Business Development Manager - OT Cybersecurity Function Industrial Automation / Cybersecurity
Location Experience 8-15 years
Role Type Business Development / Solution Sales
Reporting Industrial Automation Sales Leadership
Travel Frequent customer travel
Role Purpose Drive growth of OT cybersecurity solutions and services across industrial customers in Oil & Gas, Power, Metals, Cement, Mining, Chemicals, Water, Manufacturing and Critical Infrastructure. The candidate will identify opportunities, engage senior customer stakeholders, shape value propositions and work with technical teams to convert qualified opportunities into orders and recurring service revenue.
Key ResponsibilitiesBusiness Development & Growth- Develop the OT cybersecurity pipeline across strategic accounts, EPCs, consultants, system integrators and industrial customers.
- Build account-specific cybersecurity growth plans, pursuit strategies and opportunity roadmaps.
- Identify opportunities for assessments, secure architecture, implementation, modernization and managed security services.
- Own the complete sales cycle from lead generation and qualification through proposal, negotiation and closure.
- Maintain accurate pipeline, forecast, conversion and order-intake reporting.
Customer & Market Engagement- Engage CISOs, CIOs, plant heads, automation leaders, operations teams, consultants and procurement stakeholders.
- Conduct customer workshops to uncover cybersecurity risks, compliance needs and investment priorities.
- Translate technical risks into business outcomes such as plant availability, operational resilience, regulatory compliance and reduced incident exposure.
- Track customer investments, market trends, standards, competitors and critical-infrastructure cybersecurity requirements.
- Develop relationships with technology providers, consultants, MSSPs and system integrators.
Solution Positioning- Position OT cybersecurity assessments, IEC 62443 consulting, asset discovery and vulnerability management.
- Promote network segmentation, industrial firewalls, secure remote access, IDS/NDR, SIEM/SOC integration and incident-response services.
- Develop managed security and lifecycle-service propositions that create recurring revenue.
- Embed cybersecurity into PLC, DCS, SCADA, drives, digitalization, modernization and service opportunities.
- Work with solution architects and technical experts to define compliant architectures, scope, bill of material and commercial proposals.
Commercial & Internal Collaboration- Coordinate with sales, services, automation, digital, tendering, legal and commercial teams.
- Support tender reviews, technical-commercial clarifications and customer negotiations.
- Build business cases based on risk reduction, lifecycle value and measurable operational outcomes.
- Create sales enablement material, customer references and industry-specific cybersecurity propositions.
- Provide market feedback to influence portfolio, partnerships and go-to-market priorities.
Candidate ProfileMust Have- 8-15 years of experience in business development, solution sales or strategic account management.
- At least 3-5 years of exposure to cybersecurity, industrial automation, digital solutions, industrial networking or critical infrastructure.
- Demonstrated experience selling complex solutions or services to industrial customers.
- Ability to build qualified pipeline and independently drive opportunities to commercial closure.
- Strong relationships or credibility with CISO, CIO, plant, automation, engineering and procurement stakeholders.
- Strong consultative selling, value selling, presentation, negotiation and stakeholder-management skills.
- Ability to collaborate with technical experts without needing to be a hands-on cybersecurity engineer.
- Willingness to travel extensively for customer engagement.
Preferred OT Cybersecurity Knowledge- IEC 62443 and NIST Cybersecurity Framework.
- PLC, DCS, SCADA, SIS and industrial networking fundamentals.
- OT asset inventory, vulnerability assessment and cybersecurity maturity assessments.
- Purdue Model, Zones and Conduits, network segmentation and Industrial DMZ.
- Industrial firewalls, secure remote access, privileged access and identity controls.
- OT IDS/NDR, SIEM, SOC, incident response and managed security services.
Preferred Industry Background- Industrial automation and control-system companies.
- OT cybersecurity solution providers.
- Industrial networking and secure-connectivity companies.
- IT/OT system integrators and engineering service providers.
- Cybersecurity consulting firms or managed security service providers.
- Critical-infrastructure technology and digital-transformation companies.
Education & Certifications- BE/BTech in Instrumentation, Electronics, Electrical, Automation, Computer Science or a related discipline.
- MBA in Sales, Marketing or Strategy is desirable.
- IEC 62443, GICSP, CISSP, CISM, ISO 27001 or industrial networking certification would be an advantage.
Key Performance Indicators- Qualified OT cybersecurity pipeline created.
- Cybersecurity order intake, revenue and gross margin.
- Pipeline-to-order conversion rate and sales-cycle velocity.
- Number of new strategic accounts and executive relationships developed.
- Customer cybersecurity workshops and qualified use cases generated.
- Cross-selling through automation, digitalization, modernization and service opportunities.
- Recurring revenue from managed and lifecycle cybersecurity services.
- Forecast accuracy and opportunity hygiene.
What's in it for me? - High-visibility role where your expertise directly impacts revenue and customer success
- Opportunity to work on strategic initiatives focused on energy transition and digital transformation
- Collaborative culture that values your insights and invests in your professional growth
- Autonomy to shape your approach while working with a supportive, experienced team
Bring your sales expertise to a role where you'll make a real difference - apply today!
