Industrial Networking | Automation | OT Cybersecurity

ATOP Technologies & BlackBear OT Cybersecurity | USA & Canada

Location: Bangalore, India (hybrid or work from home)

Working hours: 7:00 PM to 4:00 AM IST, Monday to Friday. This shift is mandatory.

Experience: 5 to 8 years in B2B industrial technology sales, including at least 3 years of direct US or Canadian territory ownership.

Compensation: Fixed salary plus performance incentives, based on experience and results.

Build our North American business

ATOP Technologies and BlackBear OT Cybersecurity are looking for a Business Development Manager to build our business across the USA and Canada in industrial networking, automation and OT cybersecurity.

You will combine direct customer acquisition with channel development across utilities, power and energy, rail, manufacturing, industrial automation and critical infrastructure. This is a business-building role, not lead generation or telecalling. We want someone who has already sold industrial hardware in North America.

About us

ATOP delivers industrial networking and connectivity for demanding environments. BlackBear adds rugged cybersecurity for operational technology and critical infrastructure. Our solutions cover power and smart grid, rail and transportation, industrial automation, energy, and OT cybersecurity including rugged VPN and firewall products, data diodes and secure network architectures.

What you will own

Channel development. Recruit and activate distributors, VARs and partners across the USA and Canada. Negotiate margins, deal registration, joint business plans, training and stocking. Run pipeline and quarterly business reviews.

System integrators and projects. Onboard SIs and engineering firms in utilities, substations, rail, water, oil and gas and manufacturing.



Get our solutions into specifications, tenders and bids, and convert them into design wins and orders.

OEM and strategic accounts. Develop design-in opportunities with machine builders and equipment manufacturers. Work with product management and R&D; on selection, customisation, lifecycle and North American compliance.

New customers and revenue. Run a territory plan for the USA and Canada. Prospect directly, use channel and project intelligence, and engage customers on NERC CIP and IEC 62443. Own opportunities from first contact to closure.

Predictable performance. Keep CRM, partner registrations, opportunity stages and forecasts accurate. Report weekly, review monthly.

What you must bring

We need demonstrable experience, not familiarity with the market.

- At least 3 years in a salaried role owning a US or Canadian territory, account portfolio or quota. You can explain your accounts, quota and attainment.
- Hands-on sales of industrial hardware: industrial Ethernet switches, routers and gateways, PLCs, SCADA hardware, IIoT devices or OT security appliances. SaaS, IT services, staffing, generic software or lead generation alone will not meet this.
- Personally recruited or onboarded at least two North American distributors, VARs or SIs, with the outcomes that followed.
- Deals you closed yourself in the USA or Canada, with product, deal value and sales cycle.
- Confident with engineers, architects,



purchasing managers and senior decision-makers, in clear skilled English.
- Able to work 7:00 PM to 4:00 AM IST on a sustained basis. Prior US-shift experience is strongly preferred and will be assessed.
- A consistent, explainable employment record, with references and background verification.

- Preferred Experience with industrial networking vendors, automation manufacturers, OT cybersecurity companies, industrial distributors or SIs serving North America. Familiarity with IEC 62443, NERC CIP, IEC 61850, NIST SP 800-82, network segmentation or data diodes. Partner enablement, deal registration and joint business planning. Existing relationships in North American utilities, transit, energy, manufacturing or OEM markets.

What success looks like

Targets are agreed at onboarding, based on the territory plan and sales cycle.

First 90 days: complete product and competitive training, build a prioritised account and partner map, open qualified discussions with distributors, SIs and OEMs, and register the first opportunities.

First 6 months: activate initial channel partners, build a qualified pipeline with defined needs and values, and move opportunities through technical and commercial evaluation.

First 12 months: convert opportunities into customers and revenue, establish channel relationships with measurable contribution, and deliver against agreed targets.

This role is not for you if your experience is mainly

Inside sales, telecalling, appointment setting or lead generation. SaaS or IT services without industrial hardware. India, Europe, the Middle East or other territories without direct US or Canada ownership. Occasional North American exposure without accountability for customers, revenue or quota.

📌 Business Development Manager– North America (India)
🏢 ATOP Technologies, Inc. | by BlackBear TechHive
📍 India