Burns & McDonnell Industrial Cybersecurity Engagement Manager (Solutions/MSS) - 1898 & Co. (Multiple Locations) in Norfolk, Virginia
1898 & Co. is seeking an energetic, accomplished business development and sales leader with demonstrated success selling innovative cybersecurity solutions and services for clients in the critical infrastructure space. The Industrial Cybersecurity Engagement Manager role is the leading business development and sales resource for the 1898 & Co. Security & Risk Consulting for their respective region. You will be responsible for developing and/or aligning with go-to-market strategies for new and existing market segments and will develop and/or align to channel strategies with partners in collaboration with Security & Risk consulting business line leads, Director of Business Development & Sales, and the Managing Director. 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 regional clients, programs, and projects. This position is a client-facing, subject matter expert in their field.
The ideal candidate will have extensive background in management consulting, industrial cybersecurity business development, sales, and managing client success. In addition, the candidate will be highly adept at demonstrating how our services and solutions address client pain points, capture critical win components from the client, and drive development of a winning proposal. 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. This role will be highly engaged with driving targeted conversations around industry challenges, understanding our clients’ needs, and leveraging services and solutions from within the Security & Risk Consulting portfolio to empower organizations to enable cyber resiliency, manage risk better, drive more efficient operations, etc.
Effectively present Security & Risk consulting services and solution offerings to prospects and existing clients virtually and in person
Lead clients through the full sales process while engaging others in the business unit to support as needed
Target specific clients identified along with identifying specific clients target penetration strategy
Follow through on quarterly financial goals – Building and advancing opportunities through the sales funnel, Client satisfaction and repeat business
Support quarterly strategy reviews with a data-driven approach to evaluating the market and effectiveness of current plans.
Lead the positioning of service offerings, including collaborating with internal (and/or external) partners on development of strategic plan, target clients, and tailored offering collateral
Lead the adaptation of standard value proposition, templates, and guides to support the effective communication of capabilities and delivery of projects.
Regular review and iteration on service offerings message to align with client needs and improve market penetration.
Process Improvement by review of sales processes, proposal processes and identify areas to improve for existing offerings.
Be a part of the culture to continuously improve in a systematic way.
Understand the client’s technology footprint, strategic growth plans, business drivers, technology strategy, and competitive landscape.
Leverage existing client relationships inside the company to generate warm leads
Position for and prepare responses and proposals to RFIs and RFPs in collaboration with business line leads
Maintain up-to-date product/service/solution knowledge and participate in on-going training
Communicate solutions benefits effectively
Maintain accurate sales funnel data and achieve strategic targets
Establish and maintain long-term business relationships
Manage and interpret client requirements and properly set client expectations
Partner with internal teams to provide technology support in larger work engagements
Champion the value of technology innovation and automation for client with internal teams
Be a champion for 1898 & Co. business outcome solutions, as well as Managed Security Services.
Be one of the faces of the Security & Risk Consulting organization with regional media such as magazines, newspapers, digital media (e.g. podcasts, videos, etc.), radio, and/or television.
Write articles and/or make conference presentations.
Partner with broad sales team to position in new accounts and grow existing accounts
Drive account discover/planning activities for technology solutions in assigned accounts
Other duties as assigned
Bachelor's degree in Computer Science, Management Information Systems (MIS), Information Technology or related field. Applicable years of experience may be substituted for the degree requirement.
Minimum 7 years related experience (3 or more years identifying and implementing solutions for industrial cybersecurity is required).
Previous roles that engaged with external clients in a consulting capacity
Working with clients to deploy/integrate/adopt operational technology platforms
Preparing solutions focused on service definition and growth
Developing solutions that lead to results with business impact
Developing client relationships and winning work
Advancing organization goals and growth
Preferred Skills include:
Combination of technical skills and business acumen applied to solve complex client challenges
Consulting experience and ability to manage industrial cybersecurity Implementation projects within IT and OT space of Utility Clients.
Knowledge of Critical Infrastructure sectors as it relates to industrial cybersecurity services and services.
Advanced knowledge of ICS/SCADA environments in addition to some knowledge of enterprise IT architecture and systems.
Strong leadership, project management, time management, and problem-solving skills.
Critical thinking and prioritization of resources to provide the most value to clients.
Ability to adapt to changing environment and make timely decisions.
Ability to work and communicate with technical and non-technical clients.
Work collaboratively within a team environment
Excellent written and oral communication skills
Drive to keep skills aligned with industry advancements
Strong interpersonal and relationship building skills
Business aptitude and negotiation skills
Ability to teach technical concepts and a passion for continuous learning
Contracts and commercial acumen to achieve strong financial results
Travel: 25%-30% domestically and mostly regionally
Primary Location US-MO-Kansas City
Other Locations US-VA-Richmond, US-AZ-Phoenix, US-DC-Washington, US-TX-Houston, US-NC-Raleigh, US-FL-Orlando, US-VA-Roanoke, US-VA-Norfolk, US-GA-Atlanta, US-IL-Chicago, US-SC-Greenville
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: 221594