Note: The job is a remote job and is open to candidates in USA. Hanwha Vision America is seeking a Business Development Manager for its Utilities & Critical Infrastructure vertical. The role drives new-account growth and revenue for intelligent video surveillance and edge-AI solutions, building relationships with utility customers and partners while influencing specifications and supporting solution adoption.
Responsibilities
- New-Logo Hunting & Vertical Strategy: Build and run a national plan to win net-new utility accounts. Prioritize target lists of investor-owned utilities, public power and municipal utilities, electric co-ops and large water/wastewater systems
- End-User Relationship Management: Build trust-based relationships with utility corporate security directors, NERC CIP compliance managers, substation and T&D engineering, water/wastewater operations leaders, and risk and emergency management teams
- Partner & Channel Alignment: Work with Hanwha regional sales, the A&E team, utility-focused system integrators, engineering firms (EPCs and consulting engineers that write substation and treatment-plant specs), and distribution partners to identify, register and win multi-site and system-wide rollouts
- Specification & Standards Influence: Get Hanwha written into utility security standards, substation design standards and engineer-of-record specifications, which govern purchasing
- Solution Selling & Technical Advocacy: Deliver presentations and demonstrations of Hanwha's value for utilities, such as:
- Substation & Remote-Site Perimeter Protection: Radiometric thermal and AI-based perimeter intrusion detection, PTZ auto-tracking and long-range coverage for unmanned substations, pump stations and reservoirs. Covers ballistic-attack, intrusion, copper-theft and vandalism scenarios
- Compliance Support: Positioning video, analytics and audit trails to support customers' NERC CIP-014 security plans, CIP-006 physical access monitoring, and water-sector risk and resilience assessments
- Operational Thermal Monitoring: Temperature monitoring of transformers, breakers and other critical assets for early fault detection and preventive maintenance
- Supply-Chain Trust: Leading with Hanwha's trusted supply chain and cybersecurity posture with utility security, IT/OT and procurement teams
- Enterprise Integration: Interoperability with enterprise VMS, PSIM and utility SOC platforms over constrained substation and remote networks
- Funding & Procurement Navigation: Help customers and partners align projects with public bids, rate-case capital plans and grant programs, including the federal-funding rules attached to them
- Market Intelligence & Feedback: Communicate Voice of the Customer insights to Product Management to shape utility-specific products, such as substation-hardened and long-range thermal hardware
- Pipeline & Forecast Management: Keep an accurate CRM pipeline that reflects utility capital-planning and budget cycles, RFP timelines and multi-year rollouts
Skills
- 5–7+ years of business development or enterprise sales in physical security, video surveillance, utility technology or industrial automation
- Must have a track record of winning net-new accounts, not only growing existing ones
- Deep, verifiable knowledge of the utility ecosystem. That includes public procurement and RFPs, rate-case and capital-budget timing, and the differences between investor-owned utilities, public power and co-ops
- Working knowledge of the regulations that drive utility security spending, especially NERC CIP-014 and CIP-006 for electric utilities and AWIA risk and resilience assessments for water
- Strong understanding of IP video networks, OT and substation network topologies, bandwidth-constrained remote sites, enterprise VMS architectures, and thermal and AI analytics
- Excellent presentation and writing skills
- Must be able to translate technical and compliance concepts into clear risk-reduction and operating benefits for utilities
- Able to pass a utility personnel risk assessment for unescorted access
- An existing network among utility security and compliance leaders, utility-focused integrators, and engineering firms that design substations and treatment plants is a significant plus
Benefits
- Remote role
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