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Description

The Client Engagement Director, Grid Systems Consulting role within 1898 & Co., part of Burns & McDonnell, will partner with electric utility clients to identify, shape, and advance consulting and implementation opportunities related to Grid Systems, utility operational technology, control center modernization, and grid modernization programs. This role requires a deep understanding of electric utility Grid Operations systems and the technologies used to support generation, transmission and distribution operations, outage management, distributed energy resource integration, and grid reliability.

The ideal candidate will bring significant hands-on experience with utility Grid Systems platforms, including SCADA, EMS, OMS, DMS, ADMS, DERMS, AMI, operational historians, and related operational applications. This role requires experience with leading Grid Systems software providers such as AspenTech OSI Monarch, GE Vernova, Schneider Electric, or similar utility operational technology platforms. The successful candidate must be able to credibly engage utility executives, operations leaders, control center personnel, engineering teams, information technology stakeholders, and vendor partners regarding the business, operational, and technical requirements of Grid Systems programs.

This role will be responsible for identifying client needs, shaping solution strategies, positioning Grid Systems consulting and implementation services, and leading pursuit activities that support utility operational transformation. The Client Engagement Director will build relationships across client organizations to identify opportunities related to Grid Systems modernization, platform implementation, system upgrades, operational readiness, technology roadmaps, and long-term grid modernization strategies. This role will partner closely with delivery leaders, project managers, solution architects, consultants, engineers, cybersecurity specialists, sales, and marketing teams to support the growth of the Grid Systems consulting business.

What You'll Do

Client Relationship Management & Business Development

+ Develop and manage strong, trusted relationships with new and existing electric utility clients, with a focus on Grid Operations, utility operations, engineering, information technology, and executive stakeholders.

+ Serve as a trusted advisor to utility clients regarding Grid Systems strategy, control center modernization, operational technology investments, and grid modernization initiatives.

+ Lead client-focused strategies and action plans for Grid Systems consulting and implementation services that support business growth.

+ Build and maintain effective relationships with client executives, operational leaders, control center personnel, technology stakeholders, customers, contractors, software vendors, and industry partners to develop new business opportunities.

+ Identify, qualify, and advance opportunities by understanding client challenges related to SCADA, EMS, OMS, DMS, ADMS, DERMS, AMI, utility historians, operational data, control center operations, outage management, distribution automation, and grid reliability.

+ Develop business opportunities associated with major Grid Systems platforms, including AspenTech OSI Monarch, GE Vernova, Schneider Electric, and other utility operational technology platforms.

+ Collaborate with internal and external partners to develop and execute strategic sales plans for new and existing Grid Systems services.

+ Leverage existing customer relationships inside the company to generate warm leads and expand client footprint.

+ Establish and maintain long-term business relationships that drive repeat business and sustained account growth.

+ Meet or exceed financial goals by advancing opportunities through the sales funnel, supporting customer satisfaction, and maintaining focus on repeat business.

Solution Positioning & Sales Process

+ Effectively present Grid Systems consulting, advisory, implementation, integration, and modernization services to prospective and existing clients, both virtually and in person.

+ Lead clients through the full sales lifecycle, from initial discovery and needs assessment through proposal development and contract execution.

+ Target specific clients and develop penetration strategies that align Grid Systems services with client priorities, operational objectives, planned technology investments, and business needs.

+ Partner with practitioners, solution architects, project managers, implementation leaders, and delivery teams to shape solution scope, delivery approach, staffing models, pricing, and pursuit strategy.

+ Lead the positioning of service offerings related to Grid Systems assessments, technology roadmaps, software selections, implementation planning, platform modernization, system upgrades, integrations, operational readiness, and post implementation support.

+ Lead the development and adaptation of value propositions, templates, guides, case studies, and messaging to communicate Grid Systems capabilities and successful project delivery experience.

+ Position for and prepare responses to RFIs and RFPs involving Grid Systems consulting, platform implementation, utility operational technology, control center modernization, and grid modernization programs.

+ Develop win strategies that clearly communicate how 1898 & Co. can help clients improve reliability, resiliency, outage response, operational efficiency, workforce productivity, and customer service through Grid Systems investments.

+ Maintain accurate sales funnel and opportunity data to support forecasting, quarterly strategy reviews, and strategic decision-making.

+ Partner with the broader sales team to position Grid Systems services in new accounts and grow existing accounts.

+ Drive account discovery planning activities for Grid Systems and utility operational technology solutions in assigned accounts.

Grid Systems Consulting Leadership

+ Lead executive-level discussions with electric utility clients regarding SCADA, EMS, OMS, DMS, ADMS, DERMS, AMI, utility historians, and related Grid Systems strategies, implementations, upgrades, and modernization programs.

+ Position consulting services that help clients assess, modernize, implement, integrate, optimize, and support the operational systems used to manage the electric grid.

+ Support client conversations related to transmission operations, distribution operations, outage restoration, switching management, control center operations, distributed energy resource integration, advanced outage management, and grid reliability.

+ Communicate the value of Grid Systems consulting services involving critical utility operational technology, control systems, secure architectures, operational data flows, industrial networks, and the convergence of OT and IT environments.

+ Support client discussions involving grid management platforms and supporting technologies, including SCADA, EMS, OMS, DMS, ADMS, DERMS, AMI, operational historians, and related applications.

+ Lead business development and solution positioning activities related to advanced grid applications such as Fault Location Isolation and Se...

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Client Engagement Director - Grid Systems Consulting - Enterprise Systems Integration | 1898 & Co.

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Client Engagement Director - Grid Systems Consulting - Enterprise Systems Integration | 1898 & Co.