Client Account Manager; CAM - Army​/Air Force Portfolio

Overview

At Jacobs, we're challenging today to reinvent tomorrow by solving the world's most critical problems for thriving cities, resilient environments, mission-critical outcomes, operational advancement, scientific discovery and cutting-edge manufacturing, turning abstract ideas into realities that transform the world for good.

Your impact

Jacobs’ Federal Performance Unit, within the Americas National Business Unit, has global reach to serve its diverse client base with specialized project delivery. We create and deliver solutions in the Buildings & Infrastructure and Environmental Markets with end-to-end solutions to complex challenges that span the entire project lifecycle. We provide our clients award-winning planning, engineering, architectural and interior design, construction and program management, operations & maintenance support, design-build project delivery, and the full span of environmental services.

Our consulting practices leverage thought leadership in the areas of asset management, energy solutions, and business strategies.

Reporting to the Army/Air Force Portfolio Sales Director, this Client Account Manager (CAM) position has the principal focus of participating in the refinement of our growth and sales strategy for our Army and Air Force clientele, primarily the U.S. Army Corps of Engineers (USACE) and the Air Force Civil Engineer Center (AFCEC), and implementing the same. This sales-oriented position will serve our client’s requirements and missions in the areas of facilities and infrastructure (professional services supporting the military construction (MILCON) and sustainment, restoration, and modernization (SR/M) programs);

environmental compliance, investigation, and cleanup; and civil works. Specific client assignment will depend on the candidate’s existing client base and relationships, areas of expertise, and/or location.

• Represent Jacobs to the client in a positive, relationship-oriented, solutions-delivery approach by leveraging the depth and breadth of Jacobs’ capabilities.
• Advocate on the client's behalf by actively engaging the firm to address client needs and recommend strategic actions to optimize our investment and market growth.
• Facilitate creation of deep, personal, valuable client relationships between Jacobs personnel and client personnel (management, technical, functional, delivery) to facilitate positive working atmospheres, and to broaden the firm’s understanding of underlying client objectives at the appropriate levels.
• Develop trust and credibility with clients by engaging in business discussions to understand key drivers to best align our solutions with client’s needs.
• Identify and prioritize business opportunities that lead to consistent growth for the Firm.
• Assess project and program requirements, while developing and recommending a sound approach or application to meet the needs of the project and client.
• Coordinate and facilitate Go/No Go decisions and help develop required sales costs aligned with opportunity potential and return on investment objectives.
• Lead the development of the Firm’s win strategy and value proposition related to key pursuits.
• Identify, coordinate, and lead capture teams and actively manage and shape proposal development for Federal contracts.
• Lead the development of opportunity fee proposals and coordinate with discipline leadership for input.
• Participate in negotiations with the client.
• Secure management commitment and influence/attract key staff for pursuits.
• Represent Jacobs at conferences, symposiums, seminars, and workshops to actively engage with the client and join relevant organizations to further build client relations.
• Develop a deep understanding of the competition for this client market.
• Identify higher levels of client engagement for executive sponsors.
• Actively engage with capture teams to influence sales process discipline, win strategy and proposal development, interviews, and presentations.
• Develop and deliver on client specific strategy, business plan and KPIs.

• Bachelor of Architecture, Engineering, or Construction Management or equivalent
• United States Citizenship
• 15+ years of relevant…