Account Strategist​/Pursuit Leader - Water

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.

As a key member of our Buildings & Infrastructure sales team, the Account Strategist leads strategy development and facilitation for select clients and opportunities in Canada
, with a focus on the water market in Ontario
. Key responsibilities include working with account teams to broaden and strengthen client relationships, leverage Jacobs’ full capabilities, and tailor strong, differentiated sales messages for our strategic pursuits.

More specifically, the Account Strategist will focus on account stewardship and win plan development for clients using Jacobs' Relationship Based Sales (RBS) process, which includes Opening Game (OG), Middle Game (MG), and End Game (EG). We’ll look to you to bring not only strong leadership but also knowledge of your assigned clients’ business, the competitive landscape, and how Jacobs can best serve our clients’ needs.

Opening Game

Account management, known as OG, is focused on building and reinforcing client relationships. As such, you’ll partner with Client Account Managers (CAM) and Client Service Leads (CSL) to help maintain strong account health within your assigned client portfolio. While the CAM or CSL is ultimately responsible for client service, you’ll facilitate and often lead efforts to develop, maintain, and execute strategic client account plans to optimize our business development investment and market share growth.

Middle Game

As strategic opportunities emerge from your assigned accounts, you’ll work closely with CAMs, CSLs, and other pursuit team members to develop and execute effective win strategies that best position our teams for selection. Known as MG, this phase of the sales process includes facilitating pursuit reviews and leading win plan development through regular strategy meetings, gap analyses, competitor analyses, technical strategy development, decision-maker outreach planning, and other discussions to differentiate our pursuit team and win strategy.

End Game

As teams prepare to respond to Requests for Qualifications/Proposals (RFQ/RFP), you’ll debrief the assigned proposal manager on MG intelligence and the opportunity win plan to ensure the pursuit strategy is successfully executed during proposal development, which is known as the EG phase. The proposal manager has overall responsibility for managing EG; depending on the scale and significance of the effort, you may participate in color reviews, take on writing assignments, and/or provide guidance on strategic opportunities.

If shortlisted, you’ll often facilitate presentation development, including coaching interview teams, with support from the proposal manager.

The Account Strategist’s responsibilities include, but are not limited to, the following: