1898andco Jobs

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 Software Business Development Manager - 1898 & Co. (Kansas City) in Kansas City, Missouri


As an 1898 & Co. Business Development Manager in the electric utility industries, you will lead the charge in sales activity of our AssetLens software product to both new and existing Firm customers. You will work closely with the AssetLens Product Manager and our account management teams to educate customers and position our software solution to address critical customer needs. You will serve a pivotal role in connecting to our customers to establish the value of our solution in how they address customer pain points, capture critical win themes from the customer, drive the development of a winning proposal and close the deal. This role requires a deep understanding of customer needs, the ability to effectively communicate the value of our solution and sell our software to help our customers accomplish their business objectives.

  • Effectively establish business value and present solution offering to prospects and existing customers virtually and in-person

  • Identify key stakeholders in the customer organization and manage unique value propositions needed to drive deal throughput

  • Lead customers through the full sales process while engaging others in the business unit to support as needed

  • Lead, with a direct contribution to, the creation of winning proposals

  • Understand the customer’s technology footprint, strategic growth plans, business drivers, technology strategy, and competitive landscape

  • Go direct to new customers and leverage existing customer relationships inside the company to assess solution/product fit and generate sales leads

  • Maintain product knowledge and application to pressing industry trends

  • Maintain accurate sales activity and opportunity funnel data to drive process improvement

  • Achieve strategic sales activity targets and overall won-business goals

  • Operate as a team player elevating the performance of the entire team

  • Establish and maintain long-term business relationships

  • Properly set customer expectations during the sales process

  • Capture customer feedback and create channels for Product teams

  • Prepare responses to RFIs and RFPs

  • Maintain knowledge of solution competitive landscape


  • Bachelor's degree in engineering, business, computer science, information technology or related field from an accredited program

  • 5 years of experience in a Sales, Sales Engineering, or Consulting role in technology or relevant industry with strong selling and communication skills (written and verbal)

  • Demonstrated success in selling SaaS and/or software solutions to electric utilities

  • Experience with customer presentations including needs discovery, fit evaluation, value story, product demonstrations, proposal delivery

  • Individual needs to be a confident self-starter, competitive and enthusiastic with a strong sense of self-discipline, drive, and urgency

  • Ability to quickly learn, adapt and become a go-to resource on a dynamic team

  • Must be able to manage a pipeline through CRM and productively balance shifting priorities

  • Possess expert knowledge of industry trends, business challenges and technology buying behaviors

  • Understand and communicate the value of SaaS solutions in an enterprise IT setting


Job Business Development/Sales

Primary Location US-MO-Kansas City

Schedule: Full-time

Travel: Yes, 75 % 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: 234373 Job Hire Type Experienced

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