Business Development Manager - INCS

Vertech

7d • Remote

About The Position

A great sales professional doesn't just sell solutions. They identify risk, uncover operational challenges, and connect clients with solutions that make industrial systems more secure and resilient. If you can open doors, build trusted relationships, and translate complex OT networking and cybersecurity needs into business value, we want to talk.

At Vertech, we develop world-class industrial automation, networking, and cybersecurity solutions for leading companies and critical infrastructure operators. We also strive to be the team of choice for the best and brightest talent. We call ourselves Control Freaks for a reason: our people bring exceptional passion, intelligence, and customer commitment to solving demanding industrial technology challenges.

Our Industrial Networking & Cybersecurity team helps clients assess, secure, modernize, and support Operational Technology environments. If you want to help critical infrastructure organizations improve reliability, resilience, and cybersecurity while building a high-growth national business, this may be the right opportunity for you.

Requirements

• Bachelor’s degree in engineering, Computer Science, Information Technology, Cybersecurity, Business, or a related field, or equivalent relevant experience.
• Five or more years of industrial cybersecurity, industrial networking, industrial automation, or complex technical solution sales experience.
• Demonstrated success meeting or exceeding sales quotas and developing qualified pipeline.
• Proven ability to prospect new accounts, penetrate strategic accounts, and build long-term client relationships.
• Experience selling complex project-based services and recurring service offerings.
• Working knowledge of industrial automation system architectures, OT environments, industrial networks, and cybersecurity fundamentals.
• Ability to discuss the Purdue Model, network segmentation, secure remote access, cybersecurity assessments, and risk-reduction strategies with technical and executive audiences.
• Excellent writing, proposal development, presentation, and verbal communication skills.
• Strong negotiation skills, sound business judgment, and a "hunter mentality".
• Effective time management, organization, forecasting, and multi-tasking skills.
• Willingness to travel approximately 25–30% nationwide.
• Proficiency with CRM platforms and Microsoft Word, Excel, PowerPoint, Outlook, and Teams.

Nice To Haves

• Industrial cybersecurity sales experience within Energy, Water/Wastewater, Municipal, Manufacturing, or other critical infrastructure markets.
• Experience selling managed services, monitoring, lifecycle support, or other recurring revenue solutions.
• Familiarity with NERC CIP, ISA/IEC 62443, Zero Trust principles, and common OT cybersecurity practices.
• Experience working with Cisco, Fortinet, Claroty, Nozomi Networks, Palo Alto Networks, Rockwell Automation, or similar technology ecosystems.
• Relevant certifications such as GICSP, CISSP, Security+, CCNA, CCNP, or ISA/IEC 62443 credentials.

Responsibilities

• Identify and qualify new INCS sales opportunities within priority markets nationwide.
• Develop and execute account and territory plans that build qualified pipeline and strategic account penetration.
• Prospect for new clients while introducing INCS services to existing Vertech customers.
• Build relationships with executive, operations, engineering, IT, OT, cybersecurity, maintenance, and reliability stakeholders.
• Obtain a clear understanding of each client’s operational objectives, risk profile, compliance requirements, and expectations.
• Architect big-picture solutions with support from Vertech’s networking, cybersecurity, automation, estimating, and delivery teams.
• Work with technical teams to develop solution approaches, scopes, schedules, and budgets.
• Write articulate, professional proposals that clearly define Vertech’s scope of work and business value.
• Present proposals, lead client meetings, and negotiate scope, schedule, budget, and commercial terms.
• Hand off awarded work to delivery teams and maintain relationships during and after execution to support client satisfaction and follow-on growth.
• Develop recurring revenue opportunities through managed cybersecurity, monitoring, lifecycle, and support services.
• Maintain accurate CRM records, opportunity strategies, forecasts, and activity reporting.
• Participate in trade shows, conferences, webinars, partner events, and targeted marketing activities.
• Maintain working knowledge of industrial networking technologies, OT cybersecurity practices, relevant regulations, and market trends.
• Other duties as assigned.

Benefits

• Flexible work schedule with work-from-home options for numerous roles
• Weekly communication from management in our internally famous Friday morning meeting
• Competitive compensation, including a quota-based incentive plan
• No more than a four-week waiting period on benefits, including the 401(k)
• A path for growth, a strong culture, PTO, and more
• An opportunity to help expand a strategic national business serving critical infrastructure markets

What This Job Offers

• Job Type: Full-time
• Career Level: Senior