Executive Director, Digital Utility Engagement

1898 & Co.; New York (NY); On-site; USD 180,000 - 240,000; Full time

Job summary

1898 & Co., part of Burns & McDonnell, seeks a Digital Consulting Client Engagement Director to lead executive relationships and strategic market growth across the electric utility sector. You will develop executive-level connections, identify critical business and technology challenges, and position technology-focused consulting solutions to improve operations and modernization.

The ideal candidate will serve as a trusted advisor to utility executives, lead major pursuits, and influence client

Responsibilities

• Develop and execute long-term growth strategies for Digital Consulting services within assigned utility markets, client segments, and strategic accounts.
• Identify emerging industry trends, client needs, competitive dynamics, and technology disruptions to inform market priorities, service development, and business investments.
• Collaborate with practice leadership to establish annual business objectives, revenue and backlog targets, strategic account priorities, and growth initiatives.
• Influence the development and expansion of consulting offerings, alliance relationships, and go-to-market strategies based on market intelligence and client feedback.
• Serve as a visible industry leader through client forums, conferences, professional organizations, and thought leadership activities.
• Champion collaboration across practices and business lines to bring integrated technology, engineering, cybersecurity, and advisory solutions to clients.
• Establish and lead executive-level relationships with key utility stakeholders, serving as a trusted advisor on digital transformation, technology strategy, operational improvement, and business modernization initiatives.
• Develop and lead client-focused strategies and action plans that align consulting services and solution offerings with client business objectives.
• Build and maintain long-term relationships with new and existing clients, customers, contractors, technology partners, and industry stakeholders to create sustained business opportunities.
• Define and execute account growth and market penetration strategies for targeted utility segments, key accounts, and strategic industry opportunities.
• Leverage relationships across Burns & McDonnell to identify opportunities, generate qualified leads, and expand the company footprint within strategic accounts.
• Provide executive sponsorship for key accounts and major engagements, helping maintain alignment, resolve concerns, and strengthen long-term client value.
• Accountable for achieving annual revenue, backlog, profitability, and client growth objectives for assigned markets and strategic accounts.
• Forecast and manage sales performance, resource demand, and business development investments to support near-term performance and long-term growth. Solution Positioning & Strategic Pursuits.
• Lead the positioning of Digital Consulting services and solution offerings with prospective and existing clients, both virtually and in person.
• Provide executive leadership throughout complex pursuit, capture, negotiation, and contracting processes for strategic opportunities.
• Lead capture strategy and pursuit planning for complex, high-value opportunities, including executive sponsorship of major proposals, interviews, and presentations.
• Guide multidisciplinary teams in shaping solution scope, delivery approach, staffing strategy, pricing, value proposition, and competitive differentiation.
• Lead the development and refinement of value propositions, pursuit strategies, offering collateral, templates, case studies, and executive-level messaging.
• Direct responses to RFIs and RFPs, ensuring alignment with client priorities, win themes, delivery capabilities, and commercial objectives.
• Lead quarterly business and strategy reviews using market intelligence, opportunity data, and performance indicators to evaluate progress and adjust priorities.
• Maintain accurate sales funnel and opportunity information to support forecasting, investment decisions, resource planning, and leadership reporting.
• Partner with the broader sales organization to position services in new accounts and expand relationships within existing accounts.

Job description

1898 & Co., part of Burns & McDonnell, seeks a Digital Consulting Client Engagement Director to lead executive relationships and strategic market growth across the electric utility sector. You will develop executive-level connections, identify critical business and technology challenges, and position technology-focused consulting solutions to improve operations and modernization.

The ideal candidate will serve as a trusted advisor to utility executives, lead major pursuits, and influence client