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Burns & McDonnell Managed Services Business Development Manager - Cyber Security (Multiple Locations) in Houston, Texas

Description

Burns & McDonnell is seeking an experienced manager with a passion for leading a Managed Services operation prioritizing the customer experience and a focus on Operational Technologies (OT), cyber security and regulatory program management to support our Governance, Risk, Cybersecurity & Compliance practice. The candidate should have hands-on experience servicing customers and provide leadership to a growing team. An ideal candidate will have a solid understanding of Managed Service operations, value proposition, and go-to-market strategy. The position will require collaboration across business units, in addition to establishing growth strategy and planning. It is important that the person can work both independently and in conjunction with a team. Burns & McDonnell is looking for a person with initiative and the ability to both create and own the vision to bring this managed services operation to life.

Specific areas of responsibility include the following, with other duties assigned by senior management as needed:

  • Strategic Planning

  • Bring market and industry insights to product and services strategy

  • Participate in the development of corporate strategy.

  • Set objectives and identify methods for reaching those goals

  • Assist in the development and fully own the implementation of a go-to market strategy for Managed Services in the cybersecurity/regulatory space for OT assets

  • Work closely with executive leadership to evaluate and strategically develop improvements for technology solutions to increase revenue and provide an improved client experience

  • Business Development

  • Participate in pre-sales activities, consulting engagements, and client training

  • Manage customer engagements to establish goals: revenue, outcomes, and clear contractual terms

  • Apply an in-depth understanding of our managed services offerings to address complex and strategic OT needs within the electric sector

  • Lead and participate in account strategy sessions with potential or existing customers.

  • Provide thorough and accurate insight into the strategic initiatives of potential customers and their capacity, ability, and desire to purchase our types of services, while effectively communicating how our services meet their strategic needs.

  • Respond to existing and prospective client requests for managed services.

  • Develop and maintain a quality pipeline of prospects.

  • Collaborate with internal technical teams to penetrate existing accounts to introduce and sell solutions

  • Advise potential clients on value proposition and benefits to managed services and sales

  • Technical/Execution/Production

  • Lead the successful project and engagement management by collaborating with customers, leveraging internal intellectual property and knowledge, preparing, and presenting meeting materials, identifying process improvements and efficiencies, negotiating with vendors, and communicating with at different levels of internal teams including C suite

  • Strong technical knowledge of cybersecurity frameworks such as NIST and IEC standards

  • Develop best practices and security standards for a managed services team

  • Apply assessment tools, monitoring technology, and health check processes

  • Manage the project and/or client team in effectively executing on Managed Services and deliverables of strategic sourcing, assessments, and contract audits

  • Guide and train team members, including workshops and developing training materials

  • Understanding of IT operations, corporate IT infrastructure, networking technologies, and applications in a typical enterprise environment.

  • Follow up with customers to assure satisfaction, respond to queries, solicit further sales, and solve problems.

Qualifications

  • Demonstrated track record of successfully selling managed services to small and mid-market businesses for more than $1M in sales

  • Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization, including executive and technical levels

  • Strong communication skills: conversation, written, and presentation from both business and technical perspectives

  • Excellent interpersonal skills: demonstrated rapport and credibility with customers and within the company; people savvy; active listener

  • Success capturing new business opportunities

  • Self-motivated and able to thrive in a results-driven environment

  • Natural relationship builder with integrity, reliability, and maturity

  • Ability to translate vision into strategy and guide execution

  • Experiencing selling managed cybersecurity services

  • Exceptional interpersonal skills

  • Excellent listening and presentation skills

  • Strong verbal and written communication skills

  • Excellent critical thinking and problem-solving skills

  • At least 3 years of relevant experience with Managed Services, including strategic sourcing, vendor negotiations, procurement, process improvement, and project management

  • Proven experience managing and growing a Managed Services team

  • Proven experience efficiently streamlining Managed Service operations

  • Experience with monitoring and health assessment tools for OT assets

  • Minimum of 7 - 10 years consultative selling experience of IT/OT and/or compliance Managed Services to the utility sector

  • Proven track record of consistently meeting or exceeding assigned quotas and developing new customer leads, qualifying prospects, and closing sales.

  • Ability to take a holistic and strategic view of the business process, leveraging a deep understanding of end-to-end business models and sales

EEO/Minorities/Females/Disabled/Veterans

Job Business Development/Sales

Primary Location US-MO-Saint Louis

Other Locations US-MO-Kansas City, US-AZ-Phoenix, CA-AB-Calgary, US-TX-Houston, US-FL-Orlando, US-CA-Brea, US-TX-Austin, US-NY-Manhattan, US-GA-Atlanta, US-IL-Chicago

Schedule: Full-time

Travel: Yes, 75 % of the Time

Req ID: 213696

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