Head of Marketing for Infrastructure Advisory

The Opportunity

The Head of Marketing for the Black & Veatch Infrastructure Advisory business is responsible for creating and executing the commercial, business and marketing strategy to support the company’s growing consulting and managed services organization. As a member of the Infrastructure Advisory Leadership Team, this role is responsible for building awareness of Infrastructure Advisory and its myriad capabilities across all market segments and geographies that Black & Veatch serves. Thus, the Head of Marketing must have a track record of building management consulting and managed services businesses for critical infrastructure and energy. The right candidate will have a strong background in strategy and business planning to help identify, prioritize and develop profitable service areas for near horizon growth while nurturing new market opportunities for later horizons.

Infrastructure Advisory professionals come from a wide variety of industry executive roles and have high expectations of marketing partnership and support. This role will have a hunger to learn and understand Infrastructure Advisory services and competencies to advise the team well and drive pipeline quickly. The professional will have deep experience working in large, matrix organizations as an advocate for a growing and entrepreneurial business, be adept at working with partners and ecosystem players, and have consummate collaboration skills to integrate campaigns with sector Heads of Marketing for the clients and audiences they serve.

The Head of Marketing for Infrastructure Advisory reports to the Chief Marketing Officer for Black & Veatch and is part of the company’s Marketing Leadership Team and highly collaborative with sales and market leadership. The role is based out of the Black & Veatch world headquarters in the Kansas City area, specifically Overland Park, Kansas. It is a player-coach role intended to both lead and execute strategic marketing initiatives supporting the growth strategies of Infrastructure Advisory consulting and managed services practices. From an industry perspective, an ideal candidate would have experience building industry awareness, client demand, partnerships and client relationships for professional and managed services within several of the following target client segments: power providers including power utilities, energy developers, integrated energy/oil/energy majors, water utilities, industrial manufacturers, and data center ecosystem players including developers and co-locators.

This role requires deep marketing consultation across a variety of executive stakeholders, significant presence in working with senior leadership, autonomy and initiative in researching and creatively marketing solutions and services, and heavy collaboration across marketing and sales partners in the US and around the world. The primary market segments for the Black & Veatch Infrastructure Advisory business span power providers, energy majors and developers, mining customers, water utilities, the data center ecosystem, industrial manufacturing and commercial clients, federal clients and public agencies and utilities. Practice areas include but are not limited to: Strategy, Sustainability, Planning & Optimization; AI, Digital & Program Excellent; Asset Management and O&M; Operational Technology including Cybersecurity; Transactions & M&A; and Infrastructure Technology. The role requires a high level of business acumen to understand the P&L of businesses across Black & Veatch and the drivers of business model types generating short- and long-term revenue for the company.

Key Responsibilities

The Head of Marketing will create and advise commercial and market strategy across Black & Veatch Infrastructure Advisory teams, some of whom serve existing markets and clients of the company, while others are serving new markets and new customer groups. The organization has formidable growth targets, and the Head of Marketing is responsible for bridging between Infrastructure Advisory teams and market and geography teams to create and execute marketing campaigns, shaping perception of the maturity of the Black & Veatch Infrastructure Advisory organization, driving demand, lead capture and accelerating funnel, and nurturing client relationships through creative and poignant client engagement.

Other responsibilities:

