Business Development Manager, OT
Lacework
Sales & Business Development
Calgary, AB, Canada · Vancouver, BC, Canada
USD 321k-356k / year + Equity
The Business Development Manager will drive new business growth and expand the Company’s position as a global leader in cybersecurity and the convergence of networking and security, with a focus on Operational Technology (OT) solutions. This role is responsible for identifying, developing, and closing new opportunities across the territory, while building strong relationships with key customers, partners, and stakeholders.
As a key contributor to regional revenue growth, the BDM will execute strategic account plans, penetrate new markets, and accelerate adoption of the Company’s OT solutions. The ideal candidate is a proactive, results-driven professional with a strong hunter mentality and a passion for winning new business.
As a Business Development Manager, you will:
Identify, develop, and close new business opportunities for OT solutions across the territory.
Build and execute strategic territory and account plans to exceed revenue targets.
Develop relationships with key end-user customers, partners, and decision-makers.
Drive pipeline generation through prospecting, networking, and partner collaboration.
Collaborate with channel partners to expand reach and accelerate deal closure.
Work closely with regional sales, marketing, and engineering teams to align go-to-market strategies.
Lead customer presentations, value-based selling, and executive-level engagements.
Provide market intelligence and feedback to influence product and go-to-market strategies.
Accurately forecast business and consistently meet or exceed quarterly and annual targets
Travel within the region as required.
We Are Looking For:
Strong hunter mentality with a proven track record of new business acquisition
Excellent presentation skills with the ability to engage both executives and technical stakeholders
Exceptional written and verbal communication skills
Fluent in English (French is an asset for Montreal-based role)
Ability to thrive in a fast-paced, high-growth environment
Highly competitive, self-motivated, and results-oriented
8–12 years of field sales or business development experience in cybersecurity, networking, or OT solutions
Proven success in building pipeline and closing complex deals
Experience working with partners and cross-functional teams to drive growth
Education:
Bachelor’s degree or equivalent experience
Why Join Us:
We encourage candidates from all backgrounds and identities to apply. We offer a supportive work environment and a competitive Total Rewards package to support your overall health and financial well-being.
Embark on a challenging, enjoyable, and rewarding career journey with us. Join in delivering solutions that make a meaningful and lasting impact for customers around the globe.
Fortinet strives to provide you and your family with a comprehensive benefits package. Benefits eligibility starts on your first day of hire and comprises of 100% company paid medical, dental, and vision coverage, including a Health Spending Account and a Personal Spending Account that gives you flexibility to spend where you need it the most. Our Employee & Family Assistance Plan (EFAP) offers you and your family access to various services like counseling, legal advice, mental health resources etc. We also provide critical illness, disability, and life insurance, as well as a Group Registered Retirement Savings Plan (RRSP) with a company match to help you save faster for retirement. We offer competitive Paid Time Off and flexible leave policies, including paid health days, to help you take care of yourself and your family members.
On-target earnings (OTE) for this full-time position is expected to be between $321,000 - $356,000 annually. Wage ranges are based on various factors including the labour market, job type, and job level. Exact salary offers will be determined by factors such as the candidate’s subject knowledge, skill level, qualifications, and experience.
All roles are eligible to participate in the Fortinet equity program. Bonus eligibility is reviewed at time of hire and annually at the Company’s discretion.
The Business Development Manager will drive new business growth and expand the Company’s position as a global leader in cybersecurity and the convergence of networking and security, with a focus on Operational Technology (OT) solutions. This role is responsible for identifying, developing, and closing new opportunities across the territory, while building strong relationships with key customers, partners, and stakeholders. As a key contributor to regional revenue growth, the BDM will execute strategic account plans, penetrate new markets, and accelerate adoption of the Company’s OT solutions. The ideal candidate is a proactive, results-driven professional with a strong hunter mentality and a passion for winning new business.
