Business Development Manager

Business Development Manager – Industrial Cybersecurity About Omny Omny is an industrial cybersecurity SaaS scale-up founded by Telenor, Aker ASA, and Cognite. Our mission is to secure the operational resilience of critical infrastructure by bridging the long-standing gap between OT and IT security. Our ambition is to take a leading position as a Security Digital Twin provider that leverages AI to solve complex challenges for industry. Our Omny Platform provides unified visibility across all Purdue levels (L0–L5), combining operational data, passive network scanning, enterprise and security architecture information, threat intelligence, and compliance requirements (e.g., NIS2, IEC 62443, NIST CSF 2.0). Leveraging our deep OT domain expertise and Cognite Data Fusion as our powerful data platform backbone, Omny enables organizations to identify and implement the most impactful security measures and to respond to cyber incidents decisively and with clear focus. Omny is at the beginning of an exciting growth journey, with ambitious expansion plans and a product that continues to evolve alongside our customers. We're looking for someone who embraces the opportunities of an early-stage scale-up, takes ownership in an evolving environment, and helps shape both our product and commercial success through close customer collaboration. Role Overview The Business Development Manager will play a central role in driving Omny's commercial growth by identifying, developing, and converting customer opportunities into long-term business relationships. This role combines strategic business development, consultative sales, and project-based execution. The successful candidate will work closely with industrial customers to understand their operations, business processes, and value chains, identify critical challenges, and translate these into concrete opportunities where Omny's platform can deliver measurable business value. A key responsibility will be to break down complex industrial value chains and operational challenges into clearly defined customer use cases, business value propositions, and commercially actionable opportunities. The role requires a structured and analytical approach to problem-solving, combined with strong stakeholder management, facilitation skills, and the ability to drive initiatives forward in iterative cycles. The Business Development Manager will engage with stakeholders across business, operations, IT, OT, and cybersecurity, aligning different perspectives around shared priorities and measurable outcomes. Role & Responsibilities: Strategic Business Development & Value Creation

• Identify, develop, and close commercial opportunities across Omny's target industries, including Oil & Gas, Manufacturing, Utilities, Defence, and Transportation.
• Analyze customers' operational processes and value chains to identify business challenges and translate them into actionable use cases and measurable customer value.
• Develop compelling business cases and value propositions and translating AI and other technical capabilities into clear commercial and operational outcomes..
• Build trusted relationships with senior stakeholders, understanding their strategic priorities and positioning Omny as a long-term partner.

Consultative Sales & Commercial Execution

• Own the full sales cycle, from prospecting and customer discovery to proposals, negotiations, and closing, with accountability for commercial results.
• Lead customer workshops and discovery processes to validate needs, develop solutions, and progress commercial opportunities.
• Apply an iterative, hypothesis-driven approach to refining customer value propositions and developing new business.
• Build and manage a qualified sales pipeline, ensuring structured follow-up, opportunity progression, and long-term account development.

Project Leadership & Cross-Functional Collaboration

• Lead cross-functional initiatives involving customers, internal teams, and external partners, ensuring alignment and effective execution.
• Take ownership of complex processes, facilitating stakeholder discussions, managing priorities, and driving decisions.
• Collaborate closely with product, engineering, and domain experts to translate customer needs into commercially viable and scalable solutions.
• Capture customer and market insights to strengthen Omny's product strategy, sales methodologies, and market positioning.

We believe the right candidates have:

• Background in strategy or management consulting, with approximately 4–5 years of experience,
• A proven track record of leading complex projects, facilitating cross-functional teams, and translating strategic analysis into practical execution.
• Previous experience in industrial cybersecurity is an advantage, but not a requirement
• Strong business acumen, technical curiosity, and the ability to quickly understand complex technologies and their relevance to customers.

What we offer: As Omny continues to scale, this role offers the opportunity to take increasing ownership of strategic customer relationships, commercial development, and market expansion. The right candidate will get the chance to be at the forefront of AI-driven change and implementation in a part of business that has yet to unlock the benefits of AI at scale.