Business Development Manager - OT Cyber Security

The Business Development Manager – OT Cyber Security is a strategic, high-impact role responsible for building and scaling Yokogawa’s OT Cyber Security business across the UK. This position operates with an entrepreneurial mindset, owning the full commercial lifecycle and driving growth within industrial and critical infrastructure sectors. This role can be best described as: “Running a business within Yokogawa”, with full accountability for market development, revenue generation, and customer engagement. Key Responsibilities 1. Business Development & Market Creation Build and execute a strategic business development plan to establish OT Cyber Security as a standalone business line. Identify, qualify, and develop new business opportunities across manufacturing, utilities, energy, and critical infrastructure sectors. Drive long-term revenue growth through both project-based and recurring service models. 2. Customer Engagement & Relationship Development Develop strong relationships with key decision-makers and influencers within industrial customer organizations. Position Yokogawa as a trusted partner in OT Cyber Security through consultative engagement. Actively prospect and expand a network within the UK industrial market. 3. Solution Selling Lead the full sales cycle for OT cyber solutions, combining technical expertise with commercial acumen. Translate complex cyber security concepts into clear business value propositions. Develop tailored proposals aligned to customer risk, compliance, and operational needs. 4. Portfolio Development & Promotion Promote and sell a comprehensive OT Cyber Security portfolio including: Cyber security assessments and gap analysis IEC 62443 readiness and compliance support Network segmentation and secure architecture Firewalls and intrusion detection systems Managed security services and SOC offerings Recurring cyber security services 5. Customer Needs Analysis Conduct in-depth assessments of customer environments, identifying vulnerabilities and improvement areas. Align solutions with regulatory frameworks such as NIS/NIS2 and industry standards. 6. Account Management & Growth Develop and grow strategic accounts with a focus on long-term partnerships and recurring revenue. Identify expansion opportunities within existing customer sites. 7. Cross-functional Collaboration Work closely with technical, delivery, and global cyber teams to ensure successful solution deployment. Act as the customer advocate internally to ensure high-quality delivery and satisfaction. 8. CRM & Pipeline Management Maintain accurate pipeline and customer data within CRM systems. Provide visibility on pipeline development, forecasts, and market insights. 9. Compliance & Governance Ensure all activities comply with internal policies and external regulatory requirements. Promote cyber security best practices aligned with industry standards. Key Skills OT Cyber Security expertise (Industrial / ICS environments) Deep understanding of IEC 62443 and NIS/NIS2 frameworks 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 Nice to Have Background in industrial automation Experience in manufacturing, energy, or utilities sectors Experience with consultative solution selling approaches Education Bachelor’s Degree or equivalent (Engineering, Cyber Security, or related field preferred) Experience General Experience: 5+ years in OT Cyber Security, Business Development, or related roles Commercial Experience: Proven track record in solution selling and revenue generation Location North England / Midlands Not just a job, but a career Yokogawa, award winner for ‘Best Asset Monitoring Technology’ and ‘Best Digital Twin Technology’ at the HP Awards, is a leading provider of industrial automation, test and measurement, information systems and industrial services in several industries. Our aim is to shape a better future for our planet through supporting the energy transition, (bio)technology, artificial intelligence, industrial cybersecurity, etc. We are committed to the United Nations sustainable development goals by utilizing our ability to measure and connect. About the Team Our 18,000 employees work in over 60 countries with one corporate mission, to "co-innovate tomorrow". We are looking for dynamic colleagues who share our passion for technology and care for our planet. In return, we offer you great career opportunities to grow yourself in a truly global culture where respect, value creation, collaboration, integrity, and gratitude are highly valued and exhibited in everything we do. Diverse, Equitable & Inclusive culture Yokogawa is an Equal Opportunity Employer. Yokogawa wants a diverse, equitable and inclusive culture. We will actively recruit, develop, and promote people from a variety of backgrounds who differ in terms of experience, knowledge, thinking styles, perspective, cultural background, and socioeconomic status. We will not discriminate based on race, skin color, age, sex, gender identity and expression, sexual orientation, religion, belief, political opinion, nationality, ethnicity, place of origin, disability, family relations or any other circumstances. Yokogawa values differences and enables everyone to belong, contribute, succeed, and demonstrate their full potential. Are you being referred to one of our roles? If so, ask your connection at Yokogawa about our Employee Referral process! Yokogawa, award winner for ‘Best Asset Monitoring Technology’ and ‘Best Digital Twin Technology’ at the HP Awards, is a leading provider of industrial automation, test and measurement, information systems and industrial services in several industries. Our aim is to shape a better future for our planet through supporting the energy transition, (bio)technology, artificial intelligence, industrial cybersecurity, etc. We are committed to the United Nations sustainable development goals by utilizing our ability to measure and connect. Our 18,000 employees work in over 60 countries with one corporate mission, to "co-innovate tomorrow". We are looking for dynamic colleagues who share our passion for technology and care for our planet. In return, we offer you great career opportunities to grow yourself in a truly global culture where respect, value creation, collaboration, integrity, and gratitude are highly valued and exhibited in everything we do.