrees preferred; MBA strongly preferred.


• Proven success in large utilities, System Integrators, Renewable Developers, EPC, and utility-scale solar, battery, and microgrid sales.


• In-depth knowledge of the renewable energy market, including technology, regulations, and trends.


• Experience with analytics, SCADA, OMS, DMS, ADMS, DERMS, utility-scale solar, battery, and related utility software a plus.


• Strong track record in selling enterprise SaaS solutions to large utilities using complex sales methodologies.


• Proficient in CRM management (e.g., Salesforce).


• At least five years in senior sales, business development, or product marketing roles, preferably in utility software solutions.


• Experience selling to C-level and senior technical leaders in OEM and Electric Utility markets.


• Ability to originate and close new business in alignment with company objectives.


• Excellent interpersonal, communication, and organizational skills.


• Self-motivated, proactive, with a strong work ethic and minimal supervision.


• Strong team player.

Basic Qualifications: 

• Proven track record of exceeding sales targets in complex software/SaaS sales within public, cooperative, and IOU market segments in North America.


• Expertise in selling enterprise SaaS solutions using consultative sales methodologies.


• Experience in developing and executing go-to-market strategies and sales plans.


• Skilled in managing key customer relationships and closing strategic deals.


• Minimum 10 years of experience in sales or marketing management.


• Legally authorized to work in the U.S. without sponsorship.


• Valid, unrestricted driver’s license required.


• Willing to travel domestically as required aligned with corporate goals and objectives.

If you possess some of the key skills and experiences outlined in the job posting and are genuinely interested in the position, we invite you to take a chance and submit your application. We value diverse perspectives, unique skills, and believe in the power of potential over specific qualifications.

Tantalus is committed to employment equity and building a diverse workforce. We welcome and encourage Indigenous applicants, people of colour, all genders, 2SLGBTQ+ and persons with disabilities to apply.  Accommodations are available on request for candidates taking part in all aspects of the selection process. For a confidential inquiry, simply email us at [email protected].