OT Cybersecurity Services Business Development Manager

Job Description

As an intelligent power management company, Eaton is fully engaged in our digital transformation to improve our internal business processes and to reach and serve our customers better and provide them with new value. We are reshaping the way we think and work – leveraging digital tools and technologies to accelerate our transformation and instilling a digital mindset from the ground up.

We are eager and open to new ways of thinking, and we need your creativity, innovative ideas and expertise. We believe that diversity of thought, cultures and backgrounds is what contributes to our success. If you want to help shape the digital future of Eaton, join our team and make a real impact.

Eaton’s Digital Office is currently seeking an OT Cybersecurity Services Business Development Manager to join our team.

This position is based at our Moon Township, PA facility and has flexibility for REMOTE work for candidates living more than 50 miles outside of Moon Township, PA.

Position Overview:

As a Business Development Manager (BDM), you will be responsible for growing the Cybersecurity Services pipeline and revenues. The BDM will own the Go-To Market strategy and will work collaboratively with internal and external partners/stakeholders to position Eaton as a leader in OT Cybersecurity services market. The BDM will develop key strategic partnerships to open new growth channels, drive technology roadmap and scale execution capabilities. BDM will drive the development of innovative class leading Cybersecurity service offerings & solutions in the US market. This role requires knowledge of IT/OT Security programs, including IT/OT Security Strategy, OT Security Operations, Security Training and Awareness, IT/OT General Controls Compliance and Audit Management and OT Risk.

Our teams are collaborating to build the best digital solutions for our customers. We are looking for digital talent who want to help set the direction for this digital transformation and create new ways of working and thinking, for ourselves and our customers.

In this role you will:

• Develop a strong pipeline of opportunities to support product line growth objectives. Lead client-facing management OT Security Strategy and Planning sessions and formal proposal presentations.
• Engage with clients in strategic discussions to provide best in class Cybersecurity / OT Strategy and industry guidance to maximize client’s long-term business objectives. Develop and maintain relationships with top decision makers at key clients. Organize and lead pursuit teams. Participate and lead aspects of the proposal development process.
• Identify new areas of growth. Develop strategic partnerships with other Service Providers (IT/OT), Technology providers, Engineering/Consulting firms to enable mutual growth
• Create and execute Go To Market Strategy. Enable go to market strategies around Operation Security, Data Privacy, OT Compliance, OT Risk and Data Governance
• Collaborate with internal/external sales teams and educate, empower the teams to capture Cybersecurity services opportunities at end customers
• Act as a brand ambassador for Eaton Cybersecurity services. Represent Eaton at Tradeshows, Conferences & other industry specific meetings. Provide guidance to internal commercial teams as a Subject Matter Expert.
• Develop and maintain a best-in-class OT cybersecurity services and solutions portfolio that provides customers with a one stop shop to understand and mitigate their cybersecurity risk.
• Collaborate with marketing to implement multi-channel marketing campaigns for the acquisition and retention of customers. Create sales enablement materials and deliver sales enablement training.
• Serve as the escalation point between Cybersecurity Service groups working with key clients to ensure the tools and service offerings address the needs of client requirements.

Why work at Eaton? We provide benefits that are industry competitive and focused on employee well-being. Listed below are programs that are offered globally, but program availabilities may vary by site.

• Flexible work options to help balance work/life demands (at participating Eaton sites)
• Healthcare/retirement savings programs
• Competitive compensation packages to reward skills and performance
• Tuition assistance or financial help for ongoing learning and development
• Health, Dental, Vision & Wellness programs
• Donation matching (U.S., Canada, Puerto Rico)

When we embrace the different ideas, perspectives and backgrounds that make each of us unique, we — as individuals and as a company — are stronger.

Required (Basic) Qualifications:

• Bachelor’s Degree in Computer Science, Electrical Engineering, or related field of study from an accredited institution.
• Minimum of 5 years of experience in Cybersecurity consulting, product management and/or business development.
• Must be able to work in the United States without corporate sponsorship now and within the future.