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+9% organic growth
150 000+ employees in 100+ countries
You must submit an online application to be considered for any position with us. This position will be posted until filled.
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Responsibilities
Business Development Manager - OT Cybersecurity Function Industrial Automation / Cybersecurity
Location Experience 8-15 years
Role Type Business Development / Solution Sales
Reporting Industrial Automation Sales Leadership
Travel Frequent customer travel
Role Purpose Drive growth of OT cybersecurity solutions and services across industrial customers in Oil & Gas, Power, Metals, Cement, Mining, Chemicals, Water, Manufacturing and Critical Infrastructure. The candidate will identify opportunities, engage senior customer stakeholders, shape value propositions and work with technical teams to convert qualified opportunities into orders and recurring service revenue.
Key ResponsibilitiesBusiness Development & Growth- Develop the OT cybersecurity pipeline across strategic accounts, EPCs, consultants, system integrators and industrial customers.
- Build account-specific cybersecurity growth plans, pursuit strategies and opportunity roadmaps.
- Identify opportunities for assessments, secure architecture, implementation, modernization and managed security services.
- Own the complete sales cycle from lead generation and qualification through proposal, negotiation and closure.
- Maintain accurate pipeline, forecast, conversion and order-intake reporting.
Customer & Market Engagement- Engage CISOs, CIOs, plant heads, automation leaders, operations teams, consultants and procurement stakeholders.
- Conduct customer workshops to uncover cybersecurity risks, compliance needs and investment priorities.
- Translate technical risks into business outcomes such as plant availability, operational resilience, regulatory compliance and reduced incident exposure.
- Track customer investments, market trends, standards, competitors and critical-infrastructure cybersecurity requirements.
- Develop relationships with technology providers, consultants, MSSPs and system integrators.
Solution Positioning- Position OT cybersecurity assessments, IEC 62443 consulting, asset discovery and vulnerability management.
- Promote network segmentation, industrial firewalls, secure remote access, IDS/NDR, SIEM/SOC integration and incident-response services.
- Develop managed security and lifecycle-service propositions that create recurring revenue.
- Embed cybersecurity into PLC, DCS, SCADA, drives, digitalization, modernization and service opportunities.
- Work with solution architects and technical experts to define compliant architectures, scope, bill of material and commercial proposals.
Commercial & Internal Collaboration- Coordinate with sales, services, automation, digital, tendering, legal and commercial teams.
- Support tender reviews, technical-commercial clarifications and customer negotiations.
- Build business cases based on risk reduction, lifecycle value and measurable operational outcomes.
- Create sales enablement material, customer references and industry-specific cybersecurity propositions.
- Provide market feedback to influence portfolio, partnerships and go-to-market priorities.
Candidate ProfileMust Have- 8-15 years of experience in business development, solution sales or strategic account management.
- At least 3-5 years of exposure to cybersecurity, industrial automation, digital solutions, industrial networking or critical infrastructure.
- Demonstrated experience selling complex solutions or services to industrial customers.
- Ability to build qualified pipeline and independently drive opportunities to commercial closure.
- Strong relationships or credibility with CISO, CIO, plant, automation, engineering and procurement stakeholders.
- Strong consultative selling, value selling, presentation, negotiation and stakeholder-management skills.
- Ability to collaborate with technical experts without needing to be a hands-on cybersecurity engineer.
- Willingness to travel extensively for customer engagement.
Preferred OT Cybersecurity Knowledge- IEC 62443 and NIST Cybersecurity Framework.
- PLC, DCS, SCADA, SIS and industrial networking fundamentals.
- OT asset inventory, vulnerability assessment and cybersecurity maturity assessments.
- Purdue Model, Zones and Conduits, network segmentation and Industrial DMZ.
- Industrial firewalls, secure remote access, privileged access and identity controls.
- OT IDS/NDR, SIEM, SOC, incident response and managed security services.
Preferred Industry Background- Industrial automation and control-system companies.
- OT cybersecurity solution providers.
- Industrial networking and secure-connectivity companies.
- IT/OT system integrators and engineering service providers.
- Cybersecurity consulting firms or managed security service providers.
- Critical-infrastructure technology and digital-transformation companies.
Education & Certifications- BE/BTech in Instrumentation, Electronics, Electrical, Automation, Computer Science or a related discipline.
- MBA in Sales, Marketing or Strategy is desirable.
- IEC 62443, GICSP, CISSP, CISM, ISO 27001 or industrial networking certification would be an advantage.
Key Performance Indicators- Qualified OT cybersecurity pipeline created.
- Cybersecurity order intake, revenue and gross margin.
- Pipeline-to-order conversion rate and sales-cycle velocity.
- Number of new strategic accounts and executive relationships developed.
- Customer cybersecurity workshops and qualified use cases generated.
- Cross-selling through automation, digitalization, modernization and service opportunities.
- Recurring revenue from managed and lifecycle cybersecurity services.
- Forecast accuracy and opportunity hygiene.
