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 executivelevel 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

AIenabled energy transformation.

This position requires deep understanding of the Norwegian energy ecosystem,

regulatory landscape, and digital priorities, combined with proven experience in

largedeal 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 Clevel and VPlevel 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 assetcentric modernization.
• Sales & Strategic Deal Ownership
• Own the endtoend 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.
• EnergyCentric 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/MLenabled 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
• Hyperscalers 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
•  Energyfocused qualified pipeline and win ratio
•  New logo wins and strategic account expansion
•  Deal quality, profitability, and annuity growth
•  Client satisfaction and longterm 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, assetcentric 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 datadriven 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 hands on 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