Business Development Manager

The Role is responsible for development of business related to application of KasperskyOS operating system and cyber immune approach to Kaspersky IoT Prodcuts. Working in cooperation with product, marketing and sales teams, your main target is to develop, test and then deliver to sales units new business around Kaspersky IoT Secure Gateway.

Responsibilities:

• Analysis of existing and potential business related IoT/IIoT area (Manufacturing, Smart Cities, Energy and Utilities),
• Analysis of IoT/IIoT and cybersecurity needs on the market (target industries) with the primary focus on IoT Vertial Solutions;
• Understanding the Landscape of Vertical Solutions with the components, values, weaknesses;
• Right Positioning of Kaspersky IoT Gateway to this Solutions and bring the positioning to Partners, System Integrators, Stakeholders: from CyberSecurity, Revenue KPI.
• Generate, develop and test business hypotheses in target domain, including direct communications with customers and partners;
• Together with marketing team, develop and verify value proposition, develop and contribute to 3+ year go-to market strategy;
• Understand user needs, identify new opportunities and markets in target domain, collect and analyze user and solution scenarios from addressable market;
• Contribute to Road Maps and product / service scope change;
• Develop PnL, pricing models;
• Enable and support relations with technology and business partners;
• Monitor market trends and bring new ideas to the team, analyze their potential business outcome;
• Initiate new business requirements to products / service (functionality and commercial scenarios, key sellable features), approve product vision;
• Determine the most effective way to deliver solution to the market;
• Build and maintain deep relationships with territories and sales teams to identify and drive growth opportunities / prioritization.

Requirements

Work experience:

• Extended experience in OT/IIoT and Network Security;
• Experience in Business Development / Presales / Product Ownership sphere.

Knowledge, skills and abilities:

• Understanding of business and product development processes;
• Advanced technical background in Network, Network Security, IIoT/IoT;
• Business document writing skills;
• Deep understanding of different sales Models;
• Ability to present solutions and products;
• Be flexible in finding joint solutions with partners
• Be able to work through business cases, investment cases
• English (written and spoken) – Upper Intermediate or higher.