Business Development Manager

The Operational Technology Business Development Manager for consulting services (OT-BDM for CS) is a seasoned professional with a strong technical background defining and delivering cybersecurity professional services within the OT space. The OT-BDM for CS will be responsible for the ideation and scope definition of the new consulting services catalog aligned with overall regional sales strategy. Upon the creation of these services, this professional will be responsible for supporting local sales teams by providing them with key selling points and value proposition. The OT-BDM for CS will also ensure that service delivery teams are capable of properly executing on the defined scopes. This a brand-new revenue stream for this organization and as such the OT-BDM for CS is expected to shape the positive outcome of customer engagements such as virtual or on-site presentations and ad-hoc meetings to show the value of the proposed services. This role offers high visibility to senior management, networking across corporate teams as well as the opportunity to influence the business and the direction of our OT go-to-market strategy.

**Experience**:

- 5+ years of proven experience in delivering cybersecurity services applied to the operational technology space; Background in auditing and assessments preferred
- Minimum 5 years of experience in designing cybersecurity projects and architectures in at least 3 of these segments: Utilities (energy, water), oil & gas, manufacturing, transportation, logistics, healthcare, pharmaceutical, food processing, smart buildings, smart cities, critical infrastructure
- Past experience working in/for a control vendor organization (Siemens, Schneider Electric, Rockwell Automation, Emerson, Honeywell, General Electric, Yokogawa) or high-tech consulting companies (Accenture, Deloitte, Ernst & Young, PwC)
- Background in industrial automation (ICS) and IoT ecosystems; Information Technology and networking will also be valued

**Responsibilities**:

- Drive the OT consulting services business, from ideation to delivery
- Develop innovative service offerings to enhance Fortinet’s portfolio and increase share of mind and share of wallet
- Specific focus on the scope definition and required documentation such as Statement of Work (SoW), requirement gathering, project charter, etc.
- Work closely with the local account teams (sales and engineering) to ensure there is proper alignment and collaboration on OT related deals
- Travel within assigned territory as required
- Maintain accurate forecasting of OT service deals within the assigned territory

**Requirements / Qualifications**:

- Creativity and business acumen to translate business needs into services offerings
- Ability to craft complete and precise documentation to clearly define scope and deliverables
- Knowledge of auditing tools, IDS for OT, vulnerability tools
- Excellent presentation skills, both online and in face-to-face settings, capable of delivering service and project presentations to technical and business audiences to all levels within a customer organization.
- Excellent written and verbal communication skills as well as listening and negotiation skills
- A self-motivated, independent “doer” who can move deals through the selling cycle
- Ability to add value as a team member by collaborating with a variety of teams such as engineering, sales, product management, customer support and professional services
- Knowledge of standards and cybersecurity best practices for OT and IT environments
- Competitive, self-starter, team player
- Knowledge of Salesforce or equivalent
- Proficiency in MS-office suite (PowerPoint, Word, Excel, Outlook, Teams)
- Proficiency with video collaboration tools (MS Teams, Zoom, Gotowebinar, Webex)
- Availability to travel regionally and internationally

**Education, Certifications**:

- Bachelor’s degree in Computer Science, Information Systems, Electrical Engineering or equivalent
- Proficiency in English and Spanish required, conversational Portuguese is highly desirable
- Technical certifications and standards (ex. ISA/IEC 62443, NIST 800-82, C2M2, SANS ICS ( GICSP, GRID e GCIP )) are a plus