• Building and advancing business relationships within Infrastructure Advisory including the President and leadership teams, solution and market teams, as well as key relationships with market segment Presidents and leadership teams throughout Black & Veatch to build value propositions and campaigns to cross-sell services.
• Market research and understanding of target segments, organization types, buyer and influencer types and engagement opportunities. Responsible for understanding the current and emerging competitive landscape across market segments and buyer groups for Infrastructure Advisory.
• Strategic marketing planning, campaign strategy, demand strategy, performance marketing, budget management and execution across global stakeholder groups.
• Defining customer decisions journeys for services areas with sales and engagement touchpoints across the buyer cycle. The role will work closely with sales, client relationship and pursuit teams to provide campaigns and tools that support the sales and lifecycle processes.
• Creating and testing messaging that resonates with audiences across the segments, subsegments and buyer groups targeted with Infrastructure Advisory services, and message consistency across all platforms and channels, including digital, print, and in-person communications.
• Paid media strategies, tactics and measurements to monitor and adjust campaigns, promotions and spend as part of performance marketing cycles.
• Outcomes-driven demand generation and funnel-building campaigns to build awareness of Black & Veatch Infrastructure Advisory business and its portfolios.
• In-person and virtual events including industry trade and Black and Veatch hosted events supporting sales, client relationships, research and industry relations.
• Presence and integration of Infrastructure Advisory services across the digital landscape with stakeholders including the full client lifecycle.
• Keen understanding of sales and marketing metrics and ability to set and track KPIs throughout marketing performance lifecycles and make agile adjustments for continuous performance improvement.
• Leading a small team of direct reports and a much larger team of influential functional and commercial partners in collaboration and execution.
• Developing relationships and collaborating with marketing, business and regional teams, searching for win-wins to grow Infrastructure Advisory as part of segment value propositions.
• Collaborating with marketing leaders and peers to build and execute marketing programs from start to finish, building consensus with stakeholder groups and strong internal communications networks with sales teams and account executives across the company.
• Infrastructure Advisory portfolio positioning across applicable global markets including collaborating with regional sales and marketing leaders on regional/country-specific marketing plans.

Preferred Qualifications

• Proven record of building businesses and providing commercial support to grow new and current customer relationships within a matrix consulting organization.
• Experience working with infrastructure and energy solutions.
• Strong skills in writing in various mediums, message development, story and presentation development.
• Full strategic marketing planning and execution skill set.
• Technical aptitude to translate highly technical offerings into value propositions and content for targeted audiences.
• Strong project management, budgeting and measurement skills.
• Experience marketing professional and managed services as well as technical solutions.
• Minimum of 15 years of strategic marketing experience in B2B including strong digital marketing and demand generation experience.
• Bachelor's degree in marketing, marketing communications, business marketing or related field. Master’s degree preferred.
• Experience as a head of marketing in a matrix consulting organization with responsibilities across marketing domains supporting business sales, solution sales and regional account teams required.
• Advanced marketing communications skills include writing, presenting and speaking including courageous and polished strategy pitches to senior leadership.
• Advanced personal skills in excel required as well as analytics/data analysis skills.
• Previous successful experience in customer segmentation, analytics and campaigns leveraging MarTech and SalesTech systems such as Sales Force. Successful experience and ability to design and execute complex marketing campaign management across digital channels for client and prospect segments.
• Experience in partner and ecosystem marketing as well as client marketing including collaboration with marketing and sales executives on client value/story promotions and marketing tactics.
• Deep experience in demand generation includes building prospect and current customer engagement across traditional and new mediums including content strategy and architecture by organization type and role, outbound communications to clients and bi-directional client insight/experience loops to improve client satisfaction.
• Requires aptitude and discipline to autonomously research, explore, learn and understand the lifecycles of highly technical solutions and services.
• Experience building industry partner and sponsor relationships, developing creative new ways to reach key audiences with sponsor organizations and planning and executing virtual and in-person executive events.

This position requires background in client segmentation, demand generation and campaigns, opportunity marketing and account-based marketing. Infrastructure Advisory services are in various lifecycle stages requiring very different strategies and tactics to support sales cycles across current and prospective clients. You will be responsible for researching, understanding and proactively adapting to market and industry dynamics that affect BV clients and proactively positioning BV as a partner to the clients and industry. You will partner with leadership to position BV as a though leader across market segments and will be “market-forward “in terms of personal engagement, speaking and BV advocacy with industry organizations and clients.

Minimum Qualifications

• Bachelor's degree in related field or equivalent experience.
• 12+ years progressive management experience in related areas. Industry experience.
• All applicants must be able to complete pre-employment onboarding requirements (if selected) which may include any/all of the following: criminal/civil background check, drug screen, and motor vehicle records search, in compliance with any applicable laws and regulations.

Work Environment/Physical Demands

• Hybrid or flexible work options may be offered after the first 90 days of employment based upon manager discretion, job performance and work assignments.
• Planned travel of up to 40% a month is possible for this position. Global travel will be required.
• In this role, you are expected to be highly available and responsive to stakeholders, including on weekends.

Salary Plan

Job Grade