Burns & McDonnell Manager of Managed Services - Operational Technology Cyber Security (Multiple Locations) in Kansas City, Missouri
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:
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
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
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.
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
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
Travel: Yes, 75 % of the Time
Req ID: 213696