Strategic Business Developer – Key Projects

Who we’re looking for The Strategic Business Developer (SBD) is responsible for identifying, developing, and scaling large, high-value co nstruction projects and strategic accounts, with a focus on long-term value creation rather than transactional sales. This role sits at the intersection of the Hilti Energy & Industry (E&I) organization, Large Projects and Fieldwire’s large-project growth strategy leveraging and expanding Hilti’s strong existing customer relationships, market access, and credibility within complex project ecosystems. Drawing on the proven E&I model, the SBD focuses on strategic account development, early engagement, and specification influence to position Fieldwire upstream in the customer decision cycle. The SBD works closely with Hilti E&I, Strategic Accounts, and Large Projects teams to identify and shape priority opportunities , building senior relationships and embedding Fieldwire into large-project ecosystems early. In parallel, the role partners with regional sales teams (Enterprise AEs) to execute the commercial close once opportunities are sufficiently developed. In practice, this role acts as the strategic orchestrator, upstream leveraging Hilti’s relationships to create and shape opportunities and enable downstream conversion through strong regional sales collaboration . Key Responsibilities Strategic Account & Project Development Develop and execute long-term strategies for large, complex projects and global key accounts Identify and prioritize projects and high-value opportunities (≥ $500k ARR potential) Own a structured portfolio: ~20 projects in scope ~10 actively managed at any given time Build 1–2-year forward-looking project and account plans Support in high conversion influencing revenue for the local Fieldwire sales orgs. Embed Fieldwire as the solution of choice before procurement and tender phases Drive demand before the buying process formally begins Operate across regions and multiple stakeholder groups Manage complex, multi-year project lifecycles Travel globally (~15–25%) as required Regional Sales Partnership & Deal Execution Partner closely with regional Enterprise AEs / SEs to convert developed opportunities into revenue Ensure seamless handover of qualified, high-potential opportunities for commercial execution Continue supporting deals post-handover by: Maintaining senior relationships Enabling expansion across project stakeholders and subcontractors Drive alignment between global strategy and local execution Leveraging Hilti Ecosystem & Relationships Leverage Hilti’s existing customer relationships, access, and credibility to open doors and accelerate opportunity development Partner closely with Hilti E&I, large projects and strategic teams on project identification, account strategy definition and stakeholder mapping Build on established relationships while expanding new senior-level connections within target accounts. Senior Relationship Management Develop and maintain relationships with C-level executives, project owners and decision-makers Act as a trusted advisor on productivity, safety, and digital construction solutions Represent Field Software at industry and thought leadership events Market & Opportunity Intelligence Analyze market trends, economic conditions and customer ecosystem dynamics Translate insights into strategic plays, new opportunities, competitive positioning and product feedback Success Measures (KPIs) Pipeline created from large projects Specification and early-stage project wins Strategic account penetration and growth Conversion rate from project identification → closed deal Revenue contribution from large projects </