Job DescriptionTitle: Enterprise Business Development Manager
Location: Remote
Position Summary: Hanwha Vision America (HVA) is seeking a highly motivated Business Development Manager (BDM) for the Detention and Corrections Vertical is responsible for driving strategic market share growth, brand preference, and revenue expansion for Hanwha Vision's intelligent video surveillance and electronic security solutions within federal, state, county, and private correctional facilities.
As the subject matter expert for this vertical, the BDM will cultivate high-level relationships with corrections leadership, facility administrators, leading Architecture & Engineering (A&E) firms, and specialized security integrators. This role focuses on solving critical infrastructure safety, liability, and operational challenges by positioning Hanwha's industry-leading AI-at-the-edge cameras and VMS platforms.
Key Responsibilities:- Vertical Strategy & Execution: Develop and execute a comprehensive national business development plan to expand Hanwha's footprint in the detention, jail, and correctional facility markets.
- End-User Relationship Management: Establish and maintain strong trust-based relationships with key decision-makers, including Departments of Corrections (DOC) executives, jail wardens, facility security directors, and IT administrators.
- Partner & Channel Alignment: Partner with Hanwha's regional sales teams, Detention centric integrators, and premier distributors to drive project pipelines from registration through deployment.
- Solution Selling & Technical Advocacy: Conduct high-impact presentations and technical demonstrations focusing on Hanwha's unique value propositions, such as:
- AI at the Edge & Infrastructure Safety: Utilizing vision AI for slip-and-fall detection, fight/anomaly detection, perimeter intrusion, and loitering.
- Specialized Form Factors: Promoting anti-ligature, corner-mount, and vandal-resistant (IK10+) cameras purpose-built for inmate housing and high-risk cells.
- Systems Integration: Demonstrating seamless interoperability between Hanwha hardware, VMS platforms, and third-party systems (e.g., access control, cell door control, PLC's, video walls and intercoms).
- Market Intelligence & Feedback: Gather and communicate "Voice of the Customer" (VoC) feedback to the Product Management team to help influence the roadmap for future corrections-specific hardware and analytics features.
- Pipeline & Forecast Management: Maintain an accurate, up-to-date opportunity pipeline within the CRM to ensure clear visibility into the vertical's growth and rollout schedules.
Qualifications:- Experience: 5-7+ years of proven business development or enterprise sales experience within the physical security, video surveillance, or electronic security industry.
- Vertical Expertise: Deep, verifiable knowledge of the detention and corrections ecosystem, including procurement cycles, funding mechanisms, and specialized regulatory compliance standards.
- Technical Proficiency: Strong understanding of IP video networks, VMS architectures (experience with Hanwha WAVE or similar systems is highly preferred), and practical applications of AI video analytics.
- Relationship Network: An existing network of contacts among corrections consultants, specialized detention integrators, and DOC decision-makers is a significant plus.
- Communication Skills: Exceptional public speaking, presentation, and technical writing skills; ability to articulate complex AI capabilities into clear operational benefits for non-technical facility staff.
- Travel: Ability to travel up to 50% nationally for client meetings, site assessments, and industry trade shows (e.g., ACA, AJA).
Physical Demands:- Frequent travel via commercial airlines and/or driving is required.
- Must be capable of entering secure correctional facilities for site surveys and assessments, adhering to all facility security clearances and protocols.
- Standard office conditions when working from a home office environment.
