Digital Consulting Client Engagement Manager - 1898 & Co.

Burns & McDonnell•Phoenix, AZ

33d

About The Position

Join 1898 & Co., a part of Burns & McDonnell, as we lead the charge in securing critical infrastructure and shaping the future of industrial cybersecurity. Our team partners with electric utilities and other critical infrastructure organizations to deliver cutting-edge consulting and cybersecurity solutions that protect essential systems and enable innovation. As a Client Engagement Manager, you will be at the forefront of client relationships, driving strategic conversations and guiding organizations through complex cybersecurity challenges. This role is more than sales; it's about becoming a trusted advisor who understands client needs, crafts tailored solutions, and ensures successful outcomes. You'll collaborate with industry leaders, leverage advanced technologies, and help clients achieve resilience in an increasingly digital world. Why 1898 & Co.? We value client partnership, innovation, and a commitment to excellence. Our culture emphasizes collaboration, continuous improvement, and professional growth. Join us and help shape the future of industrial cybersecurity solutions.

Requirements

Bachelor's degree in Computer Science, Management Information Systems (MIS), Information Technology or related field. Additional applicable years of experience may be considered in lieu of the degree requirement.
Minimum 7 years of related experience (3 or more years identifying and implementing solutions for broad technology systems is preferred).
Previous roles that engaged with external customers 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 customer relationships and winning work.
Advancing organization goals and growth.
Combination of technical skills and business acumen applied to solve complex customer challenges.
Consulting experience and ability to manage Technology Implementation projects within the IT and OT space of Utility Clients.
Knowledge of the Electric Utility Industry as it relates to technology services and implementation in Transmission Planning, Distribution Operations, managing capital projects, grid management systems, data management services and geospatial services.
Knowledge of enterprise IT architecture and the ability to implement it across many tools & platforms.
Strong leadership, project management, time management, and problem-solving skills.
Critical thinking and prioritization of resources to provide the most value to customers.
Ability to adapt to changing environments and make timely decisions.
Entrepreneurial spirit.
Ability to work and communicate with technical and non-technical customers.
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.

Responsibilities

Develop and manage relationships with clients to understand their needs, manage expectations, and facilitate communication.
Lead client-focused strategies and action plans for consulting services and solution offerings that drive sales.
Build and maintain effective relationships with new and existing clients, customers, and contractors to develop new business opportunities.
Collaborate with internal and external partners to develop and execute strategic sales plans for new and existing services.
Leverage existing customer relationships inside the company to generate warm leads.
Establish and maintain long-term business relationships.
Follow through on quarterly financial goals by building and advancing opportunities through the sales funnel, ensuring customer satisfaction, and repeat business.
Effectively present consulting services and solution offerings to prospects and existing customers virtually and in person.
Lead customers through the full sales process while engaging others in the business unit to support as needed.
Target specific clients and develop penetration strategies.
Support quarterly strategy reviews with a data-driven approach to evaluating the market and the effectiveness of current plans.
Lead the positioning of service offerings, including collaborating with partners on strategic plans, target customers, and tailored offering collateral.
Lead the adaptation of value propositions, templates, and guides to support effective communication of capabilities and delivery of projects.
Position for and prepare responses to RFIs and RFPs.
Maintain accurate sales funnel data and achieve strategic targets.
Partner with the broad sales team to position in new accounts and grow existing accounts.
Drive account discovery planning activities for technology solutions in assigned accounts.
Regularly review and iterate on service offerings messaging to align with customer needs and improve market penetration.
Review sales and proposal processes, identifying areas to improve for existing offerings.
Be a part of the culture to continuously improve in a systematic way.
Maintain up-to-date product knowledge and participate in ongoing training.
Communicate solution benefits effectively.
Champion the value of technology innovation for customers with internal teams.
Partner with internal teams to provide technical support in larger work engagements.
Partner with sales and marketing groups to continue to build the business footprint.
Manage and interpret customer requirements and properly set customer expectations.
Support the recruitment, development, training, and retention of staff by sharing expertise and collaborating with team leaders.
Assist with performance feedback and provide guidance, mentorship, and instruction to colleagues as needed.
Help interpret and communicate organizational policies, purposes, and goals to staff.
Promote overall QA/QC process adherence and foster a culture of continuous improvement.
Other duties as assigned.