Burns & McDonnell Director Industrial Cybersecurity - Utilities (Power & Water) & Manufacturing - 1898 & Co. (Multiple Locations) in Wallingford, Connecticut
1898 & Co. is seeking an energetic, accomplished Director Industrial Cybersecurity for Utilities (power and water) and Critical Manufacturing, with demonstrated success developing innovative cybersecurity solutions for clients in the operational and critical infrastructure cybersecurity space. The Industrial Cybersecurity Director is the leading business development and sales resource for both power and water utilities and critical manufacturing within the overarching 1898 & Co. Security & Risk Consulting business. You will be responsible for collaborating on, and developing, go-to-market strategies for new verticals and partners aligned with the Director of Business/Sales and the Managing Director strategy and market dynamics, identifying new business opportunities, and leading the pursuit 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 an extensive background in 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 (power and water), and Critical Manufacturing is key.
The Director will be primarily responsible for aggressively growing the Utilities & Manufacturing business within the 1898 & Co. Security & Risk Consulting group by performing business development, creating and developing leads, expanding services and solutions within existing clients, and will spend significant time directly engaged with clients to identify new work, prepare proposals, establish study objectives, formulate program and project approaches, and will collaborate with a team of business development, sales, marketing, and delivery resources to deliver useful and actionable proposals to clients and prospects.
Develop and maintain the business development and sales plan for the Utilities (power and water) and Critical Manufacturing sectors.
Proven ability to develop new OT cybersecurity business (leads, opportunities, etc.) within the Utilities (power and water) and manufacturing sectors.
Partner/coordinate with Director of Business Development/Sales, the Managing Director, and other key stakeholders across the business to understand strategy and marketing plan, and leverage that information to develop the overarching BD & Sales plan for the business and target industry sectors.
Support the sales enablement of new service offerings per guidance from the Director of Business Development & Sales, the Managing Director, and/or the business plan.
Understand client’s cybersecurity-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 the Managing Director, Director of Business Development & Sales, 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.
Communicate and educate our portfolio and value to target client segments 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.
Be a key change leader as 1898 & Co. continues its evolution into a Sales-led organization.
Partner with 1898 & Co. BD & Sales team, and other Burns & McDonnell Global Practices 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.
Write articles and/or make conference presentations.
Bachelor’s degree in an applicable program from an accredited institution and a minimum of 13 years related professional experience. Applicable experience may be substituted for degree requirements. MBA preferred.
Broad knowledge of their field and identified as a subject matter expert.
General business savvy and financial calculation knowledge.
Knowledge of industrial control system environments such as utilities (power & water) and/or manufacturing system operations
Proven ability to develop business and establish relationships with clients.
Ability to work with existing and new clients to identify new projects, articulate to the clients our ability to perform those projects, and translate that into the sale of consulting services and solutions.
Ability to communicate with various business contacts to understand their needs and translate them into a scope of work/proposal that meets their desired business outcomes.
Ability to perform under pressure and tight deadlines and to be effective in on-site work environments.
Ability to manage multiple clients and prospects concurrently, including identification of critical path items to ensure deliverable deadlines are met.
Ability to focus on the big picture to effectively and efficiently provide services that meet client needs while also having the ability to identify and analyze details that are critical to project outcomes.
Willingness to learn new service offerings as client needs and the market requires changes to the service offerings provided by our group.
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.
Must be able to thoughtfully and positively influence, lead, and manage change.
Able to evaluate current industry trends and project future opportunities to grow the business line
Other Desired, but not Required skillsets:
Any of the following security certifications – C|CISO, CISSP, CISM, CISA, CEH, GICSP
PMO or PMP certification
Primary Location US-MO-Kansas City
Other Locations US-AZ-Phoenix, US-DC-Washington, US-TX-Houston, US-FL-Orlando, US-CT-Wallingford, US-CA-Brea, US-GA-Atlanta
Travel: Yes, 50 % 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: 213184