Position Overview The Director, Industrial Technology Solutions (“Director”) drives revenue growth across assigned industry segments, verticals, and strategic accounts. The Director identifies market opportunities, develops client relationships, builds and qualifies the pipeline, and leads strategic pursuits through contract award. Combining industry knowledge, commercial leadership, and an understanding of Champion’s capabilities, the Director translates client needs into differentiated solution strategies. The Director aligns technical, operational, marketing, and executive resources to pursue opportunities consistent with Champion’s strategy, solution priorities, and delivery capabilities. Primary Job Functions Market and Growth Strategy - Leads market analysis to identify and prioritize target industries, verticals, accounts, and solution opportunities.
- Develops growth strategies aligned with Champion’s strategic direction, solution priorities, and delivery capabilities.
- Monitors industry, technology, and competitive trends to identify emerging client needs and revenue opportunities.
- Partners with executive and business-unit leadership to establish market priorities and go-to-market plans.
Client and Account Development - Builds strategic relationships with executive, operational, engineering, and technology stakeholders.
- Engages clients to understand their business objectives, operational challenges, investment priorities, and technology roadmaps.
- Identifies and shapes opportunities where Champion’s technology solutions can improve client operations and business performance.
- Develops account plans that support new-client acquisition and expansion within existing accounts.
Pipeline and Pursuit Leadership - Builds and converts a qualified opportunity pipeline sufficient to generate more than $10 million in annual new revenue.
- Leads the pursuit cycle from prospecting and qualification through solution development, proposal, negotiation, and contract award.
- Develops pursuit strategies based on client needs, strategic alignment, competitive positioning, win themes, and stakeholder engagement.
- Leads cross-functional pursuit teams by aligning technical, operational, marketing, commercial, and executive resources.
- Maintains accurate visibility into opportunity value, timing, probability, strategic fit, and required actions.
- Ensures awarded opportunities are effectively transitioned to execution with alignment on scope, assumptions, commitments, and client expectations.
Market Positioning and Partnerships - Positions Champion as an industry and solution leader through client engagement, thought leadership, presentations, and industry events.
- Partners with Marketing to develop campaigns, content, and communications supporting target markets and strategic pursuits.
- Develops strategic relationships with technology providers, vendors, and industry partners that strengthen Champion’s market position and solution capabilities.
- Represents Champion at trade shows, conferences, client forums, and other industry events.
Secondary Job Functions - Supports business units in developing and maintaining revenue-growth strategies aligned with company priorities.
- Represents Champion and its business units at trade shows, conferences, client meetings, and industry events as needed.
- Collaborates with business units and Marketing on campaigns, content, and other market-development initiatives.
- Supports the transition of awarded work to execution teams by communicating scope, assumptions, commitments, and client expectations.
- Provides market, client, and competitive insights to support business-unit planning and solution development.
- Performs other duties and supports company initiatives as assigned.
Key Competencies - Builds rapport, mentors, and leads effective pursuit teams and work groups across business units.
- Demonstrates and fosters maturity in judgment, ethics and integrity.
- Strong decision-making skills, situational awareness and ability to perform under pressure.
- Understands others and demonstrates cognitive and behavioral flexibility (Emotional Intelligence).
- Business/Financial acumen.
- Demonstrates effective organizational, time management and planning skills.
- High level of conflict resolution skills and the willingness to make difficult decisions specific to technology or resource needs.
- Possesses an appreciation of business demands (schedule, scope, budget and customer requirements).
- Demonstrates flexibility/adaptability in changing and challenging situations.
- Demonstrates a passion for the business and its success.
- Clear and concise verbal and written communication.
- Demonstrates a focus on customer service and attention to detail.
- Demonstrates a commitment to continuous personal, peer and process improvement.
- Fosters positive energy, creativity and teamwork across all departments/locations with the goal of furthering the company values and mission.
Requirements - Bachelor's Degree (technical degree preferred) and 12 years of related experience, including a minimum of 5 years leading complex pursuits, programs, or teams, or a minimum of 18 years of industry related experience.
- Master of Business Administration (MBA) preferred.
- Industry segment or vertical expert with minimum 10 years of experience within industry segment or vertical.
- Experience must include 8 years of technology solution delivery or management within industry segment or vertical.
- Experience with industrial automation and operational technology project deliverables and logistics.
- Knowledge of multiple industry standards (ISA, NIST, NFPA, NEC).
- Ability to obtain industry specific certifications (CFSE, GICSP, CAP).
- Ability to technically and commercially present various industrial automation and operational technology solutions.
- Advanced ability to recommend technical solutions for cross-functional projects.
- Experience developing and executing capture plans, proposals, and pricing strategy for large, competitive pursuits.
- Demonstrated success leading cross-functional technical and commercial pursuit teams in a matrixed environment.
- Strong collaboration, communication, and problem resolution skills.
- Valid driver’s license.
- Reliable personal transportation with valid liability insurance.
- Fluent in verbal and written English.
NOTE: This job description is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization. |
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