Burns & McDonnell Senior Managing Consultant, Industrial Cybersecurity - 1898 & Co. (Multiple Locations) in Atlanta, Georgia
1898 & Co. is seeking an energetic, accomplished Sr. Managing Consultant, Industrial Cybersecurity, with demonstrated success developing innovative cybersecurity solutions for clients in the operational and critical infrastructure cybersecurity space. The Sr. Managing Consultant is a leading business development and technical resource for the 1898 & Co. Security & Risk Consulting business. You will have a strong business impact on multiple business lines within the 1898 & Co. Security & Risk Consulting by developing high level business and technical relations, as well as playing significant roles on high-impact projects. The ideal candidate will have extensive background in management consulting, industrial cybersecurity business development, sales, delivery, and managing client success. Given the landscape in which we work, a solid background in Digitalization, Operational Technology, and Critical Infrastructure is key.
The Sr. Managing Consultant will be primarily responsible for aggressively growing business within the 1898 & Co. Security & Risk Consulting group by performing business development, creating and developing leads, expanding services and solutions within existing clients, and will spend significant time directly engaged with clients to identify new work, prepare proposals, establish study objectives, formulate program and project approaches, and will collaborate with a team of business development, sales, marketing, and delivery resources to deliver useful and actionable proposals to clients and prospects.
Work as a trusted advisor alongside the Security & Risk Consultant Director BD/Sales and senior client representatives to identify the relevant market trends and discover opportunities for cybersecurity, digitalization, and automation technology to create new business value, and/or
Identify opportunities to measurably reduce risk to client organizations by applying engineering disciplines capable of limiting risk through cyber means and/or transferring risk elsewhere (e.g. cybersecurity insurance, supply chain partners, etc.).
Build or validate technology strategies, the supporting business cases, and define the required transformation programs.
Build or improve operating models catering for effective technology governance and alignment between business and technology.
Lead opportunities to increase the efficiency and effectiveness of the delivery organization, covering processes, tools & people, including (where required) the introduction of orchestration & automation.
Develop business or technology reference architectures, service portfolios, and contribute to the associated product development (R&D) and solution/services architecture through collaboration with other key stakeholders within Security & Risk consulting.
Shape & perform technology benchmarking and develop cost optimization strategies & action plans, including service & solution rationalization.
Develop and evangelize cutting edge point of views on how digital and cyber technologies will transform the way business is conducted.
Provide a consultative relationship with the client to develop customer focused architectures driving industry-wide innovation.
Explain service and solution benefits to clients, making sure to meet clients’ needs.
Manage the issues/clients by setting expectations and meeting/exceeding those expectations to achieve the highest level of client satisfaction.
Transfer this skill to mentor colleagues and/or clients via presentations or documentation (technical tips, etc...).
Resolve complex technical problems, multitask, and be a client advocate to achieve client success.
Resolve problems, determine root cause, and deliver known solutions with a high level of client satisfaction.
Identify top opportunities and design top-down future state architectures and roadmaps aligned, where possible, with 1898 & Co. Security & Risk Consulting approach and strategy.
Build creative architectural solutions to take on client business problems.
Partner/coordinate with Director of Business Development/Sales, the Managing Director, the Business Line Leads, and any other key stakeholders across the business to understand strategy and marketing plan and leverage that information to accelerate growth within the various business lines.
Understand client’s cyber security related business requirements and developing high impact consulting/services & solutions engagements.
Contribute to building relationships and trusted advisor status with CISO/top Information Security executives at the client.
Advise/inform account planning on our largest clients.
Consult/advise the Managing Director, Director of Business Development & Sales, project managers, section managers, and other SMEs to create and deliver cybersecurity services proposals and quotes to clients with accurate deliverable scoping, sizing and pricing.
Continue to develop and offer innovative commercial programs and structures (CAPEX and OPEX) aligned with client financial preferences.
Build influential relationships with key partners, in collaboration and alignment with the Business Line Leads, and the Director of BD/Sales.
Communicate and educate our portfolio and value to target client segments and Burns & McDonnell internal stakeholders.
Establish and maintain relationships with prospective and existing clients.
Identify opportunities and, when needed, manage team efforts for submittals, proposals, presentations, and related activities.
