Digital Technologies – Practice Director Integrated Operations – Australia

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 company has served clients for over 80 years and has project experience in more than 150 countries worldwide.
The client's ability to bridge the gaps between research and innovative technologies and between engineering and reliable operations is widely renowned. The company 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.
It delivers unprecedented business results for our 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.
Scope of the Position
The company develops Digital Products and Solutions for the Metals, Energy, and Infrastructure Sectors in Integrated Operations, Asset Intelligence, Digital Product Delivery, Industrial Automation, IT/OT Integration and Operational Decision Systems. Our client is increasingly investing in technologies to remove people from remote locations, dangerous work fronts and to achieve real time understanding of complex supply chains to allow better decision-making. They are looking for a leader to direct their Integrated Operations Practice in Australia to support clients in this area of investment.
They seek a highly accomplished individual to drive the expansion of their Integrated Operations Practice in Australia. They will assume ownership for the regional Integrated Operations practice growth, while leading go-to-market and execution activities across marketing, client pursuit, contract negotiations, partnerships, and customer success.
The Integrated Operations 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, tradeshows/conference strategies as well as 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.
Functional Tasks
This role will form part of the Regional Digital leadership team and report to the Regional Director, Digital. It will work to support the overall Australia Asia and global digital strategy. The specific functional tasks will include:
Refine, communicate, and execute 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.
Monitor business opportunities and oversee proposal submissions.
Institute processes that will enable predictable, repeatable, and scalable market expansion.
Engage with clients at the right level
Work collaboratively with the broader digital business unit both locally and globally to expand capability and revenue
Collaborate with technical and delivery teams to ensure consistency of approach
Be a thought leader in Integrated operations and represent the practice at industry forums
Remain abreast of the industry, competitors and technology trends and align our services to market needs. Consider alliances, investment opportunities and acquisitions to improve market position and grow revenue.
Work closely with other business units' and its clients to identify and support the development of opportunities.
Pursue, nurture and leverage key internal relationships critical for the practice's success. Evangelize relentlessly.
Represent the voice of the markets the business serves-from customers, prospects, analysts, and internal business units.
Collaboratively engage with clients through the business requirements definition process identifying high-value digitalization use cases.
Outline the capability requirement and work with global and regional team to build an internal team to support the work.
Promote a performance-driven, disciplined revenue culture focused on clients, success, quality partnerships and growth.
Develop clear insights and quickly learn what is working and not working on all business development/capture and marketing fronts-continuously use analytics to adapt, learn and grow faster.
Take on applicable project leadership roles – being responsible for the on time, on budget and on specification delivery of services and solutions. Manage direct reports, along with their goal setting, performance measurement and development feedback. Provide for similar initiatives across entire engineering organization
Key Performance Deliverables
In light of the identified responsibilities, the key performance indicators for the role will include:
Digital revenue and sales growth for Integrated Operations in AUA.
Clearly articulated solution offering that resonates with clients.
Key

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