Digital Solutions Sales and Delivery Leader (Water)
Phoenix, AZ  / Tucson, AZ  / Reno, NV  / Las Vegas, NV ...View All
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Job Description
Description

The Digital Solutions Sales and Delivery Lead (SDL) reports directly to the Digital Water Regional Practice Leader and leverages strong relationship skills to harness our Electrical and Process Automation Services (EPAS), Smart Utility, and Information Technology (IT) resources in the sales and delivery of Digital Water projects. The SDL will be responsible to support advancing the sales and delivery of Brown and Caldwell's (BC) technology focused services with specific emphasis on the development of digital water related proposals and subsequent project management of digital water projects or task manager of digital water focused tasks within an overall multidiscipline project or program.

DIGITAL WATER:

Historically, BC's market leading innovations have focused primarily on wastewater, water, and remediation process technologies. However, over the last 10 years, BC has also built one of the strongest EPAS teams in the environmental industry just as these services have become more strategic for our clients and a ripe area for innovation. In addition, the multi-disciplinary innovative arena of Smart Utility, much of which is anchored in Instrumentation and Controls (I&C), data analytics, and IT systems, is rapidly gaining momentum in the market. BC's branded offering in the space, BC Blue, is considered market leading.

Example technology projects include SCADA master plans, SCADA upgrades, control system replacements, and the next generation of Smart Utility (BC Blue) projects to optimize asset operations and utility decision making. Smart utility projects may include services from EPAS, IT (GIS, business intelligence, data management, mobility), IOT, asset management, and data analytics resources. A Strategic System project may be a very large standalone or multidiscipline EPAS design projects with future elements incorporated into the project scope to enable a Smart Utility solution.

EXPECTATIONS:

The SDL will have a broad range of responsibilities relative to digital water work, which include developing relationships with new clients, supporting CSMs sales prospects, collaboration with and coordination between enterprise and local resources to deliver on commitments, and project/task management. Communicate the Digital Water vision and strategy for sales and delivery to CSMs, area and local leaders. Actively promote BC's digital water capabilities to a wide internal and external audience.

KEY PRIORITIES:

Sales Strategy Planning

Support the Digital Water Regional Practice Leader with the goal to grow our business with an emphasis on the expansion of Digital Water services, specifically:

  • Participate in the development of the Digital Water strategy by defining Digital Water potential and identifying top opportunities, investments, and budget needs.
  • Engage CSMs, local leaders, and delivery team members to create and maintain alignment around the area's and business unit's Digital Water strategy.
  • Assist in identifying target clients and services to position in alignment with company of choice strategy.

Drive Growth

  • Manage a subset of the Digital Water overall portfolio that the Digital Water RPL oversees for select clients assigned to the Desert Area. A balanced emphasis between short-term sales and long-term growth is key for how we identify and build the Digital Water opportunity funnel.
  • Selectively support strategic positioning and messaging on key regional or business unit top pursuits to include Digital Water services.

Market and Client Service Managers (CSM)

  • Visit our clients and people to better understand their needs, guide the execution of the core imperatives related to clients and sales, developing a centralized team and approach for major company pursuits, and developing a framework for a structured Digital Water growth for BC.
  • Develop and maintain relationships with BC's clients.
  • Support the Digital Water Director in obtaining and developing new key clients each year in connection with our strategy and annual planned targets.
  • Drive growth and maintenance of the Digital Water opportunity funnel.
  • Where appropriate, serve as pursuit leader or sponsor for one of more of the local priority pursuits in the Cal/Desert business units; assist others as needed.
  • Work with CSM's and regional sales leads to identify key clients and targeted growth clients based on digital water's strengths. This should be used to prioritize pursuits and client outreach.

Talent Development

  • Assist Digital Water Director in recruiting talent internally or externally to support digital water related sales and project delivery.
  • Identify project manager's outside of EPAS that have the skill set, experience, or desire to help lead projects with significant digital water components. Support these project managers during scoping and delivery with the goal of developing force multipliers to grow the BC's overall digital water capability.

