DGM - BD - Cyber Security

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-...