Business Development Manager
About The Position
Hanwha Vision America (HVA), an affiliate of Hanwha Group, is seeking a Business Development Manager for the Utilities & Critical Infrastructure vertical in the Pacific Northwest Region. The role 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. The position focuses on environments such as transmission and distribution substations, generation sites, utility control centers, water and wastewater treatment plants, pump stations, reservoirs, dams, and gas distribution facilities. Target customers include investor-owned utilities, public power and municipal utilities, and electric cooperatives. As the vertical subject matter expert, the manager builds senior relationships with utility security, compliance, operations, and engineering leaders, as well as the system integrators and engineering firms serving these customers. The role positions Hanwha’s thermal, AI analytics, PTZ, and ruggedized camera portfolio to address physical attacks, copper theft, vandalism, regulatory compliance, and lean operations staffing. The Business Development Manager develops and executes a plan to win new utility accounts; builds customer and channel relationships; influences utility security and design specifications; presents and demonstrates solutions; helps customers and partners navigate funding and procurement; shares market feedback with Product Management; and maintains an accurate CRM pipeline aligned with utility capital-planning cycles, budgets, RFPs, and multi-year rollouts. Travel of up to 50% is required. The work includes office work from a home office and site visits to energized substations, treatment plants, and remote utility locations, following safety rules and wearing required PPE.
Requirements
- 5–7+ years of business development or enterprise sales experience in physical security, video surveillance, utility technology, or industrial automation.
- A track record of winning net-new accounts, not only growing existing accounts.
- Deep, verifiable knowledge of the utility ecosystem, including public procurement and RFPs, rate-case and capital-budget timing, and differences among investor-owned utilities, public power, and cooperatives.
- Working knowledge of 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, with the ability to translate technical and compliance concepts into clear risk-reduction and operating benefits.
- Ability to pass a utility personnel risk assessment for unescorted access, including identity verification and a seven-year criminal history check under NERC CIP-004.
- Ability to travel up to 50% regionally and nationally.
- Ability to enter energized substations, treatment plants, and remote utility sites for surveys; follow utility safety rules and escort requirements; and wear required PPE.
- Ability to pass utility background screening for site access.
Nice To Haves
- An existing network among utility security and compliance leaders, utility-focused integrators, and engineering firms that design substations and treatment plants.
Responsibilities
- Build and execute a national plan to win net-new utility accounts, prioritizing investor-owned utilities, public power and municipal utilities, electric cooperatives, and large water/wastewater systems.
- Build relationships with utility corporate security directors, NERC CIP compliance managers, substation and T&D engineering teams, water/wastewater operations leaders, and risk and emergency management teams.
- Coordinate with Hanwha regional sales, the A&E team, utility-focused system integrators, engineering firms, and distribution partners to identify, register, and win multi-site and system-wide deployments.
- Influence utility security standards, substation design standards, and engineer-of-record specifications to include Hanwha solutions.
- Present and demonstrate Hanwha solutions for perimeter protection, compliance support, operational thermal monitoring, supply-chain trust, and enterprise integration.
- Help customers and partners align projects with public bids, rate-case capital plans, grant programs, and associated federal-funding rules.
- Communicate Voice of the Customer insights to Product Management to inform utility-specific products.
- Maintain an accurate CRM pipeline reflecting utility capital-planning and budget cycles, RFP timelines, and multi-year rollouts.
- Travel for meetings, site surveys at substations and plants, and utility trade events.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