Project Delivery

  • Provide support to CSMs by bringing the right EPAS or Smart Utility (IT, GIS, Analytics, etc.) subject matter experts to our clients, inform them of our services, position for identified opportunities, proposal development with the goal of being award Digital Water project opportunities.
  • Work with Design Services discipline leaders, portfolio managers, and Consulting Services Utility Performance partners to obtain resources to deliver Digital Water projects.
  • Work as a project manager to manage and deliver standalone Digital Water projects. Responsible for project scope, schedule, budget, development and resource management.
  • Work as a discipline task lead on large multidiscipline projects where Digital Water services are part of the overall project scope and delivery. Responsible for Digital Water scope, schedule, budget, development and resource management to deliver the project in coordination with the overall multidiscipline project manager.

KEY PARTNERS FOR THE ROLE:

  • Portfolio Managers and Discipline Leaders: Support and oversee projects that contain Digital Water services as part of an overall standalone or multidiscipline project.
  • Marketing Leaders: local marketing managers.
  • Sales Leaders: area and local leaders, CSMs, and key technical sales leaders in the business unit.
  • Market Sector Leaders: Work in coordination with the market service line leaders for Water, Wastewater, 1Water, Reuse, etc.

Desired Skills and Experience:

  • B.S. or M.S. in engineering or a related field or equivalent skills and experience is required.
  • Professional registration is preferred but not required.
  • 6 to 10 years of increasingly responsible professional experience in the environmental services or water utility and/or consulting industry is required.
  • Ability to demonstrate business acumen to guide decisions on assignment of personal and technical approaches to support business unit growth.
  • Ability to demonstrate experience in guiding technical strategy for a large portfolio of projects and alignment or key technical differentiators and staff to those projects.
  • Outstanding communication skills with the ability to communicate clearly, concisely, and professionally (verbal and written) for technical and non-technical audiences.

Benefits and Other Compensation: We provide a comprehensive benefits package that promotes employee health, performance, and success which includes medical, dental, vision, short and long-term disability, life insurance, an employee assistance program, paid time off and parental leave, paid holidays, 401(k) retirement savings plan with employer match, performance-based bonus eligibility, employee referral bonuses, tuition reimbursement, pet insurance and long-term care insurance. Click to see our full list of benefits.

About Brown and Caldwell

Headquartered in Walnut Creek, Calif., Brown and Caldwell is a full-service environmental engineering and construction firm with 52 offices and 1,700 professionals across North America and the Pacific. For more than 70 years, we have created leading-edge environmental solutions for municipalities, private industry, and government agencies. We strive to be the company of choice-to our clients, who benefit from our passion for delivering exceptional quality, and to our employees, present and future, who share our commitment to client service, collaboration, and innovation. Join us, and you will find a home where you can do your best work, reach new levels of expertise, and enjoy exceptional development opportunities. For more information, visit

This position is subject to a pre-employment background check and a pre-employment drug test.

Notice to Third Party Agencies: Brown and Caldwell does not accept unsolicited resumes from recruiters or employment agencies. In the event a recruiter or agency submits a resume or candidate without a previously signed agreement and approved engagement request with Brown and Caldwell, Brown and Caldwell reserves the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency.

Brown and Caldwell is proud to be an EEO/AAP Employer. Minorities/Women/Disabled and Protected Veterans are encouraged to apply. Brown and Caldwell ensures nondiscrimination in all programs and activities in accordance with Title VI of the Civil Rights Act of 1964.



Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)

Brown and Caldwell is proud to be an EEO/AAP Employer-Minorities/Women/Disabled/Protected Veterans are encouraged to apply.

 

Job Summary
Start Date
As soon as possible
Employment Term and Type
Regular, Full Time
Required Education
Master's Degree
Required Experience
6 to 10 years
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