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Job Information

Burns & McDonnell Director - Executive Advisory Services for Industrial Cybersecurity - 1898 & Co. (Kansas City) in Kansas City, Missouri

Description

1898 & Co. is seeking an energetic, accomplished business development and sales director with demonstrated success selling innovative cybersecurity solutions and services for executive-level clients in the critical infrastructure space. The Director of Executive Advisory Services role is the leading business development and sales resource for the 1898 & Co. Security & Risk Consulting Executive Advisory Services, and also plays a leadership role across all business development and sales functional leaders within Security & Risk Consulting. You will be responsible for developing go-to-market strategies for new and existing market segments, and will develop channel strategies with partners in collaboration with the Managing Director and business line leads. You will also be responsible for setting strategy aligned with market dynamics, identifying new business opportunities, and leading the pursuit and engagement process for major clients, programs, and projects. This position is both an indirect people leadership role as well as a client-facing, subject matter expert in their field.

The ideal candidate will have extensive background in Big 4 management consulting, industrial cybersecurity business development, sales, and managing client success. Given the landscape in which we work, a solid background in Digitalization, Operational Technology, Utilities, Energy (oil & gas), Chemicals, Water, and other critical infrastructure sectors is key.

Job Duties:

  • Develop and maintain the business development strategy and sales plan for 1898 & Co. Executive Advisory services in support and collaboration with the business line leads and Managing Director, as well as other key stakeholders.

  • Develop and maintain the business development strategy and sales plan for each of the 1898 & Co. Security & Risk business lines in collaboration with the business line leads and Managing Director, as well as other key stakeholders.

  • Partner/coordinate with key stakeholders across the business line to understand BLL strategy and marketing plan and leverage that information to development the overarching business development & sales plan for the business and target industry sectors.

  • 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 and/or OT executives at the client.

  • Advise account planning on our largest clients.

  • Consult/advise BLL, 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 and strategic client accounts.

  • Communicate and educate our portfolio and value to target client segments, 1898 & Co. and Burns & McDonnell internal stakeholders.

  • Establish and maintain relationships with prospective and existing clients.

  • Identify opportunities and manage team efforts for submittals, proposals, presentations, and related activities.

  • When needed, collaborate with 1898 & Co. proposals team to develop compelling proposals.

  • Be a key change leader as 1898 & Co. continues its evolution into a Sales-led organization.

  • Partner with 1898 & Co. Business Development & Sales team, and other Burns & McDonnell Global Practices, and regional offices to leverage existing contacts and leads to land and expand cybersecurity services & solutions.

  • Develop capture plans for selling business outcome solutions into key accounts.

  • Participate as a capture manager for strategic accounts, programs, and projects.

  • 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.

  • Become one of the market-facing personalities of 1898 & Co. Security & Risk Consulting.

  • Write articles and/or make conference presentations.

  • Speak at industry conferences, participate in webinars and podcasts, radio and other media, as required.

  • Bachelor’s degree in an applicable program from an accredited institution and a minimum of 12 years related professional experience. Applicable experience may be substituted for degree requirements.

  • Previous consulting experience in one or more critical infrastructure sectors is required.

  • Broad knowledge of their field and identified as a subject matter expert.

  • Proven ability to develop business and establish relationships with clients.

  • 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.

  • Able to evaluate current industry trends and project future opportunities to grow the business line.

Qualifications

  • Bachelor’s degree in an applicable program from an accredited institution and a minimum of 13 years of related professional experience.

  • Applicable experience may be substituted for degree requirements.

  • Previous consulting experience in one or more critical infrastructure sectors is required.

  • Broad knowledge of their field and identified as a subject matter expert.

  • Proven ability to develop business and establish relationships with clients.

  • 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 skills and problem-solving skills are critical.

  • Must be able to thoughtfully and positively influence, lead, and manage change (change management certification preferred).

  • Able to evaluate current industry trends and project future opportunities to grow the business line.

EEO/Minorities/Females/Disabled/Veteran

Job Consulting

Primary Location US-MO-Kansas City

Schedule: Full-time

Travel: Yes, 25 % 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: 221416

#LI-MG #E98 N/A

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