Preferred Qualifications:

• Minimum of 8 years of experience in Cybersecurity consulting, product management and/or business development.
• Experience applying NIST SP 800 82, NIST SP800-37 (RMF), IEC 62443, NERC CIP, CIS Critical Security Controls (CSC) or other industrial control standards and practices and how to integrate them.
• One or more Industry standard security certification i.e. CISSP, CSSA, CCSP, SANS/GDSA.
• Experience designing security solutions for distributed systems.
• Experience with Substation, Microgrid, Smart Grid, and distributed energy systems.
• MBA from an accredited institution and/or Professional Engineer qualification.

Position Criteria:

• Strong strategic thinking, analytical and leadership skills
• Strong messaging and storytelling skills with the ability to translate technical concepts to a wide audience using real world examples, visuals, and analogies
• Exceptional closing skills
• Ability to influence and work with various technical leads in different organizations.
• Understanding of basic Legal, Sales, Marketing, and other commercial topics related to ICS/OT cybersecurity.
• Ability to interface directly with executives and other senior leaders.
• Excellent interpersonal and communication skills including the ability to explain technical concepts and present to business unit leaders and customers.

Eaton provides a competitive total rewards package commensurate with applicable skills, knowledge, and experience and consistent with internal and external market practices. The annual salary range for this role is $129,440 - $177,980 a year.

Eligible for an annual performance-based incentive plan with a target at 18% of base salary

At Eaton, we know that good benefit plans are important to employees and their families. In addition to a competitive base salary, Eaton provides various Health and Welfare benefits as well as Retirement benefits. Click here for more detail: Eaton Benefits at a Glance.

As a contractor with the Federal government, Eaton is subject to the Executive Order mandating COVID-19 vaccination. As permitted by applicable law, the candidate(s) hired under this posting must provide evidence of full vaccination as defined by CDC guidelines, or request a medical, pregnancy or religious accommodation exempting them from the requirement. Vaccination status will not be verified until after an offer of employment is provided, and candidates may also request a medical, pregnancy or religious accommodation at that time.

Eaton also considers qualified applicants regardless of criminal histories, consistent with local laws. To request a disability-related reasonable accommodation to assist you in your job search, application or interview process, please call 412-893-3600 or send an email to: [email protected]

Eaton’s mission is to improve the quality of life and the environment through the use of power management technologies and services. We provide sustainable solutions that help our customers effectively manage electrical, hydraulic and mechanical power – more safely, more efficiently and more reliably. Making what matters work at Eaton takes the passion of every employee around the world. We create an environment where creativity, invention and discovery become reality, each day. It’s where bold, bright professionals like you can reach your full potential—and where you can help us reach ours. Eaton’s 2020 revenues were $17.9 billion, and we sell products to customers in more than 175 countries. We have approximately 85,000 employees.

We make work exciting, engaging and meaningful for our employees through our dedication to tackling some of the toughest power management challenges on the planet and by never losing sight of what matters. Our culture is built on a strong commitment to practicing our core values and supporting our employees with the tools they need to succeed. We pledge to always foster a diverse and inclusive environment, including inclusion resource groups that bring together employees who share a common purpose, interest or background. In the past year, our company has received top employment recognition by the Human Rights Campaign and almost fifty percent of our Board of Directors represented diverse groups. When we embrace the different ideas, perspectives and backgrounds that make each of us unique, we — as individuals and as a company — are stronger.

We have demonstrated our passion for sustainability with the recent announcement of cutting carbon emissions from the company’s operations by at least 50 percent by 2030. We are ethical, passionate, accountable, efficient, transparent and committed to learning. We are confident we can deliver on our promise to improve the quality of life and the environment because of the attributes that our employees embody.

We are committed to ensuring equal employment opportunities for all job applicants and employees. Employment decisions are based upon job-related reasons regardless of an applicant's race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, marital status, genetic information, protected veteran status, or any other status protected by law.

Job: Marketing

Region: North America – US/Puerto Rico
Organization: Electrical Sector

Job Level: Manager
Schedule: Full-time
Is remote work (i.e. working from home or another Eaton facility) allowed for this position?: Yes – Hybrid
Does this position offer relocation?: Relocation from within hiring country only
Travel: Yes, 10 % of the Time