Business Development Manager – OT Cyber Security

Overview

In this role you will build and scale Yokogawa’s OT Cyber Security business across the UK, owning market development and revenue growth. You will engage with industrial customers, translate cyber concepts into business value, and lead the end-to-end sales cycle. The role combines technical understanding with strategic commercial thinking to establish a standalone OT Cyber Security line. You’ll collaborate with cross-functional teams to deliver secure, compliant solutions that address critical infrastructure needs.

Responsibilities

• Develop a strategic plan to establish OT Cyber Security as a standalone business line
• Identify and qualify opportunities in manufacturing, utilities, energy, and critical infrastructure
• Drive revenue growth through projects and recurring services
• Build relationships with decision-makers and influencers in industrial organisations
• Lead full sales cycle with consultative engagement and tailored value propositions
• Promote a comprehensive OT Cyber Security portfolio (assessments, IEC 62443 readiness, network segmentation, firewalls, SOC)
• Conduct in-depth customer assessments and map solutions to regulatory needs (NIS/NIS2)
• Grow strategic accounts and pursue recurring revenue through expansion opportunities
• Collaborate with technical, delivery, and global cyber teams to ensure successful deployments
• Maintain accurate CRM data and provide visibility on pipeline and market insights
• Ensure activities comply with internal policies and external regulatory requirements

Key requirements

• OT Cyber Security expertise in industrial/ICS environments
• Deep understanding of IEC 62443 and NIS/NIS2
• Consultative and solution-based selling
• Strong commercial acumen and negotiation skills
• Ability to translate technical solutions into business value
• Stakeholder management across technical and executive levels

• Consultative selling
• Stakeholder management
• Strategic thinking
• Relationship building
• Cross-functional collaboration
• IEC 62443

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