Practice Leader, Mission Critical Facilities

Description

LAN is establishing a firmwide Mission Critical Facilities Practice and is seeking an experienced market leader to build it. This is a new role and a new market focus for the firm, created to pursue data center and other mission critical work at a scale that no single business group can reach on its own.

The Practice Leader owns the market strategy, builds and holds the client relationships, and assembles integrated teams from across LAN’s business groups to pursue and win work. The role is accountable for developing the market and the pipeline; business group directors and project managers retain staffing, technical, and project delivery authority. Success in this position depends on the ability to lead through influence, build credibility quickly with both clients and internal leaders, and operate effectively in a matrixed organization.

This is a builder’s role. The person who takes it will define the practice, not inherit one.

• Primary market:
  Hyperscale, colocation, and enterprise data centers. This is the practice’s prime focus and will receive the majority of its effort.
• Secondary markets:
  Other mission critical facilities where LAN’s capabilities and existing contract vehicles provide an advantage, including healthcare critical infrastructure and military and government facilities.
• Integrated delivery:
  The practice integrates capabilities from across LAN — Facilities, Civil/Water, Program Management, and other groups as client and pursuit needs require.

Market and Practice Strategy

• Own and maintain the Mission Critical Facilities market strategy and annual business plan.
• Define the integrated service offering and determine how LAN’s combined capabilities are presented to the market.
• Build the qualifications, collateral, and market presence the practice needs to compete credibly in a sector where the firm is not yet established.
• Represent LAN at industry events and in the mission critical market generally.

Business Development and Capture

• Lead target-account selection, capture strategy, and pursuit strategy.
• Set the practice’s priority pursuit list in coordination with participating business group leaders.
• Prepare go/no-go recommendations and lead pursuits through the firm’s capture and pursuit review processes.
• Recommend scope, fee, commercial positioning, teaming, and client-contact strategy in coordination with the responsible project manager and business leaders.
• Identify and negotiate strategic teaming and subconsultant relationships.

Client Relationships

• Own strategic account plans for designated anchor accounts and identify expansion opportunities.
• Build and maintain executive-level client relationships in the mission critical market.
• Coordinate mission critical opportunities under the firm’s existing contract vehicles with their current relationship owners.

Cross-Group Leadership

• Convene and lead cross-business-group pursuit and strategy teams.
• Negotiate resource commitments with business group directors and resolve conflicts through priorities, timing, and alternatives, escalating when a commitment is materially at risk.
• Build the practice’s internal capability by developing technical champions within participating business groups.

Reporting and Governance

• Maintain practice pipeline, target-account, relationship, and opportunity reporting.
• Participate in setting the practice’s annual budget allocation and operate within it once approved.
• Report practice performance in regular reviews with the business group director and firm leadership.

• 15+ years of experience in the A/E or related industry, including 7+ years in business development, market leadership, or client-facing leadership roles.
• Demonstrated success developing new clients and…