Senior Director, Capital Solutions & Business Development

Xylem is a Fortune 500 global water solutions company dedicated to advancing sustainable impact and empowering the people who make water work every day. As a leading water technology company with 23,000 employees operating in over 150 countries, Xylem is at the forefront of addressing the world's most critical water challenges. We invite passionate individuals to join our team, dedicated to exceeding customer expectations through innovative and sustainable solutions.

Key Responsibilities

Leadership & Talent Development

• Build and develop a high‑performance Capital Solutions & BD team; emphasize accountability, resilience, customer‑centricity, and strategic thinking—leadership attributes recognized as critical for success.
• Coach and mentor team members to elevate solution selling, project/contracting fluency, and strategic account management.

Business Development & Market Creation

• Identify and develop new markets, partnerships, and commercial models to accelerate growth.
• Build a strategic BD roadmap that expands customer adoption of outsourced water‑style agreements, remote O&M, and lifecycle‑based offerings.
• Shape and validate new solution concepts with Product Management and Engineering.

Capital Solutions Commercial Leadership

• Own commercial strategy, pipeline development, and bookings / revenue performance for Capital Solutions across Light Industry.
• Drive sales of integrated treatment systems, turnkey projects, short term operating contracts (STOCs), and outcome‑based contracts.
• Lead pricing, value‑positioning, and deal‑structuring to win large capital opportunities.

Customer & Partner Engagement

• Build trusted relationships with industrial and municipal customers, EPCs, channel partners, and technology providers.
• Serve as senior commercial representative in critical pursuits, escalations, and negotiations.
• Champion customer‑centric problem solving and measurable outcome delivery.

Key Account Strategy & Strategic Partnerships

• Develop and execute a North America Key Account Strategy focused on deepening strategic relationships with top industrial and municipal customers, increasing multi‑year solution adoption, and expanding Xylem’s presence across their full water lifecycle.
• “Elevate the discussion” with executive‑level stakeholders at major accounts—shifting conversations from transactional projects to long‑term, outcome‑based partnerships that integrate treatment systems, turnkey solutions, and outsourced water / build‑own‑operate models.
• Grow wallet share by identifying cross‑portfolio opportunities and building joint roadmaps that expand Xylem’s role as a trusted partner.
• Establish structured account governance (QBRs, multi‑year plans, steering committees) to align executives, operations, engineering, and service teams around customer priorities and measurable outcomes.
• Strengthen account-level collaboration across Xylem—leveraging Product Management, Service Excellence, Engineering, and Operations teams—to deliver differentiated value and accelerate customer impact.
• Advance commercial excellence by upgrading account planning rigor, opportunity shaping, account-level forecasting, and strategic relationship mapping across your sales and business development team.
• Champion a customer‑centric mindset within the team, reinforcing leadership behaviors—strategic thinking, resilience, customer empathy, and cross‑functional influence—that Xylem has prioritized as part of its leadership capability expectations.

Cross‑Functional Alignment

• Partner closely with Operations, Engineering, Service Excellence, Product Management, Finance, and Legal to ensure customer commitments, profitability, and project risk management.
• Align growth plans with WSS TLIPs (Technology, Leadership, Integration & Performance) and enterprise strategic priorities.

Performance & Reporting

• Achieve annual bookings, revenue, and margin commitments for Capital Solutions.
• Lead funnel transparency, forecasting accuracy, and commercial discipline with CRM and sales operating mechanisms.
• Provide insights to senior leadership on trends, voice of customer, competitive shifts, and portfolio opportunities.

Qualifications

• 10+ years of progressive commercial leadership experience in water treatment, industrial solutions, engineered systems, or capital‑equipment environments.
• Demonstrated success selling complex, capital‑intensive or multi‑year contract solutions.
• Strong business development track record—market creation, partnerships, and new offer incubation.
• Expertise structuring integrated system projects, rentals, BOO/BOT models, or outcome‑based service agreements.
• Exceptional leadership, coaching, strategic thinking, and cross‑functional influence—aligned to Xylem leadership expectations and capability profiles.
• Ability to navigate ambiguity, build processes, and scale an emerging business.
• Bachelor’s degree required; advanced degree preferred.

Success in This Role Looks Like

• Capital Solutions portfolio becomes a major growth engine for Light Industry.
• Clear market expansion through new verticals, partnerships, BD channels, and lifecycle‑based offerings.
• Strong sales and BD talent bench, aligned to Xylem leadership attributes (accountability, customer‑centricity, resilience).
• Predictable funnel, disciplined deal‑shaping, and strong project margin performance.
• Customers view Xylem as a long‑term, outcomes‑driven partner for complex water challenges.

Join the global Xylem team to be a part of innovative technology solutions transforming water usage, conservation, and re-use. Our products impact public utilities, industrial sectors, residential areas, and commercial buildings, with a commitment to providing smart metering, network technologies, and advanced analytics for water, electric, and gas utilities. Partner with us in creating a world where water challenges are met with ingenuity and dedication; where we recognize the power of inclusion and belonging in driving innovation and allowing us to compete more effectively around the world.