Business Development Manager
Industrial Networking & Cybersecurity (INCS)REPORTS TO: Director of Sales LOCATION: Anywhere in the United States A great sales professional doesn't just sell solutions. They identify risk, uncover operational challenges, and connect clients with solutions that make industrial systems more secure and resilient. If you can open doors, build trusted relationships, and translate complex OT networking and cybersecurity needs into business value, we want to talk.What You Will Be DoingThe Business Development Manager is responsible for national sales growth across Vertech's Industrial Networking & Cybersecurity business. This is a quota-carrying field sales role focused on generating new business while expanding INCS services within existing Vertech accounts. The role targets Energy, Water/Wastewater, Municipal, and Manufacturing clients across the United States.
You will identify key industries, companies, and stakeholders; develop qualified opportunities; coordinate technical solution development; create and present proposals; and close project-based and recurring service engagements. You will rely on Vertech's technical team to shape the detailed solution. Your job is to open doors, lead the commercial process, and become a trusted advisor to clients.
- Identify and qualify new INCS sales opportunities within priority markets nationwide.
- Develop and execute account and territory plans that build qualified pipeline and strategic account penetration.
- Prospect for new clients while introducing INCS services to existing Vertech customers.
- Build relationships with executive, operations, engineering, IT, OT, cybersecurity, maintenance, and reliability stakeholders.
- Obtain a clear understanding of each client's operational objectives, risk profile, compliance requirements, and expectations.
- Architect big-picture solutions with support from Vertech's networking, cybersecurity, automation, estimating, and delivery teams.
- Work with technical teams to develop solution approaches, scopes, schedules, and budgets.
- Write articulate, professional proposals that clearly define Vertech's scope of work and business value.
- Present proposals, lead client meetings, and negotiate scope, schedule, budget, and commercial terms.
- Hand off awarded work to delivery teams and maintain relationships during and after execution to support client satisfaction and follow-on growth.
- Develop recurring revenue opportunities through managed cybersecurity, monitoring, lifecycle, and support services.
- Maintain accurate CRM records, opportunity strategies, forecasts, and activity reporting.
- Participate in trade shows, conferences, webinars, partner events, and targeted marketing activities.
- Maintain working knowledge of industrial networking technologies, OT cybersecurity practices, relevant regulations, and market trends.
- Other duties as assigned.
Solutions You Will Represent - Industrial network assessments, architecture, design, segmentation, modernization, and wireless solutions
- OT cybersecurity assessments, risk reduction roadmaps, and cybersecurity program development
- NERC CIP support and ISA/IEC 62443 readiness services
- Incident response planning and secure industrial remote access
- Security monitoring, managed cybersecurity, and recurring lifecycle services
- Network infrastructure, visibility, and security solutions supported by strategic technology partners
Strategic Partner ManagementDevelop productive co-selling and relationship-management practices with strategic vendors, including Cisco, Fortinet, Claroty, Nozomi Networks, Palo Alto Networks, and Rockwell Automation. Responsibilities may include joint account planning, opportunity development, partner-generated leads, events, and coordinated market activity.
What You Need for This Position - Bachelor's degree in engineering, Computer Science, Information Technology, Cybersecurity, Business, or a related field, or equivalent relevant experience.
- Five or more years of industrial cybersecurity, industrial networking, industrial automation, or complex technical solution sales experience.
- Demonstrated success meeting or exceeding sales quotas and developing qualified pipeline.
- Proven ability to prospect new accounts, penetrate strategic accounts, and build long-term client relationships.
- Experience selling complex project-based services and recurring service offerings.
- Working knowledge of industrial automation system architectures, OT environments, industrial networks, and cybersecurity fundamentals.
- Ability to discuss the Purdue Model, network segmentation, secure remote access, cybersecurity assessments, and risk-reduction strategies with technical and executive audiences.
- Excellent writing, proposal development, presentation, and verbal communication skills.
- Strong negotiation skills, sound business judgment, and a hunter mentality.
- Effective time management, organization, forecasting, and multi-tasking skills.
- Willingness to travel approximately 25-30% nationwide.
- Proficiency with CRM platforms and Microsoft Word, Excel, PowerPoint, Outlook, and Teams.
Preferred Experience - Industrial cybersecurity sales experience within Energy, Water/Wastewater, Municipal, Manufacturing, or other critical infrastructure markets.
- Experience selling managed services, monitoring, lifecycle support, or other recurring revenue solutions.
- Familiarity with NERC CIP, ISA/IEC 62443, Zero Trust principles, and common OT cybersecurity practices.
- Experience working with Cisco, Fortinet, Claroty, Nozomi Networks, Palo Alto Networks, Rockwell Automation, or similar technology ecosystems.
- Relevant certifications such as GICSP, CISSP, Security+, CCNA, CCNP, or ISA/IEC 62443 credentials.
How Success Will Be Measured - Qualified pipeline growth
- Strategic account penetration
- Net sales of INCS services
- Recurring revenue growth
- New-client acquisition and partner-generated opportunities
- Opportunity conversion and forecast accuracy
Location and TravelThis position may be based anywhere in the United States. The successful candidate must be able to travel approximately 25-30% to customer locations, industry events, partner meetings, and Vertech offices as business needs require.
