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 Energy, Utilities, and Oil & Gas Vertical is responsible for driving strategic market share growth, brand preference, and revenue expansion for Hanwha Vision's intelligent video surveillance and edge-AI solutions across critical infrastructure environments. This includes upstream/downstream oil and gas facilities, refineries, petrochemical plants, renewable energy sites, pipelines, and utility substations.
As the subject matter expert for this vertical, the BDM will cultivate high-level relationships with corporate security directors, operations executives, risk management teams, and system integrators. The role focuses on addressing complex safety, regulatory compliance, and operational efficiency challenges by positioning Hanwha's explosion-proof hardware, thermal monitoring solutions, PTZ's etc.
Key Responsibilities:- Vertical Strategy & Execution: Develop and execute a comprehensive national business development plan to expand Hanwha's footprint in the energy, petrochemical, and utility infrastructure markets.
- End-User Relationship Management: Establish and maintain strong trust-based relationships with corporate security chiefs, environmental health & safety (EHS) managers, and operational leadership at major energy corporations and utility providers.
- Partner & Channel Alignment: Collaborate with regional sales teams, A&E team, specialized industrial system integrators, and elite distribution partners to identify, register, and close multi-site rollout opportunities.
- Solution Selling & Technical Advocacy: Conduct high-impact presentations and technical demonstrations focusing on Hanwha's unique value propositions for critical infrastructure, such as:
- Hazardous Environment Hardware: Promoting Class I Division 1/Division 2 (explosion-proof) and ruggedized stainless-steel cameras designed for harsh environments.
- Operational Edge AI Analytics: Utilizing advanced analytics for perimeter intrusion detection, personal protective equipment (PPE) compliance, loitering, and flare stack/equipment monitoring.
- Radiometric Thermal Imaging: Demonstrating preventative maintenance capabilities through early leak detection, overheating equipment tracking, and critical asset temperature monitoring.
- Enterprise Integration: Highlighting seamless interoperability between Hanwha hardware, VMS platforms, etc.
- Market Intelligence & Feedback: Gather and communicate "Voice of the Customer" (VoC) feedback to the Product Management team to influence the development of future energy-specific hardware certified for hazardous locations.
- Pipeline & Forecast Management: Maintain an accurate, up-to-date opportunity pipeline within the CRM to ensure clear visibility into capex project timelines and vertical growth.
Qualifications:- Experience: 5-7+ years of proven business development or enterprise sales experience within the physical security, video surveillance, or industrial automation industry.
- Vertical Expertise: Deep, verifiable knowledge of the Energy, Utilities, or Oil & Gas ecosystem, including long sales cycles, procurement processes, NERC-CIP compliance, and hazardous area classification standards.
- Technical Proficiency: Strong understanding of IP video networks, industrial network topologies, VMS architectures (experience with Hanwha WAVE or similar enterprise platforms is highly preferred), and thermal/AI analytics.
- Relationship Network: An existing network of contacts among industrial security consultants, EPC firms, and energy sector end-users is a significant plus.
- Communication Skills: Exceptional public speaking, presentation, and technical writing skills; ability to translate complex AI and thermal telemetry data into clear operational benefits for non-technical operations managers.
- Travel: Ability to travel up to 50% regionally/nationally for client meetings, industrial facility site surveys, and specialized energy trade shows.
Physical Demands:- Frequent travel via commercial airlines and/or driving is required.
- Must be capable of entering active industrial sites, refineries, and remote substations for site surveys, adhering to all mandatory PPE requirements (hard hat, steel-toe boots, FR clothing) and safety protocols.
- Standard office conditions when working from a home office environment.
