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mp; McDonnell is an <a href="https://www.burnsmcd.com/careers/eeo-policy-statements?_hstc=157302949.5a99c6bcb69fa5c4ddabc5d520dfbfaa.1542656049974.1571079968194.1571083284152.162&amp;hssc=157302949.5.1571083284152&amp;_hsfp=2109402365">Equal Opportunity Employer </a> Minorities/Females/

Job Information

Burns & McDonnell Security & Risk Consulting - Director, Operations - 1898 & Co. (Multiple Locations) in Brea, California


1898 & Co. is seeking an energetic, accomplished operations director with demonstrated success working with industrial cybersecurity solutions and services for organizations in the critical infrastructure space. The Director of Operations (DO) role is the leading finance and operations resource for the 1898 & Co. Security & Risk Consulting (SRC). Additionally, the DO plays a leading role supporting business line leads, sales, program/project managers and operations functional leaders within SRC. You will be responsible for managing the SRC departmental budgeting & reporting (in collaboration with the Managing Director), working with Business Line Leads and operational leaders to support efficient operations while executing our growth and expansion plans. The role will also involve interfacing and collaborating with contracts and legal. The DO will organize, assess, and improve processes that are common throughout the SRC organization and put in place tracking as necessary to measure success/improvement. The DO is also responsible for analytics and reporting on SRC's pipeline of sales opportunities while also supporting the sales process. This role sits at the intersection of our revenue generation and our business teams, and as such, will require prioritization and data-driven decision making and reporting to ensure our teams are working towards appropriate goals and have the tools needed to achieve them. The DO will be instrumental in achieving consistent execution of sales methodology, processes, tools and procedures coupled with continuous improvement in reporting, analytics, forecasting and productivity.

The ideal candidate will have extensive background in a large scale, global company supporting cybersecurity in a operations role. Given the landscape in which we work, a solid background in Digitalization and cybersecurity across critical infrastructure sectors is key.

Job Duties:

Business Operations:

  • Develop and monitor continuous improvement plans for core processes and quality measures.

  • Act as SRC contracting controller to ensure appropriate terms are in place for new contracts.

  • Monitor and report on execution and performance reviews for commercial projects.

  • Work with all business leaders and resource manager to provide clear alignment of resource needs and availability.

  • Provide BMcD program engagement coordination to ensure value of work is understood across all stakeholders and ensure that expansion plans are in place and being executed.

  • Provide oversight and planning for complex pursuits involving multiple Global Practices, Departments, Business Lines, and Locations

  • Develop and offer innovative commercial programs and structures (CAPEX and OPEX) aligned with client financial preferences.

  • Lead SRC leadership meetings with senior leadership for both sales and operations.

  • Other duties as assigned

Sales Operations:

  • Be the go-to expert for sales leadership on all go-to-market and sales metrics. This includes leading pipeline meetings with our sales staff and 1898 & Co. leadership.

  • Support the development of sales strategy, plans, and forecasts to achieve business objectives for the group.

  • Collaborate with business development directors, business unit managing directors, regional managing directors, and business line leads on our internal sales process and opportunity management.

  • Partner with 1898 & Co. leadership and sales staff on all sales operational and analytics requests.

  • Lead sales planning and projections including preparation of sales metrics for reporting to SRC Managing Director, Business Line Leads on weekly, monthly, and quarterly, and annual basis.

  • Lead projects with cross-functional partners to make data-driven decisions on sales topics including: forecasting, growth/churn strategy, cost of sales, process improvement, offering mix analysis, account planning, and identifying strategic opportunities.

  • Track and manage win rate and recommend strategies to improve or sustain.

  • Develop models to help analyze the health of the business including sales forecasting, pipeline generation, etc.

  • Design processes to improve pipeline hygiene and report on data necessary to make strategic growth decision.

  • Triage user-reported issues ensuring our sales processes are well supported.

  • Function as expert and participant as CRM super-user for 1898 & Co.

  • Develop departmental tools and work flows to increase sales process efficiency.

  • 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.

  • Close new business deals by coordinating requirements, developing, and negotiating contracts, and integrating contract requirements with business operations.

  • Other duties as assigned

General Requirements:

  • Willing to become one of the market-facing personalities of 1898 & Co. Security & Risk Consulting for various media including television, radio/podcast, webinars, conferences, print media (e.g. magazines, newspapers, etc.).


  • Bachelor's degree from an accredited program (Master of Business Administration (MBA) preferred)

  • Minimum of 13 years of related professional experience.

  • 7-10 years related professional experience in finance and operations, data analytics, business development, or consulting; sales operations experience and experience in consulting preferred.

  • 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.

  • Must have expert knowledge in the use of basic computer software (i.e., Microsoft Word, Excel, PowerPoint).

  • Must have expert knowledge in the use modern CRM systems such as Microsoft Dynamics or Salesforce.

  • Ability to partner, collaborate, and influence across a wide spectrum of functions and knows when and how to assert or influence business partners.

  • Excellent analytical thinker who can deliver recommendations out of complex datasets; advanced SQL, data visualization experience preferred.

  • Proven ability to work in a demanding, dynamic environment and manage a high workload.

  • Ability to independently translate high-level goals into actionable plans.

  • Data driven, intellectually curious, fast learner and able to move quickly while keeping focused on high impact projects with minimal supervision.

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

  • Strong analytical skill and problem-solving skills are critical.


Job Consulting

Primary Location US-MO-Kansas City

Other Locations US-FL-Orlando, US-AZ-Phoenix, US-CA-Brea, US-GA-Atlanta, US-TX-Houston, US-IL-Chicago

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: 222734

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