Business Development Director - OT Cybersecurity Products - & Co.

Description 1898 & Co. is seeking a Business Development Director for our Managed Security Services business as we continue to scale our MSS go‑to‑market efforts focused on utility and critical infrastructure asset owners. This role is responsible for building and leading a highly performing sales team, driving new customer acquisitions, expanding recurring revenue, and increasing profitability while contributing to our business strategy across our managed cybersecurity offerings. This senior leader will bring a software and product‑oriented sales mindset, with the ability to sell recurring services and platforms, supported by strategy consulting and incident response services. Success in this role requires credibility with executive buyers in utilities, energy, water, and industrial sectors, along with the ability to translate cybersecurity capabilities into operational resiliency and business outcomes. This role partners closely with MSS Operations, Product Management, Software Engineering, Marketing, and Executive Leadership to mature our MSS business into a scalable, product‑led growth engine. What You'll Do Sales Leadership & Strategy Own and execute the Managed Security Services sales strategy, aligned to revenue growth, margin targets, and long‑term scalability. Build, lead, and mentor a specialized MSS sales team, including quota setting, performance management, and career development. Establish disciplined sales motions for new logo acquisition, renewals, and expansion of recurring services. Develop and maintain accurate pipeline forecasting, KPIs, and reporting to leadership. Product Led & Recurring Revenue Growth Sell MSS offerings with a product mindset, emphasizing recurring value, differentiation, and lifecycle outcomes. Partner with Product Management to influence service packaging, pricing, roadmap priorities, and market positioning. Drive adoption of standardized MSS offerings while enabling smart bundling with incident response, consulting, and advisory services. Market & Customer Engagement Lead executive‑level sales engagements with utilities and critical infrastructure providers, including CIOs, CISOs, OT leaders, and operations executives. Articulate MSS value in terms of operational resiliency, risk reduction, regulatory pressure, and business continuity. Represent 1898 & Co. MSS at industry events, conferences, and customer briefings. Establish reference customers and success stories to support continued market expansion. Cross Functional Collaboration Work closely with MSS Operations and Delivery to ensure sales commitments align with service execution and customer outcomes. Partner with Marketing to refine MSS messaging, demand generation, and sales enablement. Collaborate with Burns & McDonnell leadership to leverage enterprise relationships and account strategies. Additional Leadership & Business Development Responsibilities Define and execute broader business development strategies aligned with 1898 & Co. and Burns & McDonnell corporate objectives. Drive client‑focused strategies that address emerging threats, operational challenges, and regulatory demands while differentiating 1898 & Co. MSS offerings. Support strategic partnerships, alliances, and identification of new market opportunities that strengthen MSS growth in strategic markets. Lead negotiation strategies and close new business deals, including contract development, pricing structures, and commercial terms. Ensure confidentiality, ethical standards, and compliance are consistently upheld across all business development activities. Operational, Financial & Team Leadership Manage budgets and ensure responsible financial stewardship. Prepare and present sales metrics to business leadership team. Recruit, develop, and retain high‑performing sales and business development professionals. Conduct performance evaluations and provide coaching, mentorship, and professional development guidance. Ensure adherence to quality processes, company and site safety policies, and equal employment opportunity initiatives. Interpret organizational policies, goals, and strategic priorities for team members and stakeholders. Perform additional duties as assigned and comply with all company policies and standards. Other duties as assigned. Preferred Qualifications 10 years of progressive experience in B2B sales, with at least 5 years in a sales leadership role. Proven success selling recurring revenue offerings, including software, SaaS, or managed services. Demonstrated ability to build and scale high performing sales teams. Experience selling to utilities, energy, water, industrial, or other critical infrastructure sectors. Strong executive presence with the ability to sell complex solutions to senior technical and non‑technical stakeholders. Track record of meeting or exceeding revenue and growth targets. Experience selling Managed Security Services, cybersecurity platforms, or technology services. Familiarity with Operational Technology (OT), IC‑S, SCADA, or industrial environments. Background in product‑led sales or working closely with product management teams. Experience navigating long sales cycles and regulated industries. Understanding of MSS economics, including gross margin, service scalability, and customer lifetime value. Required Qualifications Bachelor’s degree in Engineering, Architecture, Construction, or a related field from an accredited program, plus 13 years of related professional experience in marketing, business development, or sales promotion; experience in the A/E/C industry preferred. Demonstrated excellence in oral and written communication, strong interpersonal skills, and the ability to clearly and effectively present complex information to employees, management, and clients at all levels. Advanced proficiency in standard computer software applications, including Microsoft Word, Excel, and PowerPoint. Proven experience developing and delivering training presentations related to proposal communications, proposal strategies, business development, and/or pursuit strategies. EEO/Disabled/Veterans #J-18808-Ljbffr