Practice Leader, Mission Critical Facilities

Lockwood Andrews & Newnam•Dallas, TX

About The Position

LAN is establishing a firmwide Mission Critical Facilities Practice and is hiring an experienced market leader to build it. This new role will define the practice and market focus, pursuing data center and other mission critical work by combining capabilities across the firm’s business groups. The Practice Leader owns market strategy, develops and maintains client relationships, and assembles integrated teams to pursue and win work. The role is accountable for market development and the pipeline; business group directors and project managers retain staffing, technical, and project delivery authority. Success requires leadership through influence, credibility with clients and internal leaders, and effectiveness in a matrixed organization. The primary market is hyperscale, colocation, and enterprise data centers, which will receive most of the practice’s effort. Secondary markets include other mission critical facilities where LAN’s capabilities or existing contract vehicles offer an advantage, including healthcare critical infrastructure and military and government facilities. The practice integrates capabilities from Facilities, Civil/Water, Program Management, and other groups as needed. The Practice Leader owns and maintains the market strategy and annual business plan; defines the integrated service offering; develops qualifications, collateral, and market presence; represents LAN at industry events; leads target-account selection and capture and pursuit strategy; and coordinates pursuit priorities with business group leaders. The role makes go/no-go recommendations, leads pursuits through review processes, recommends scope, fee, commercial positioning, teaming, and client-contact strategy, and identifies and negotiates strategic teaming and subconsultant relationships. The role also owns strategic account plans for designated anchor accounts, develops executive-level client relationships, coordinates opportunities under existing contract vehicles, convenes cross-group teams, negotiates resource commitments, and builds internal capability by developing technical champions. It maintains pipeline, target-account, relationship, and opportunity reporting; participates in setting the practice’s annual budget allocation; operates within the approved budget; and reports performance in regular reviews with the business group director and firm leadership.

Requirements

15+ years of experience in the A/E or related industry, including 7+ years in business development, market leadership, or client-facing leadership roles.
Demonstrated success developing new clients and winning work in the data center or mission critical sector.
Working knowledge of mission critical facility design and delivery, including power, cooling, redundancy concepts, and commissioning, sufficient to engage credibly with technical clients.
Proven ability to lead and influence without direct authority across business units or disciplines.
Experience leading capture strategy and major pursuits, including teaming, pricing strategy, and proposal and interview leadership.
Established relationships within the mission critical market, or a demonstrated track record of building them.
Bachelor’s degree in engineering, architecture, construction management, or a related field.

Nice To Haves

Professional registration (PE, RA) or relevant industry certification.
Direct experience with hyperscale or colocation clients and their delivery models.
Experience in healthcare critical infrastructure or military and government facilities.
Experience building a practice, market sector, or service line from an early stage.
Familiarity with IDIQ and master agreement contract vehicles and task-order pursuit.

Responsibilities

Own and maintain the Mission Critical Facilities market strategy and annual business plan.
Define the integrated service offering and how LAN’s combined capabilities are presented to the market.
Develop qualifications, collateral, and market presence to compete in the mission critical sector.
Represent LAN at industry events and in the mission critical market.
Lead target-account selection, capture strategy, and pursuit strategy.
Set the practice’s priority pursuit list in coordination with participating business group leaders.
Prepare go/no-go recommendations and lead pursuits through the firm’s capture and pursuit review processes.
Recommend scope, fee, commercial positioning, teaming, and client-contact strategy with the responsible project manager and business leaders.
Identify and negotiate strategic teaming and subconsultant relationships.
Own strategic account plans for designated anchor accounts and identify expansion opportunities.
Build and maintain executive-level client relationships in the mission critical market.
Coordinate mission critical opportunities under existing contract vehicles with their current relationship owners.
Convene and lead cross-business-group pursuit and strategy teams.
Negotiate resource commitments with business group directors and address conflicts through priorities, timing, and alternatives, escalating when a commitment is materially at risk.
Develop technical champions within participating business groups to build internal practice capability.
Maintain practice pipeline, target-account, relationship, and opportunity reporting.
Participate in setting the practice’s annual budget allocation and operate within the approved allocation.
Report practice performance in regular reviews with the business group director and firm leadership.