Federal Client Account Manager (CAM) (x/f/m)

Jacobs’ Federal & Environmental Solutions has global reach to serve its diverse client base with specialized project delivery.  We create and deliver end-to-end solutions to complex challenges that span the management and operational hierarchy as well as the entire project lifecycle.

We provide our clients Facilities & Infrastructure that focuses on the full asset lifecycle from funding, planning, design and procurement to construction, asset management, and commissioning. We also deliver comprehensive Environmental Solutions including planning, remediation, and all aspects of sustainability, resilience, and climate response.

This client account position is an opportunity to support market growth within our Federal Civilian portfolio including key areas of development for our Health & Research Market approach. The ideal candidate will have a growth mindset and eagerness to engage with leadership and our operational teams in market creation by developing and delivering on a sales strategy. Areas of client focus would include but not necessarily be limited to NASA, HHS (CDC, NIH, FDA, ASPR), USAID, NSF and the VA.

As the Client Account Manager, you will lead strategic business development with key customers to ensure that Jacobs maintains a productive working relationship with those clients; and to further grow our business by expanding our client base, service offerings, and geographical project footprint.  Working with members of our team, your focus is gaining a thorough understanding of the client’s needs, positioning Jacobs as the client’s firm-of-choice, while advocating to accomplish their mission. Together with our operations team, the goal is complete client satisfaction with delivered work and maximized benefit for our clients and the firm.

In this strategic role you will:

• Represent Jacobs to the client in a positive, relationship-oriented, solutions-delivery approach by leveraging the depth and breadth of Jacobs’ capabilities.
• 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.
• 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.
• 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.

Jacobs health and welfare benefits are designed to invest in you, and in the things you care about. Your health. Your well-being. Your security. Your future. Eligible employees and their dependents may elect medical, dental, vision, and basic life insurance. Employees are able to enroll in our company’s 401k plan, and if eligible, a deferred compensation plan, and Executive Deferral Plan. We have an unlimited U.S. Personalized Paid Time Off (PPTO) policy for eligible full-time exempt employees, seven paid holidays, one floating holiday, and caregiver leave. Hired applicants will be able to purchase discounted company stock and have the opportunity to receive a performance discretionary bonus.

Typical salary range for this position is $106,200 to $185,800 and is commensurate with experience relative to the position.

Here’s what you’ll need:

• Bachelor’s Degree in a technical or business discipline, or equivalent related work experience in lieu of a degree. Professional licensure or technical certifications a plus.
• 10 years of experience with federal business development and sales preferred in the Federal market.
• Proven client development skills, previous experience in Federal Market strongly desired.
• Established track record of developing and implementing strategies, while effectively creating and winning work.
• Strong business development and capture management experience necessary, with knowledge of how federal customers are funded and procure consulting services for A/E, project management/construction management, environmental, advisory consulting, and other professional services related to federal investments.
• United States Citizenship and a successful background check for a public trust position.

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. With $15 billion in revenue and a talent force of more than 60,000, Jacobs provides a full spectrum of professional services including consulting, technical, scientific and project delivery for the government and private sector.