- Company Name
- Apave
- Job Title
- Responsable Développement Cybersécurité Industrielle H/F
- Job Description
-
**Job Title:** Industrial Cybersecurity Development Manager (H/F)
**Role Summary:**
Lead the creation, positioning, and commercialisation of industrial cybersecurity solutions. Own end‑to‑end lifecycle from market research, capability building, pilot execution, to sales enablement, while serving as the internal and external SME on OT/ICS security best practices and regulatory requirements.
**Expectations:**
- Deliver a fully defined, revenue‑generating industrial cyber offering within 12 months.
- Achieve measurable revenue growth and client acquisition in the industrial and critical infrastructure sectors.
- Establish the organisation as the recognised market leader in industrial cyber risk assessment, architecture, and compliance.
**Key Responsibilities:**
- Define market positioning, value proposition, client segmentation, and revenue models for the industrial cyber portfolio.
- Build and staff the capability set required for the offering (methodologies, tools, talent).
- Collaborate with audit and GRC teams to elevate internal technical expertise.
- Design, launch, and manage pilot projects for key prospects, defining deliverables, validating outcomes, and capturing lessons for continuous improvement.
- Lead the initial commercial engagement phase, supporting the pre‑sales process and creating sales collateral.
- Drive full‑cycle commercialisation: develop sales plans, structure the pre‑sales team, and convert large industrial accounts.
- Act as the SME on industrial cyber evaluations, regulations, practices, and emerging technologies.
- Prospect, manage complex sales cycles, and cultivate strategic partnerships and alliances.
- Monitor market and technology trends, relay customer feedback, and adjust the offering to maintain competitive advantage.
**Required Skills:**
- 10+ years in cybersecurity, with several years in industrial OT/ICS consulting or operations.
- Deep technical expertise in OT/ICS environments: SCADA, PLC, DCS, industrial IoT, and associated security frameworks.
- Proven knowledge of industry standards and regulations (IEC 62443, NIST CSF, ISO 27001, ISO 22301).
- Experience in risk assessment, secure architecture design, and cyber resilience implementation for manufacturing, process, energy, or transport sectors.
- Demonstrated commercial leadership: product/service development, complex B2B sales, and large‑account management.
- Ability to design and lead POCs/POVs, client pilots, and pragmatic commercial launches.
- Strong cross‑functional collaboration and stakeholder communication skills.
- Fluent in English; French language proficiency is a plus.
**Required Education & Certifications:**
- Bachelor’s or Master’s degree in Computer Science, Electrical Engineering, Industrial Engineering, or related field.
- Professional certifications such as CISSP, CISM, CRISC, ISO/IEC 27001 Lead Implementer, or IEC 62443 Specialist preferred.
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