Digital Technologies – Asset Intelligence – Practice Leader

Our client is an award-winning Canadian, employee-owned multidisciplinary firm that delivers a comprehensive range of technical and strategic services, including consulting, information technology, engineering, process development, project and construction management to large industrial sectors. The firm has served clients for over 80 years and has project experience in more than 150 countries around the world.

The firm is widely recognized for its ability to bridge the gaps between research and innovative technologies, and between engineering and reliable operations. The firm is particularly known for working with clients to develop business strategies and technologies; managing and optimizing production; executing projects that involve the scale-up of process technologies; and managing start-ups, commissioning and ramp-ups.

Our client delivers unprecedented business results for its clients through a commitment to quality, lower operating costs, more efficient utilization of capital assets, higher standards for safety and risk management, faster start-ups and continuous performance improvements in all projects and programs.

Our client addresses large, asset-intensive industrial markets sectors such as Mining, Metals, Energy, and Infrastructure. Data is dramatically transforming those assets, making them more valuable than ever. Our client’s Asset Intelligence Practice helps create smarter, more efficient assets, delivers intelligent actionable insights, improves safety and enhances labour as well as business outcomes.

Currently, our client’s Digital Business unit is seeking a highly accomplished individual to drive the expansion of its global Asset Intelligence Practice. Reporting to the global leader of the digital business, the role will assume ownership for the overall practice growth, while leading go-to-market and execution activities across marketing, client pursuit, contract negotiations, partnerships and customer success.

The Asset Intelligence Practice Leader will be responsible for overall practice growth, including identifying and closing new opportunities in cooperation with vertical business units and other practices. This will involve input on the most effective market strategy, positioning, messaging by vertical market, content creation/marketing, lead generation, trade shows/conference strategies, as well as a proactive market pursuit. The position will also cultivate and manage relationships with ISVs as well as key internal business units and related stakeholders.

The successful individual will be an entrepreneurial businessperson with previous successes in growing a related IT services practice. The individual will also boast a track record of working effectively within a large matrixed global organization where both collaboration and a determined results orientation define success.

• Refine and communicate the practice market strategy, value proposition, positioning, messaging and execute;
• Develop market capture plans to achieve the practice’s revenue and profit objectives;
• Assume responsibility for business development and partnerships, driving growth for both new and current customers;
• Work with marketing on lead generation, etc.;
• Engage with clients at the appropriate level;
• Monitor business opportunities and oversee tender submissions;
• Institute processes that will enable predictable, repeatable and scalable market expansion;
• Promote and build a performance-driven, disciplined revenue culture focused on clients, their success, quality partnerships and growth;
• Create new Asset Intelligence offerings specific to vertical markets addressed;
• Play a key role in identifying and launching partnership strategies with ISVs and others to create enhanced channel and business development activities;
• Represent the voice of the markets the business serves – from customers, prospects, analysts and internal business units globally;
• Pursue, nurture and leverage key internal relationships critical for the practice’s success. Evangelize relentlessly;
• Develop clear insights and learn quickly what is working and not working on all business development/capture and marketing…