Your impact
Role Overview: A key member of our sales team, the Client Account Strategist leads strategy development and facilitation for select Water market clients and opportunities in our West Central geography. You will play a vital role in achieving our sales goals by working with teams to broaden and strengthen client relationships and to expand our services, solutions, and opportunities. You will leverage Jacobs' full capabilities and tailor strategies, win themes, and differentiators to secure strategic pursuits.
Key Responsibilities:
- Partner with Client Account Managers (CAM) business development leads, Client Service Leads (CSL) seller/doer project managers, and other contributors to maintain strong account health and optimize sales investment and market share growth.
- Drive Account Team management by maintaining and executing client account plans and facilitating client account team meetings using Jacobs' tools and Relationship Based Sales (RBS) process, which includes Opening Game (OG) client relationship development, Middle Game (MG) pursuit strategy development, and End Game (EG) execution of OG and MG in proposals and interviews.
- Lead MG strategy meetings and win plan development, including SWOT, competitor, decision-maker, stakeholder, team, and performance analysis as well as discussions on issues, drivers, innovations, solutions, and results.
- Support proposal development by participating in pursuit teams, including debriefing proposal managers on MG and ensuring the execution of strategies during EG.
- Lead presentation development and coach interview teams for shortlisted opportunities.
- Additional Responsibilities:
- Lead opportunity analysis and go/no go reviews
- Identify risks and opportunities that influence the strategy
- Participate in client and internal debriefs
- Attend client, partner, or stakeholder-facing meetings, industry events, professional societies, and other external engagements to advance strategy
- Collaborate with CAMs, CSLs, and others to align with geographic and market priorities
- Identify new, strategically significant client accounts
- Adhere to Jacobs' branding and editing standards, data management best practices, and RBS sales process
- Use Jacobs' Client Success Platform (CSP) effectively
- Contribute to other account-centered, strategic efforts to achieve sales goals
- Align with Jacobs Core Values and act as an inclusive leader
Here's what you'll need
- Seven or more years of sales, marketing, or business development experience within the architectural, engineering, and construction (AEC) industry, preferably with water experience
- Experience with relationship-based sales, developing strategies, differentiators, and value propositions
- Ability to thrive in a fast-paced and high-pressure environment
- Strong business acumen including financial literacy, critical thinking, strategic thinking, problem-solving, market awareness, time management, decision-making and leadership
- Excellent written and verbal communication skills, including facilitation and interview skills
- Team player with the ability to develop, nurture, and maintain relationships across the company
- Embrace our industry-leading company culture focused on inclusion, diversity, and environmental change
Ideally, You'll also have:
- Bachelor’s degree in a technical field such as Business, Marketing, Communications, Journalism, English, or a related technical field
- Experience working with public sector clients
- Established relationships with clients and/or teaming partners i
- Proficiency in using SalesForce for account planning and opportunity management
- Active external industry engagement
- Ability to travel (minimal)
