Business Development Manager
2 weeks ago
Business Development Manager - (Utilities and Critical Infrastructure)
Position Summary: Hanwha Vision America (HVA), an affiliate of the Hanwha Group, a Fortune Global 500 company, is an industry-leading provider of advanced network video surveillance products. These include IP cameras, storage devices, and video management systems founded on world-class technologies. We offer end-to-end security solutions and have achieved global success across a wide range of industry verticals including transportation, education, banking, healthcare, hospitality, airports, and now, expanding significantly into utilities and critical infrastructure.
The Business Development Manager for Utilities and Critical Infrastructure is pivotal in amplifying Hanwha Vision's market presence, requiring strategic networking, relationship building, and targeted market initiatives. An ideal candidate brings strong strategic planning, profound industry knowledge, and effective customer engagement to the table. Additionally, this role demands excellent collaboration and communication skills with both internal and external teams, working in tandem with sales and management to align efforts and surpass company goals in a unified approach.
- Industry Liaison: Serve as a key liaison to the utilities and critical infrastructure community, embodying a customer-first mentality and approach, ensuring Hanwha Vision's solutions are effectively aligned with customer needs and expectations.
- Strategy Formulation: Assist in the development, planning, and execution of a comprehensive vertical strategy to increase Hanwha Vision's presence and market share within the utilities and critical infrastructure sector.
- Innovation Collaboration: Partner with the product management and R&D teams to support the development of innovative solutions tailored to the evolving needs of our utilities and critical infrastructure customers and prospects.
- Market Expansion & Lead Development: Assist in devising and implementing business strategies that not only expand Hanwha Vision's market share in the utilities sector but also focus on developing new leads and opportunities for Hanwha Vision.
- Solution-Based Concepts: Create and promote solution-based concepts and strategies that address the needs of utilities end-users, utilizing both Hanwha Vision's technologies and those of our partners.
- Relationship Management: Build and enhance end-user relationships through a trust and solution-oriented approach.
- Team Selling: Work alongside and communicate effectively with Regional Sales Managers and other key members of the sales organization in a collaborative team-selling approach.
- Marketing Guidance: Offer guidance on marketing events, collateral, and publications for the Utilities and Critical Infrastructure vertical.
- Partnership Expansion: Utilize deep industry insights and established relationships to support, enhance, and develop strategic partnerships with National System Integrators (NSIs), Integrators, and Technology Partners, specifically targeting the utilities and critical infrastructure sectors.
- Training & Education: Lead training initiatives for internal and external partners on industry-specific solutions, market conditions, and trends, ensuring they are equipped with the latest knowledge and strategies to effectively support and engage the market.
Qualifications:
- A minimum of 10 years of experience as a Security Professional in the utilities or critical infrastructure sectors, including significant roles as an Industry Consultant or in positions with manufacturers or integrators specializing in IT-based enterprise solutions for these sectors.
- Bachelor's degree and industry certifications (e.g., LPC, LPQ, PSP, CPP) preferred.
- Experience with and knowledge of NEC CIP standards.
- Exceptional communication, organizational, and leadership skills.
- Proven track record in delivering complex solutions and developing training for sales teams and partners.
- Proven ability as a C-level influencer, with excellent relationship-building skills and a track record of maintaining strong partnerships and customer relationships.
- Comfortable and skilled in public speaking, capable of effectively representing Hanwha Vision at industry events, conferences, and key meetings.
- Active involvement in industry boards and associations, highlighting a dedication to the utilities and critical infrastructure security industry’s growth and evolution.
- Collaborative spirit, with a knack for working across teams to foster innovation and drive sales growth.
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