Be a key change leader as 1898 & Co. continues its evolution into a Sales-led organization.
Collaborate internally with other Burns & McDonnell Global Practices and business lines, business units, and regional offices, with an external focus to maximize existing client opportunities and develop new clients.
Close new business deals by coordinating requirements, developing, and negotiating contracts, and integrating contract requirements with business operations.
Provide extensive thought leadership, to include writing articles and white papers, industry and/or client studies, delivering conference presentations, and participating in industry organizations on behalf of 1898 & Co. Security & Risk Consulting.
Key Performance Traits:
Creating Business Relevance
Service, Solution and Architectural Selling
Building Competitive Intelligence
Optimizing Sales Performance
Working Across Boundaries
Driving the 1898 & Co. Security & Risk Vision
Bachelor's degree in engineering, business or related degree from an accredited program. A minimum of 13 years relevant consulting experience.
Excellent business acumen with proven success managing consulting engagements.
Strong analytical skills with the ability to quickly and efficiently interpret large data sets.
Ability to uncover customer needs, develop recommendations and deliver them persuasively.
Expert facilitation, collaboration, organization, and problem solving skills.
Strong understanding of financial concepts.
Excellent planning and analytical skills.
Must demonstrate excellent oral and written communication skills; strong interpersonal skills; and the ability to clearly and effectively present complex information to all levels of employees, management, and clients.
Preferred skill sets:
Relevant Masters’ degree with strong academic results.
Demonstrated ability from other consultancy or technology driven organizations, covering:
Exposure to multiple segments (public and private sector, especially the US government),
Experience with multiple technologies (OT/ICS/SCADA control system equipment and devices, networking, cloud, IoT),
Strong consulting toolkit and experience,
Excellent written, verbal, and presentation skills in the English language, with additional languages a plus,
Experience with agile delivery methodologies and IT service management (ITSM)
Proven ability to develop new OT cybersecurity business (leads, opportunities, etc.) within Critical Infrastructure sectors.
Broad knowledge of the Critical Infrastructure field; be identified as a subject matter expert; create and develop a loyal “fan base” of clients and industry analysts.
General business savvy and financial calculation knowledge.
Deep knowledge of operational technology (OT), industrial control system (ICS) and SCADA environments.
Proven ability to develop business and establish relationships with clients.
Ability to work with existing and new clients to identify new projects, articulate to the clients our ability to perform those projects, and translate that into the sale of consulting services and solutions.
Ability to communicate with various business contacts to understand their needs and translate them into a scope of work / proposal that meets their desired business outcomes.
Ability to perform under pressure and tight deadlines and to be effective in on-site work environments.
Ability to manage multiple clients and prospects concurrently, including identification of critical path items to ensure deliverable deadlines are met.
Ability to focus on the big picture to effectively and efficiently provide services that meet client needs, while also having the ability to identify and analyze details that are critical to project outcomes.
Must demonstrate excellent oral and written communication skills, strong interpersonal skills, and the ability to clearly and effectively present complex information to all levels of employees, management, and clients.
Strong analytical skill and problem-solving skills are critical.
Innate crisis management skills and the tenacity to handle critical client issues.
Able to evaluate current industry trends and project future opportunities to grow the business line.
Other Highly Desired, but not Required skill sets:
Any of the following security certifications – C|CISO, CISSP, CISM, CISA, CEH, GICSP; or any other applicable cybersecurity certifications
People Change Management certification (ADKAR)
Lean Six Sigma
Product, Program, or Project Management certification
Primary Location US-MO-Kansas City
Other Locations US-VA-Roanoke, US-VA-Arlington, US-GA-Atlanta, US-TX-Houston
Travel: Yes, 50 % of the Time
About 1898 & Co.
1898 & Co. is a business, technology and security solutions consultancy where experience and foresight come together to unlock lasting advancements. We innovate today to fuel our clients’ future growth, catalyzing insights that drive smarter decisions, improve performance and maximize value. As part of Burns & McDonnell, we draw on more than 120 years of deep and broad experience in complex industries as we envision and enable the future for our clients.
Burns & McDonnell is an Equal Opportunity Employer Minorities/Females/Disabled/Veterans
Req ID: 221591
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