Job description

Title: Business Development Manager (Utilities and Critical Infrastructure) Location: (Unites States) - Remote role Hanwha Vision America (HVA), formerly known as Hanwha Techwin America (HTA), is an affiliate of the Hanwha Group, a Fortune Global 500 company. HVA is an industry-leading provider of advanced network video surveillance products, including 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 various industry verticals, including retail, transportation, education, banking, healthcare, hospitality, and airports. We are seeking a Business Development Manager (BDM) for the Utilities & Critical Infrastructure Vertical that drives new-logo growth, brand preference and revenue for Hanwha Vision's intelligent video surveillance and edge-AI solutions across electric, water/wastewater and natural gas utilities. Target environments include transmission and distribution substations, generation sites, utility control centers, water and wastewater treatment plants, pump stations, reservoirs and dams, and gas distribution facilities. Target customers include investor-owned utilities, public power and municipal utilities, and electric cooperatives. As the vertical's subject matter expert, the BDM builds senior relationships with utility security directors, compliance (NERC CIP) managers, operations and engineering leaders, and the system integrators and engineering firms that serve them. The role positions Hanwha's thermal, AI analytics, PTZ and ruggedized camera portfolio against the sector's core problems: physical attacks on substations, copper theft and vandalism at unmanned sites, regulatory compliance, and lean operations staff. KEY 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. QUALIFICATIONS & EXPERIENCE • Experience: 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. • Vertical Expertise: 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. • Regulatory Fluency: 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. • Technical Proficiency: Strong understanding of IP video networks, OT and substation network topologies, bandwidth-constrained remote sites, enterprise VMS architectures, and thermal and AI analytics. • Relationship Network: 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. • Communication Skills: Excellent presentation and writing skills. Must be able to translate technical and compliance concepts into clear risk-reduction and operating benefits for utilities. • Clearance to Access Sites: Able to pass a utility personnel risk assessment for unescorted access, which under NERC CIP-004 includes identity verification and a seven-year criminal history check. • Travel: Up to 50% regional and national travel for meetings, substation and plant site surveys, and utility trade events. PHYSICAL DEMANDS & WORK ENVIRONMENT • Frequent travel via commercial airlines and/or driving is required. • Must be able to enter energized substations, treatment plants and remote utility sites for site surveys. Must follow all utility safety rules and escort requirements and wear required PPE (hard hat, safety glasses, steel-toe boots, FR clothing where required). • Must be able to pass utility background screening for site access. • Standard office conditions when working from a home office.

Requirements

Must-haves

Title: Business Development Manager (Utilities and Critical Infrastructure)
Location: (Unites States) - Remote role
Specification & Standards Influence: Get Hanwha written into utility security standards, substation design standards and engineer-of-record specifications, which govern purchasing.
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.
Regulatory Fluency: 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.
Technical Proficiency: Strong understanding of IP video networks, OT and substation network topologies, bandwidth-constrained remote sites, enterprise VMS architectures, and thermal and AI analytics.
Relationship Network: 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.
Communication Skills: Excellent presentation and writing skills. Must be able to translate technical and compliance concepts into clear risk-reduction and operating benefits for utilities.
Clearance to Access Sites: Able to pass a utility personnel risk assessment for unescorted access, which under NERC CIP-004 includes identity verification and a seven-year criminal history check.
Travel: Up to 50% regional and national travel for meetings, substation and plant site surveys, and utility trade events.
Frequent travel via commercial airlines and/or driving is required.
Must be able to pass utility background screening for site access.
Standard office conditions when working from a home office.

Nice-to-haves

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Keywords to mirror

Platform: adp-workforce-now
Effort: medium

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