Digital Solutions Sales and Delivery Leader - Brown and Caldwell : Job Details

** Digital Solutions Sales and Delivery Leader**

**Job Category****:** Client Services **Requisition Number****:** DIGIT003144 Showing 1 location **Job Details**

**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 Caldwells (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, BCs 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. BCs 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 BCs 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 areas and business units 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 BCs 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 CSMs and regional sales leads to identify key clients and targeted growth clients based on digital waters 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 managers 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 BCs 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.

**COVID-19 CONSIDERATIONS:** Currently, all employees, contractors, clients, visitors, etc. entering a Brown and Caldwell office must be fully vaccinated against COVID-19. Additionally, an increasing number of clients are requiring vaccination and some BC positions may also require vaccination based on the need to be in the office or for other business reasons (please refer to desired skills and experience section to determine if applicable for this job). Brown and